Head of GTM

Captur helps software understand the real world with an SDK for flexible, on-demand image recognition. We’re a small, rapidly scaling team backed by top-tier investors; we recently closed a $6M seed round to accelerate product and go-to-market growth. We are global leaders in edge ML and have validated +150M images on-device for enterprise customers such as Lime. Next, expanding as a horizontal platform across use cases that require real-time speed, high volume and coverage across a wide range of mobile devices. Role This Head of GTM will be a foundational driver of Captur’s US expansion, leading seven-figure enterprise deals while building the GTM playbook from the ground up. You’ll own the full sales cycle, including lead generation, across high-value segments such as mobility, logistics, on-demand apps, and marketplaces shaping both revenue growth and category definition. As an early commercial hire, you’ll work closely with founders, engineering, and solutions teams to influence product direction through real customer insights. This role is ideal for a builder‑seller who thrives in ambiguity and wants to help define a new enterprise category in a fast-moving AI company. Key Responsibilities Own and exceed an aggressive quota, building toward $1M+ in personal ARR through new enterprise wins and strategic expansions. Lead complex six- and seven-figure sales cycles with US mobility, logistics, marketplace, and on-demand app teams. Build and optimise a high-output personal sales engine, moving from founder-led sales to a repeatable enterprise motion. Lead Market Discovery & Category Definition Establish Captur as the category leader in on-device, real-time visual verification for compliance, proof, and automation workflows. Identify, test, and prioritise high-value US market segments — from delivery/logistics giants to on-demand ops, mobility fleets, and marketplace platforms. Rapidly experiment with US-specific messaging, ICP hypotheses, and outbound motions, feeding insights back into GTM strategy. Build World-Class Sales Efficiency & Playbooks Design and implement elite personal sales methodologies (discovery frameworks, demo flows, validation steps) to maximise throughput and close speed. Establish personal metrics, forecasting discipline, and operating rhythms that demonstrate top-1% AE performance. Create repeatable processes, templates, and playbooks that will form the foundation of Captur’s future US sales organisation. Drive Product & Customer Insights Partner with Solutions Engineering and Product to shape technical validation steps, pilot structures, and integration requirements based on real customer needs. Lead high-stakes POCs, sample-set evaluations, and on-device model tests that prove Captur’s real-time accuracy and ROI. Capture learnings to develop case studies, customer references, and narrative proof points that power the broader GTM engine. Shape Captur’s US Commercial, Product & Expansion Strategy Collaborate with founders and commercial leadership to refine US pricing, packaging, and enterprise contract strategy. Influence product roadmap direction with market intelligence on compliance workflows, model requirements, edge deployment needs, and enterprise governance. Support fundraising and executive initiatives through deep market insight, customer introductions, and strategic account development. Core Requirements Proven track record as a top-performing full-cycle account executive at early-stage to growth-stage B2B SaaS companies, with consistent quota achievement of 150%+ Enterprise sales expertise with consistent success closing six- and seven-figure deals ($100K - $1M+ ACV) as an individual contributor Curious mindset for reinventing processes and experimenting with different ideas Rapid iteration skills – able to test new approaches, learn from results, and adapt strategy weekly, not quarterly Strategic thinking combined with flawless execution – able to develop own approach AND close the biggest deals Technical product expertise – experience selling complex and technical vertical products (AI/ML, deeptech, fintech, or similar) to sophisticated buyers Deep understanding of US mobility, logistics, marketplace, or on-demand app companies and their challenges, through direct experience or significant selling exposure Willing to travel extensively (25%+ of time) to build relationships and close enterprise deals across the US, with some travel to the London office Based in or around New York with established professional networks – understanding that deals often require in-person engagement Bonus Points Deep experience and connections within enterprises across at least 1–2 of our target verticals Venture-backed startup experience through multiple funding rounds International sales experience managing across different time zones and markets Strong personal brand and thought leadership presence in enterprise sales Growth hacking or demand generation experience to support own pipeline Advanced CRM and sales automation expertise (HubSpot) #J-18808-Ljbffr