Head of GTM Strategy and Ops

Humaans

ABOUT US Humaans is building the next generation of infrastructure for the workplace; software designed for companies that are scaling fast, operating globally, and pushing into new boundaries. What started as a system of record has evolved into a broader platform for operating people globally. With Athena, our agentic AI layer, Humaans moves beyond data management into intelligent orchestration, connecting workflows across HR, IT, Finance, and Operations so organisations can act faster and with greater confidence, redefining how work gets done. We work with ambitious teams across Europe and the US, from AI-native companies like Lovable, Poolside, Fyxer AI, and Tandem Health, to established, high-growth organisations scaling internationally and through acquisition, including Quantexa, Sellpy, Manychat, Gigs, Croud, and Threecolts. These teams don’t buy software for features,they buy leverage. The ability to run faster, cleaner, and with more control as complexity compounds. To date, we’ve raised $20m in venture funding from some of the most respected founders, operators, and funds in technology: Lachy Groom (Physical Intelligence), Stewart Butterfield (Slack), Tobias Lütke (Shopify), Dylan Field (Figma), Jeff Weiner (LinkedIn), Claire Johnson (Stripe), Oliver Jay (OpenAI), Jay Simmons (Bond) as well as Y Combinator, Moonfire, Frontline Ventures, Pathlight Ventures, and Exor. If you have massive ambition and want to work on a hard problem, with a small team that moves fast, at a moment when the category is genuinely up for grabs - this is it. THE ROLE After proving our product and operating model internationally, we're now expanding into the US from San Francisco. This role is about bringing Athena AI Agents there first. As a Founding BDR / Sales Associate, you’ll be responsible for opening doors, generating conviction, and creating high-quality opportunities for Athena in the US market. You’ll work at the sharp edge of category creation - testing messages, earning attention, and learning what resonates before the playbook exists. You’ll be expected to think, experiment, and build, not just execute sequences and work closely with AEs, founders, and marketing to shape how Athena is introduced to HR, Finance, and Transformation leaders across the US. The pipeline you create here will define what follows. WHAT YOU’LL DO * Build high-quality outbound pipeline for Athena in the US market * Research accounts deeply and design creative, thoughtful outreach strategies * Open conversations with HR, Finance, Ops, and AI / Transformation leaders * Test messaging, positioning, and ICP hypotheses through live outreach * Qualify opportunities rigorously before handing them to AEs * Partner closely with AEs and founders to refine targeting and approach * Feed real-world signal back into messaging, product, and GTM strategy THE MINDSET WE’RE LOOKING FOR * A true hunter mindset - creative, persistent, and comfortable hearing “no” * High rejection tolerance and emotional resilience * Curiosity about why things work, not just whether they do * Comfort operating in ambiguity: evolving priorities, partial context, changing messages * A bias toward action and iteration over waiting for instruction * A strong instinct for leverage HOW YOU OPERATE * You actively use AI and data as force multipliers - for research, personalisation, pattern detection, and productivity * You experiment with angles, hooks, and formats instead of relying on scripts * You’re thoughtful about quality, not just activity * You learn quickly from rejection and adjust fast * You care about creating pipeline that actually converts WHAT WE’RE LOOKING FOR * 1-4 years of experience in a BDR, SDR, or commercial role (or equivalent) * Demonstrated ability to generate outbound pipeline in B2B SaaS * Strong written and verbal communication skills * Intellectual curiosity and interest in AI, systems, and automation * Ambition - you see this as a step toward a bigger role over time * Comfort working in fast-moving, early-stage environments WHY THIS ROLE IS SPECIAL * You’re a founding US pipeline hire for Athena * You’ll influence how the product is positioned and sold from day one * You’ll work directly with AEs, founders, and product leaders * Clear path to AE or GTM closing roles as the team scales * Your work will be visible, measurable, and impactful YOU MAY NOT BE A GREAT FIT IF * You need strong brand recognition to sell. We're still establishing our US presence and need someone who thrives on evangelism. * You need a fully built playbook before you can perform. We're building the US motion and need someone who thrives without structure. * You struggle with a GMT role covering international hours. Async communication, time zone discipline, and high self-management are non-negotiables. This is an in-person role. Our team comes together in the office Monday through Thursday, while most of the team collaborates in person on Mondays, Tuesdays, and Thursdays. PACKAGE & BENEFITS Early stage startups can be messy – we know that. We're putting effort in providing you with the best employee experience and a quality driven environment in exchange for trusting us. * Market-leading compensation that reflects your value * 25 days paid time off each year plus public holidays * Share Options with 5-year exercise window so you don’t feel pressure to exercise if you leave * Free Thursday lunches at HQ, quarterly team events, and company offsites. * Top tier private coverage for health, vision and dental care * A new MacBook and tools you need to do your best work * Enhanced parental leave with up to 