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AirOps is a full-service platform helping brands achieve visibility and growth in the age of AI search. As consumers shift from traditional search engines to AI agents like ChatGPT, Claude, and Gemini, the rules of discovery and purchasing are being rewritten. AirOps works with category leaders including Ramp, Chime, Airbnb, ServiceNow, and Rippling to ensure brands are found, recommended, and trusted by AI agents.
You will join as a GTM Strategist focused on launching new products and verticals. This is a 0→1 execution-heavy individual contributor role working directly alongside the GM of New Verticals. Your core responsibilities include:
**0→1 Sales Testing:** Transform new product ideas into testable hypotheses. Partner with sales reps to validate positioning, messaging, packaging, and pricing through real customer conversations. Join early sales calls to identify what resonates in the market. Extract patterns from customer feedback and translate them into actionable insights for Product. Codify successful experiments into repeatable GTM motions and clear team guidance.
**GTM Systems & Enablement:** Help clarify customer problems and shape how offerings should be positioned. Build training materials, talk tracks, playbooks, and processes that enable reps to sell new products with confidence. Become a subject matter expert on new products and help the team understand positioning and differentiation.
You thrive in ambiguous, non-linear environments where there is no existing playbook. You possess strong customer empathy, can decode unstructured buyer feedback, distinguish signal from noise, and have a systems mindset to scale early learnings across the team. You're comfortable taking direction and driving work forward independently with high agency.
**Requirements:**
- 3+ years of B2B technology experience in GTM strategy, product marketing, sales enablement, solutions consulting, early-stage operations, founding, or similar customer-facing roles
- Proven 0→1 builder mentality; comfortable figuring things out through customer conversations, experimentation, and iteration
- Strong ability to listen closely, identify patterns, and turn ambiguous feedback into useful hypotheses
- Capability to participate in live customer and prospect calls and help reps navigate conversations about undefined products and solutions
- Ability to translate successful experiments and recurring objections into clear, practical guidance for others
- Systems thinking: instinct to make learnings repeatable and easy for team adoption
- High agency and ability to drive work forward without constant oversight
**Nice to Have:**
- Founder experience or experience as an early GTM hire at an early-stage company
- Marketing technology background or experience selling to marketing teams
- Understanding of SEO evolution into AEO in AI search
- Strong understanding of the marketing funnel from demand creation through conversion, pipeline, and closed-won revenue
