Founding GTM Lead

About Steel

Steel is building open-source browser infrastructure for AI agents and apps. We make it easy for developers to ship AI products that interact with the web using our Sessions API.

With over 6,000 GitHub stars, dozens of paying customers, and millions of sessions served monthly, we grew our platform 50x in 2025 purely through word-of-mouth and our open-source community. Backed by world-class investors, we're building a small, highly motivated, talent-dense team that's shaping the future of how humans interact with the internet.

More on the problems we're solving: https://docs.steel.dev/overview/intro-to-steel

The Role

We're looking for our first sales hire to build Steel's sales engine from the ground up and turn our organic momentum into repeatable revenue.

You'll own the entire sales motion as our founding salesperson: building pipeline, closing deals, and establishing the processes that scale us from 100 to 1,000+ customers. Our GTM motion is product-led growth combined with product-led sales. Most users discover Steel, sign up, and upgrade through self-service. For enterprise customers, we step in to assist them with their evaluation, security review, and procurement processes. You'll work directly with the CEO and our founding team to close deals with some of the world's most innovative technical teams using AI agents to transform healthcare, supply chain, accounting, and more.

This is truly a 0 → 1 sales role. You're not inheriting a sales machine or following a proven playbook. You're building everything from scratch: defining our ICP, closing your first deals, creating customer stories that become our marketing collateral, and building the repeatable processes that become our go-to-market motion. We work hard, move fast, and expect the same intensity from our team. Late nights and weekend work are part of building something exceptional.

Sample projects could include

• Building systems to identify and convert warm leads from Steel's freemium user base, GitHub star gazers, and website visitors into qualified pipeline

• Defining our ICP based on who converts best, then building outbound workflows and ABM programs targeting CTOs and engineering leaders at AI-first companies

• Hosting and scaling community-driven events (AI x Infrastructure dinners, panels, workshops) that turn prospects into champions

• Creating mini case studies and customer stories ("How [Customer] scaled to 1M+ agent sessions with Steel") that become our marketing collateral

• Building highly personalized outbound programs and experimenting with multi-channel growth loops (email, LinkedIn, partnerships, founder-led content)

• Running technical demos and discovery calls with engineering teams evaluating browser automation infrastructure for AI agents

• Implementing our early GTM ops stack (CRM, forecasting, qualification frameworks) and reporting on pipeline performance

• Partnering with founders to refine messaging, inform product roadmap, and accelerate product-market fit based on customer insights

You could be a great Founding GTM Lead if you

• Have 5+ years in B2B sales selling technical products to developers, engineering teams, or infrastructure buyers

• Have been a first or early sales hire before and know what building from zero actually looks like

• Are comfortable selling to technical audiences. You can demo to developers, speak credibly about infrastructure, and engage with CTOs without needing translation

• Are relentlessly competitive. You don't like to lose deals and bring extreme ownership and follow-through to everything

• Move fast and have extreme bias for action. You experiment, iterate based on what's working, and ship playbooks that scale

• Friends describe you as cracked

Nice-to-haves

• Ex-founder experience

• Sold API or infrastructure products that developers adopt bottom-up

• Experience at a company that went from Benefits: Competitive salary, health and dental insurance for you and your family, regular team events and off-sites, brand-new laptop setup, gym membership subsidies.