16 weeks for primary and 4 weeks for secondary * Learning & development budget WHY JOIN HUMAANS TODAY? HR tech is having its AI moment and we’re positioned to own it. Humaans started as a next-gen HRIS taking on large incumbents in a massive market. We’ve since evolved into something even bigger: an AI platform that sits across workforce data and automates the operational layer of HR entirely; the natural progression of what we’ve been building toward. The product is highly differentiated. It’s built around a structured workforce data model that makes AI reliable in an HR context, something no one else has gotten right. Customers notice the difference immediately. We’re backed by Y Combinator, Lachy Groom, Moonfire, Frontline Ventures, and operators who’ve built some of the most consequential software companies of the last decade: the founders of Slack, Figma, and Shopify, and Asana’s former CRO and Head of OpenAI International. We’re a small team with an unapologetically high bar. It shows up in the product, in how we communicate, and in the standards we hold each other to. OUR COMMITMENT TO DIVERSITY At Humaans we’re looking for genuinely good people that are transparent and emphatic. We’re committed to providing equal opportunities, a diverse and inclusive work environment, and ensuring a fair interview process for everyone. You’re welcome to apply no matter your gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. PRIVACY NOTICE We care about your privacy. When you apply for a role at Humaans, we’ll collect and process your personal data as part of our recruitment process. This includes things like your CV, contact details, and any other information you choose to share. We may also contact you about future opportunities. You can ask us to delete your data at any time. For more details, see our Privacy Policy.

Humaans

ABOUT US Humaans is building the next generation of infrastructure for the workplace; software designed for companies that are scaling fast, operating globally, and pushing into new boundaries. What started as a system of record has evolved into a broader platform for operating people globally. With Athena, our agentic AI layer, Humaans moves beyond data management into intelligent orchestration, connecting workflows across HR, IT, Finance, and Operations so organisations can act faster and with greater confidence, redefining how work gets done. We work with ambitious teams across Europe and the US, from AI-native companies like Lovable, Poolside, Fyxer AI, and Tandem Health, to established, high-growth organisations scaling internationally and through acquisition, including Quantexa, Sellpy, Manychat, Gigs, Croud, and Threecolts. These teams don’t buy software for features,they buy leverage. The ability to run faster, cleaner, and with more control as complexity compounds. To date, we’ve raised $20m in venture funding from some of the most respected founders, operators, and funds in technology: Lachy Groom (Physical Intelligence), Stewart Butterfield (Slack), Tobias Lütke (Shopify), Dylan Field (Figma), Jeff Weiner (LinkedIn), Claire Johnson (Stripe), Oliver Jay (OpenAI), Jay Simmons (Bond) as well as Y Combinator, Moonfire, Frontline Ventures, Pathlight Ventures, and Exor. If you have massive ambition and want to work on a hard problem, with a small team that moves fast, at a moment when the category is genuinely up for grabs - this is it. THE ROLE After proving our product and operating model internationally, we're now expanding into the US from San Francisco. This role is about bringing Athena AI Agents there first. As a Founding BDR, you'll be responsible for opening doors, generating conviction, and creating high-quality opportunities for Athena in the US market. You'll work at the sharp edge of category creation - testing messages, earning attention, and learning what resonates before the playbook exists. You'll be expected to think, experiment, and build, not just execute sequences and work closely with AEs, founders, and marketing to shape how Athena is introduced to HR, Finance, and Transformation leaders across the US. WHAT YOU’LL DO * Build high-quality outbound pipeline for Athena in the US market * Research accounts deeply and design creative, thoughtful outreach strategies * Open conversations with HR, Finance, Ops, and AI / Transformation leaders * Test messaging, positioning, and ICP hypotheses through live outreach * Qualify opportunities rigorously before handing them to AEs * Partner closely with AEs and founders to refine targeting and approach * Feed real-world signal back into messaging, product, and GTM strategy THE MINDSET WE’RE LOOKING FOR * A true hunter mindset - creative, persistent, and comfortable hearing “no” * High rejection tolerance and emotional resilience * Curiosity about why things work, not just whether they do * Comfort operating in ambiguity: evolving priorities, partial context, changing messages * A bias toward action and iteration over waiting for instruction * A strong instinct for leverage HOW YOU OPERATE * You actively use AI and data as force multipliers - for research, personalisation, pattern detection, and productivity * You experiment with angles, hooks, and formats instead of relying on scripts * You’re thoughtful about quality, not just activity * You learn quickly from rejection and adjust fast * You care about creating pipeline that actually converts WHAT WE’RE LOOKING FOR * 1-4 years of experience in a BDR, SDR, or commercial role (or equivalent) * Demonstrated ability to generate outbound pipeline in B2B SaaS * Strong written and verbal communication skills * Intellectual curiosity