Role Overview

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

Requirements

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.

Tech Stack

Cyber Security

Benefits

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.

Janea Systems

Open Positions (1)

Engineering

Head of Go To Market