Founding Head of GTM - Cipherscale

The Opportunity: Zero-to-one category creation for AI-Native Zero Trust Access

Cipherscale is building an AI-native Zero Trust access and enforcement plane for humans, software/workloads, and AI agents.

The product doctrine is simple: AI may reason and propose; deterministic policy authorizes; trusted enforcement executes.

We are looking for a commercial founder/operator who can turn that architecture into a category, a repeatable customer problem, real deployments, and initial revenue.

Mission: discover and prove the repeatable commercial truth for Cipherscale - who urgently needs it, what gets them to deploy, what makes them pay, and what causes them to expand.

What You Own

• Own ICP discovery, exclusion criteria, buyer/champion mapping, problem validation, positioning, initial wedge, and design-partner recruitment.

• Personally lead early customer discovery, technical/commercial conversations, executive outreach, design-partner conversion, and initial closing.

• Build an evidence-driven GTM system: every important assumption has supporting/contradicting evidence and a next falsification test.

• Use AI agents aggressively for research, account intelligence, personalization, competitive monitoring, meeting preparation, call synthesis, content, and experiment analysis.

• Work directly with the CEO on category creation and major strategic accounts.

• Work with Product and Engineering to convert recurring customer evidence into governed product inputs - without turning prospect anecdotes into roadmap commitments.

• Define the first repeatable acquisition, deployment, conversion, and expansion motion before scaling a team.

What This Role Is Not

• It is not a traditional marketing leadership job.

• It is not an MQL, impressions, content-calendar, or brand-campaign role.

• It is not a decision to hire SDR, demand-gen, content, and marketing-ops teams before product-market evidence exists.

• It is not ownership of OpenVPN growth. Rod, Head of Growth, owns the established-business growth mandate;

This role is focused on Cipherscale zero-to-one GTM and must collaborate cleanly without duplicating authority.

Important:
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This is a full-time remote job, and it will be a long-term B2B contract.

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This can be a permanent employment opportunity for candidates based in Spain, Poland, and Germany.

Our philosophy is that we are a small, close-knit team, and we care deeply about you:
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Highly competitive salary + Bonus

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Fully remote work environments.

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Self-managed time off.

Who We Want

• You have personally helped take a deeply technical B2B security, infrastructure, identity, developer, cloud, or AI

product from near-zero to repeatable initial revenue.

• You can sit with a CISO, CTO, security architect, platform engineer, and AI-platform leader and earn credibility.

• You understand enough security architecture to reason about identity, delegated authority, credentials, policy,

enforcement, trust boundaries, auditability, and blast radius.

• You are comfortable selling before there is a polished playbook and learning directly from rejection.

• You treat AI as operating leverage. Your instinct is to build agentic workflows before asking for headcount.

• You are analytical enough to distinguish activity from evidence and evidence from causality.

• You are comfortable challenging the CEO and product assumptions when customer evidence disagrees.

Strong Background Signals

• Early-stage Zero Trust, identity, cloud security, developer security, infrastructure security, AI security, developer infrastructure, or adjacent enterprise-security categories.

• Founder, first-GTM, product-led commercial operator, technical seller, or hands-on GTM executive backgrounds can all fit.

• Large-company titles alone are not compelling.

Anti-Profile

• Your first answer to a growth problem is "hire a team."

• You depend on agencies for