and interest in AI, systems, and automation * Ambition - you see this as a step toward a bigger role over time * Comfort working in fast-moving, early-stage environments WHY THIS ROLE IS SPECIAL * You’re a founding US pipeline hire for Athena * You’ll influence how the product is positioned and sold from day one * You’ll work directly with AEs, founders, and product leaders * Clear path to AE or GTM closing roles as the team scales * Your work will be visible, measurable, and impactful YOU MAY NOT BE A GREAT FIT IF * You need strong brand recognition to sell. We're still establishing our US presence and need someone who thrives on evangelism. * You need a fully built playbook before you can perform. We're building the US motion and need someone who thrives without structure. * You struggle with a GMT role covering international hours. Async communication, time zone discipline, and high self-management are non-negotiables. This is an in-person role. Our team comes together in the office Monday through Thursday, while most of the team collaborates in person on Mondays, Tuesdays, and Thursdays. PACKAGE & BENEFITS Early stage startups can be messy – we know that. We're putting effort in providing you with the best employee experience and a quality driven environment in exchange for trusting us. * Market-leading compensation that reflects your value * 25 days paid time off each year plus public holidays * Share Options with 5-year exercise window so you don’t feel pressure to exercise if you leave * Free Thursday lunches at HQ, quarterly team events, and company offsites. * Top tier private coverage for health, vision and dental care * A new MacBook and tools you need to do your best work * Enhanced parental leave with up to 16 weeks for primary and 4 weeks for secondary * Learning & development budget WHY JOIN HUMAANS TODAY? HR tech is having its AI moment and we’re positioned to own it. Humaans started as a next-gen HRIS taking on large incumbents in a massive market. We’ve since evolved into something even bigger: an AI platform that sits across workforce data and automates the operational layer of HR entirely; the natural progression of what we’ve been building toward. The product is highly differentiated. It’s built around a structured workforce data model that makes AI reliable in an HR context, something no one else has gotten right. Customers notice the difference immediately. We’re backed by Y Combinator, Lachy Groom, Moonfire, Frontline Ventures, and operators who’ve built some of the most consequential software companies of the last decade: the founders of Slack, Figma, and Shopify, and Asana’s former CRO and Head of OpenAI International. We’re a small team with an unapologetically high bar. It shows up in the product, in how we communicate, and in the standards we hold each other to. OUR COMMITMENT TO DIVERSITY At Humaans we’re looking for genuinely good people that are transparent and emphatic. We’re committed to providing equal opportunities, a diverse and inclusive work environment, and ensuring a fair interview process for everyone. You’re welcome to apply no matter your gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. PRIVACY NOTICE We care about your privacy. When you apply for a role at Humaans, we’ll collect and process your personal data as part of our recruitment process. This includes things like your CV, contact details, and any other information you choose to share. We may also contact you about future opportunities. You can ask us to delete your data at any time. For more details, see our Privacy Policy.

Humaans

ABOUT US Humaans is building the next generation of infrastructure for the workplace; software designed for companies that are scaling fast, operating globally, and pushing into new boundaries. What started as a system of record has evolved into a broader platform for operating people globally. With Athena, our agentic AI layer, Humaans moves beyond data management into intelligent orchestration, connecting workflows across HR, IT, Finance, and Operations so organisations can act faster and with greater confidence, redefining how work gets done. We work with ambitious teams across Europe and the US, from AI-native companies like Lovable, Poolside, Fyxer AI, and Tandem Health, to established, high-growth organisations scaling internationally and through acquisition, including Quantexa, Sellpy, Manychat, Gigs, Croud, and Threecolts. These teams don’t buy software for features,they buy leverage. The ability to run faster, cleaner, and with more control as complexity compounds. To date, we’ve raised $20m in venture funding from some of the most respected founders, operators, and funds in technology: Lachy Groom (Physical Intelligence), Stewart Butterfield (Slack), Tobias Lütke (Shopify), Dylan Field (Figma), Jeff Weiner (LinkedIn), Claire Johnson (Stripe), Oliver Jay (OpenAI), Jay Simmons (Bond) as well as Y Combinator, Moonfire, Frontline Ventures, Pathlight Ventures, and Exor. If you have massive ambition and want to work on a hard problem, with a small team that moves fast, at a moment when the category is genuinely up for grabs - this is it. THE ROLE After proving our product and operating model internationally, we're now expanding into the US from San Francisco. This role is about bringing Athena AI Agents there first. As Founding GTM Lead, you will own Athena’s commercial momentum in America. You’ll close our largest and most meaningful US logos, define how Athena is positioned and sold in the enterprise, and set the standard for what “great” looks like as we scale. This is a hands-on role with real ownership. You will run deals