Head of Go To Market

About BigFilter

BigFilter is a cybersecurity startup focused on protecting users and organizations from social engineering attacks in online communications. The company is building technology to detect and prevent manipulation, fraud, and deception across modern digital channels.

BigFilter was spun out of Janea Systems, a profitable, US-headquartered technology company with a long track record of building and operating complex software products for Fortune 500s and industry leaders. As a result, BigFilter combines early-stage ambition with experienced technical and operational foundations.

BigFilter is currently pre-Series A, with an early product and a clear vision for becoming a category-defining company in its space.

The Role

Head of GTM will own BigFilter’s go-to-market evolution from early validation through a repeatable enterprise motion. This is a hands-on, zero-to-one builder role: you will refine and pressure-test our initial GTM strategy, scale our pilot program, and help define what “good” looks like before we invest heavily in sales and marketing.

You will not be starting from scratch, but you won’t be inheriting a finished playbook either. Expect ambiguity, fast iteration, and real ownership.

This is a full-time leadership role, with the opportunity to shape the long-term GTM organization and potentially grow into a C-level position as the company scales.

Mission

1. Validate and refine BigFilter’s initial GTM strategy
2. Scale pilot and design-partner traction
3. Define the foundation for a repeatable enterprise GTM motion

Success in this role is defined by building a repeatable GTM motion that converts pilots into paying customers and drives ARR growth. Early months are measured by pipeline quality and pilot outcomes; longer-term success is measured by conversion, renewals/expansion, and ARR growth.

Core Responsibilities

GTM Strategy & Validation

• Evaluate and refine our initial GTM hypotheses (ICP, buyer, use cases, channels, pricing).
• Pressure-test what we believe vs. what the market actually responds to.
• Identify which segments show real urgency and buying intent (e.g., MSPs, MSSPs, mid-market / enterprise security teams).

Pilot & Design Partner Expansion

• Own and scale our pilot program beyond initial design partners.
• Convert qualified prospects into pilots with clear success criteria.
• Work closely with customers to validate value, deployment model, and buying process.
• Turn pilot learnings into concrete GTM and product insights.

Customer Discovery & Positioning

• Lead structured customer discovery across buyers, influencers, and end users.
• Refine messaging, positioning, and use-case narratives based on real conversations.
• Translate insights into clear ICP definitions and qualification criteria.

Enterprise & Partner Motion Development

• Explore and validate early enterprise sales motions (direct vs. partner-led).
• Identify and develop relationships with MSPs, MSSPs, and strategic ecosystem partners.
• Help determine where BigFilter’s product fits in existing security stacks and workflows.

GTM Infrastructure & Enablement

• Own early CRM strategy, pipeline hygiene, and reporting.
• Develop foundational GTM assets (pitch decks, one-pagers, pilot briefs, demos).
• Build the early GTM operating rhythm that future hires can scale.

Cross-Functional Leadership

• Work closely with the CEO/CTO and product team to align GTM learnings with MVP priorities.
• Act as the voice of the customer internally.
• Help shape pricing, packaging, onboarding, and customer success motions.

Ideal Profile

• Former founder, early GTM leader, or senior sales/marketing leader at an early-stage cybersecurity startup.
• Deep understanding of B2B cybersecurity buying motions, especially via MSPs/MSSPs or mid-market / enterprise IT.
• Proven experience operating in pre-PMF or early-PMF environments.
• Comfortable with hands-on outreach, discovery calls, and relationship building.
• Strong strategic thinker who can also execute day-to-day.
• Highly autonomous, structured, and comfortable operating with limited data.
• Builder mindset: enjoys creating clarity where none exists.

What Success Looks Like (First 6–9 Months)

• Refined ICP & Messaging: Clear evidence-based definition of who buys, why they buy, and what messaging consistently resonates.
• Pilot Traction & Expansion: A scalable pilot program with 3–5+ active pilots and a pipeline of follow-ons.
• Validated GTM Motion: Evidence-backed recommendations on direct vs. partner-led sales, pricing, and deal structure.
• Product Feedback Loop: Actionable customer insights directly influencing MVP scope and roadmap decisions.
• GTM Foundations in Place: CRM, pipeline reporting, and core GTM collateral ready to support growth hiring.

Geography & Market Focus

• Initial GTM focus is North America.
• Ideal candidates are based in North America or have deep, recent experience selling cybersecurity solutions into this market.
• Familiarity with enterprise security environments and frameworks (e.g., SOC 2, NIST, CMMC) is a strong plus.

Why This Role Is Compelling

• Rare opportunity to shape GTM before scale locks in the wrong answers.
• Direct influence on product direction, company strategy, and funding outcomes.
• High trust, high ownership role with a technically strong founding team.
• Path to long-term leadership as BigFilter scales post-funding.

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