Head of Go To Market

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.