end to end, work directly with founders and product, and help shape the future US sales organisation - from messaging and motion to hiring and culture. You won’t be inheriting a playbook. You’ll be writing it. And the decisions you make here will compound for years. WHAT YOU’LL OWN * End-to-end ownership of Athena revenue in the US * Closing early-stage and design-partner deals with HR, Finance, Ops, and Transformation leaders * Defining ICP, segmentation, and positioning for the US market * Creating the first Athena GTM assets: decks, demos, POVs, outbound angles * Acting as the voice of the customer back to Product and Engineering * Establishing the cultural bar for US sales: urgency, clarity, curiosity, and taste * Helping design the future AE motion and hiring profile HOW YOU OPERATE * You have a true hunter mindset, creative in how you open doors, persistent without being reckless, and comfortable hearing “no” repeatedly while refining your approach * You don’t wait for perfect enablement, context, or certainty, you create clarity as you go * You are highly resilient and emotionally steady through rejection and complex sales cycles * You actively leverage AI and data as force multipliers: account research, deal strategy, messaging iteration, follow-ups * You move fast, test hypotheses, and adjust quickly when something isn’t working WHO YOU ARE * 8-10 years of B2B SaaS / Enterprise sales experience, ideally including early-stage or category-creating products * Proven track record closing $100k+ ARR deals with senior executives * Comfortable selling ambiguity and vision before the market fully understands the category * Strong commercial instincts paired with intellectual curiosity * Founder-energy: you think in systems, not just deals * You expect to run something bigger in the future, this role is part of that journey WHY THIS ROLE IS SPECIAL * You’re not inheriting a territory, you’re creating one in a massive greenfield * You’ll shape Athena’s US narrative before the category hardens * Direct access to founders, product, and investors * Clear path toward Revenue Leadership role YOU MAY NOT BE A GREAT FIT IF * You dislike cold outreach. Hunting is a core part of the job, at this stage you'll own your pipeline coverage entirely. * You need strong brand recognition to sell. We're still establishing our US presence and need someone who thrives on evangelism. * You'd rather leave the AI conversation to someone else. Our product is technical and fast-moving, the best reps understand what Athena does and speak to it with conviction. * You need a fully built playbook before you can perform. We're building the US motion and need someone who thrives without structure. * You're not keen on travel. Getting in front of prospects, at their offices, events, and conferences, is a core part of how we win in the US. * You struggle with a GMT role covering international hours. Async communication, time zone discipline, and high self-management are non-negotiables. This is an in-person role. Our team comes together in the office Monday through Thursday, while most of the team collaborates in person on Mondays, Tuesdays, and Thursdays. PACKAGE & BENEFITS Early stage startups can be messy – we know that. We're putting effort in providing you with the best employee experience and a quality driven environment in exchange for trusting us. * Market-leading compensation that reflects your value * 25 days paid time off each year plus public holidays * Share Options with 5-year exercise window so you don’t feel pressure to exercise if you leave * Free Thursday lunches at HQ, quarterly team events, and company offsites. * Top tier private coverage for health, vision and dental care * A new MacBook and tools you need to do your best work * Enhanced parental leave with up to 16 weeks for primary and 4 weeks for secondary * Learning & development budget WHY JOIN HUMAANS TODAY? HR tech is having its AI moment and we’re positioned to own it. Humaans started as a next-gen HRIS taking on large incumbents in a massive market. We’ve since evolved into something even bigger: an AI platform that sits across workforce data and automates the operational layer of HR entirely; the natural progression of what we’ve been building toward. The product is highly differentiated. It’s built around a structured workforce data model that makes AI reliable in an HR context, something no one else has gotten right. Customers notice the difference immediately. We’re backed by Y Combinator, Lachy Groom, Moonfire, Frontline Ventures, and operators who’ve built some of the most consequential software companies of the last decade: the founders of Slack, Figma, and Shopify, and Asana’s former CRO and Head of OpenAI International. We’re a small team with an unapologetically high bar. It shows up in the product, in how we communicate, and in the standards we hold each other to. OUR COMMITMENT TO DIVERSITY At Humaans we’re looking for genuinely good people that are transparent and emphatic. We’re committed to providing equal opportunities, a diverse and inclusive work environment, and ensuring a fair interview process for everyone. You’re welcome to apply no matter your gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. PRIVACY NOTICE We care about your privacy. When you apply for a role at Humaans, we’ll collect and process your personal data as part of our recruitment process. This includes things like your CV, contact details, and any other information you choose to share. We may also contact you about future opportunities. You can ask us to delete your data at any time. For more details, see our Privacy Policy.