Founding Gtm Lead

Dalatea is building the AI copilot for bank risk teams. Think Harvey or Legora, but for the risk function of a bank. We are automating processes end-to-end with agents across capital optimization, stress testing, and regulatory reporting.

Si desea saber un poco más sobre esta oportunidad, o está considerando presentar su candidatura, por favor, lea la siguiente información del puesto.

We are led by a team with experience at Oliver Wyman, Santander and the Bank of Spain and backed by top-tier investors.

Role overview

We are looking for a Founding GTM Lead to build our go-to-market engine alongside the founders.

This is not a role where you inherit a mature sales process and execute someone else's playbook. Your job is to create the playbook.

You will help us figure out how Dalatea acquires customers, opens strategic accounts, builds pipeline, runs enterprise sales processes and scales commercial execution. At the same time, you will build and automate the systems behind GTM so that a very small team can operate like one ten times its size.

You will work directly with the founders and with senior stakeholders at banks. You will have significant autonomy from day one and increasing responsibility as the company grows.

This job is on-site and full-time. There's flexibility to work from home some days.

What you'll do

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• Build Dalatea's GTM motion from the ground up together with the founders.
  
• Open and develop relationships with banks and other strategic accounts.
  
• Build, manage and maintain a strong and predictable sales pipeline.
  
• Prospect aggressively across cold calls, email, LinkedIn, events, referrals and other channels. You will cold call until the market knows Dalatea.
  
• Run outreach campaigns and continuously experiment with new ways of reaching customers in a complex enterprise market.
  
• Participate directly in sales conversations, demos, proposals, negotiations and closing processes.
  
• Help us understand why customers buy, why they do not buy, and turn those insights into a better commercial strategy.
  
• Build dashboards and reporting that give us a real-time view of pipeline, activity, conversion and other key GTM metrics.
  
• Automate commercial and operational workflows wherever possible using AI and modern tooling.
  
• Improve our CRM, sales processes and internal operating systems as the company grows.
  
• Work closely with product and engineering to translate customer feedback into product priorities.
  
• Take ownership of projects that sit outside a traditional sales role when they materially help the company grow.
  

Over time, the role can expand significantly. We are not hiring someone to occupy a fixed box. We are looking for someone who could ultimately build and lead a GTM team of 5–10 people.

Must have

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• 2+ years of experience in a commercial, operations, or strategy role (consulting, startup, or high-growth environment).
  
• High agency. When you see a problem, your instinct is to move, test and solve it rather than wait for instructions.
  
• A strong bias towards action. You enjoy building, selling and talking to customers more than analysing the opportunity from a distance.
  
• Strong communication skills and the confidence to interact with senior stakeholders.
  
• Solid stories to prove curiosity, resourcefulness, and ambition.
  
• Extraordinary organizational skills.
  
• Entrepreneurial, ownership-driven mindset with comfort operating in ambiguity.
  
• Experience using AI coding tools (e.g., Cursor) and a willingness to automate repetitive processes aggressively.
  
• Very high standards for your own work.
  

Nice to have

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• Prior experience in GTM or sales at a startup. You have sold something early-stage, and you know what that takes.
  

This role is probably not for you if you expect

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• A mature sales organization with a proven playbook already waiting for you.
  
• A manager to tell you exactly what to do every day.
  
• Clearly defined responsibilities that remain unchanged for several years.
  
• A predictable 9-to-5 environment where intensity rarely changes.
  
• To spend most of your time analysing rather than selling, building and executing.
  
• To avoid cold outreach or uncomfortable commercial conversations.
  
• Large-company resources, support functions and established processes from day one.
  
• Promotions based primarily on tenure rather than demonstrated performance.
  
• A low-accountability environment where missed outcomes can be explained away because "the task was completed."
  
• A role where you can stay inside your fu