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FurtherAI, a YC and a16z-backed startup, is hiring a Manager for Enterprise GTM—the company's first San Francisco-based Business Development leadership hire. You'll lead a team of 5-6 SDRs (growing as the function scales) and report directly to the SVP of Sales.
The role centers on building and scaling the outbound enterprise motion. You'll sharpen existing playbooks, messaging, and sequences; fill operational gaps; and establish process, tooling, cadences, and ramp plans as the team grows. Key responsibilities include:
- Hiring and building the SDR team: recruit, interview, and own headcount planning and team composition.
- Coaching and development: run 1:1s, call reviews, and pipeline reviews. Train reps on prospecting, messaging, and objection handling. You're evaluated on rep improvement, not just output.
- Owning team quota: you're accountable for outbound pipeline targets (meetings booked, opportunities created, pipeline generated). You won't book meetings yourself but own the number.
- Performance management: set expectations, track metrics, manage performance issues, coach underperformers, and make tough calls.
- Cross-functional partnership: work with AEs on messaging and handoff quality; partner with marketing on targeting and campaigns; report to SVP of Sales and help shape broader GTM strategy.
- Target account strategy: set criteria and direction for account selection within the ICP (insurance carriers, MGAs, brokers, reinsurers) and ensure prospecting aligns with the right accounts and personas.
The company sells pioneering AI solutions into complex, regulated industries, helping modernize a trillion-dollar sector. You'll operate with real autonomy and have direct visibility with founders and leadership.
REQUIREMENTS:
- 2+ years managing an SDR team, ideally at an early-stage startup (required).
- Proven experience hiring for and growing a team (not inheriting one).
- Experience managing EDRs/BDRs focused on Enterprise accounts and driving team partnership with AEs on account mapping.
- Track record of your team hitting or exceeding pipeline/quota targets.
- Coaching ability: diagnose why a rep isn't converting and fix it.
- Built or meaningfully shaped an outbound motion before (process, messaging, sequencing).
- Proficiency with modern sales stack (Salesforce, Amplemarket or similar engagement tools) and data-driven team management.
- Strong communicator comfortable operating with autonomy.
- Bonus: experience selling into insurance, financial services, or regulated/enterprise verticals, or managing teams selling into underwriting, claims, ops, or post-sales personas.
