The Challenge
Captur is the leader in edge ML image recognition with $6M seed funding and validated 150M+ on-device images for enterprise customers like Lime. You'll build their US enterprise GTM motion from scratch, owning seven-figure deals while defining a new category in visual verification for compliance and automation.
Your Mission
Map and validate 3-5 high-value US segments (mobility, logistics, marketplaces, on-demand) with 20+ qualified prospect conversations and clear ICP definition
Land first 2-3 enterprise pilot deals worth $100K+ ARR, documenting proof-of-concept outcomes and repeatable validation framework
Establish personal sales playbook with discovery framework, demo flow, and qualification criteria that achieves 25%+ close rates on qualified opportunities
Build initial case study or customer reference with quantified ROI metrics (speed, cost, accuracy improvements) for category narrative
Close $500K-$750K in new ARR through 4-6 enterprise wins, demonstrating repeatable enterprise sales motion
Document and operationalize GTM playbooks (messaging, ICP segments, outbound motions, pricing strategy) ready to hand off to first AE hire
Establish 3+ active customer relationships influencing product roadmap with documented requirements for compliance workflows, edge deployment, and governance
Define US pricing, packaging, and contract strategy through 15+ customer interactions, feeding into Series A GTM expansion
KPIs You'll Own
Personal ARR
Track new enterprise ARR closed to $1M+ target, breaking down by segment and deal size.
Sales Cycle Length
Measure average time from qualified lead to close, targeting sub-90 days for repeatable velocity.
Close Rate
Monitor percentage of qualified opportunities that convert to pilot/proof-of-concept stage.
Pilot-to-Contract Conversion
Track success rate converting POCs into production contracts with quantified ROI metrics.
Customer Acquisition Cost (CAC)
Calculate blended CAC including your fully-loaded cost against ARR won to validate unit economics.
Segment Validation Score
Rate each US segment by deal frequency, deal size, and sales cycle efficiency to prioritize expansion.
Tools & Stack
Your Team
Your Manager
Co-founders / CEO
Current Team
Solutions Engineering and Product teams; small, scaling team
New foundational commercial hire; first dedicated GTM leader before building sales org
The Package
Salary
$180K-$240K
Variable
Expected enterprise commission structure (likely 15-25% of new ARR)
Equity
Early-stage equity grant typical for VP-level hire post-seed
Remote
On-site in New York, US. Full-time.
Benefits & Perks
Company Intelligence
Captur is an edge ML image recognition platform enabling real-time, on-device visual verification for enterprise workflows. The company has validated 150M+ images for customers like Lime and recently closed a $6M seed round. They're expanding from mobility into horizontal use cases across logistics, marketplaces, and on-demand apps.
Team Size
Small, rapidly scaling team
Funding
$6M seed (recent)
Customers
Lime, enterprise mobility/logistics/marketplace platforms
Culture
Founder-led, builder mentality, ambiguity-tolerant, customer-obsessed
Is This Role For You?
- You've closed 6-7 figure enterprise deals and thrive owning full sales cycles end-to-end from prospecting to contracting
- You're a builder-seller who moves fast, experiments ruthlessly, and translate customer feedback into GTM strategy
- You have experience in B2B enterprise sales for AI/ML, developer tools, or infrastructure products—or adjacent verticals like logistics/mobility tech
- You want equity upside and founding-team influence in a pre-Series A company defining a new category
- You enjoy ambiguity, data-driven decision-making, and taking ownership of outcomes without a playbook
- You need a pre-built sales team, infrastructure, and playbook—this is greenfield GTM building
- You're uncomfortable with aggressive quotas ($1M+ ARR personal target) or uncertain revenue timing in early-stage
- You've primarily worked in inbound, low-touch, or SMB sales—this is complex enterprise with 90+ day cycles
- You're risk-averse about joining pre-Series A with unproven US GTM motion
Interview Process
Initial call with founder/CEO
Discuss your enterprise sales background, category-creation experience, and approach to building GTM playbooks. Expect questions on specific deal wins and how you'd structure discovery in new markets.
Deep dive on GTM strategy
Walk through your hypothesis for Captur's US segments, messaging angles, and ideal customer profiles. Bring a 30-day plan outline.
Customer reference calls
Speak with 1-2 early Captur customers or prospects to understand product fit, sales motions, and market feedback firsthand.
Founder panel or team meeting
Meet Solutions Engineering and Product leads to align on collaboration model, customer feedback loops, and product influence expectations.
Final offer discussion
Negotiate compensation, equity, and explicit 6-month milestones tied to first AE hire and Series A expansion readiness.
Interested in this role?
Apply now and hear back within days, not weeks.
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