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Lightfield is an AI-native CRM that automatically assembles customer context from email, calendar, and meetings. The company has achieved rapid adoption with over 5,000 users since launch in November, backed by top-tier VCs (Greylock, Lightspeed, Coatue). The founding team previously built Tome (25M+ users) and worked on Llama, Instagram, Facebook Messenger, Pinterest, Google, and Salesforce.
This role owns the end-to-end process of identifying, validating, and scaling new mid-market segments for Lightfield. You will map the mid-market landscape by vertical, incumbent stack, and sales motion, then execute a rapid cycle of hypothesis formation, market testing, and playbook development.
Key responsibilities include: developing segmentation theses (one-pagers identifying buyer personas, displacement stories, and timing); building target lists and generating your own pipeline through outbound prospecting; closing deals yourself alongside the CEO; owning customer implementation to validate that your thesis survives real-world contact; codifying successful segments into repeatable playbooks; and hiring and ramping account executives to scale proven segments. You will also kill unsuccessful segments quickly with documented evidence.
The role reports directly to the CEO and is measured on logos closed in new segments. This is explicitly not a strategy-only role producing analysis for others to execute, nor is it a standard account executive position. Success requires both strategic rigor and hands-on sales execution—you will write segmentation memos and send the first hundred emails into each segment.
The career arc is business-building: thesis → proof → playbook → team. High performers in this role become the de facto head of mid-market operations.
Ideal candidates have 2–5 years at top investment banks, consulting firms, or investment firms (or an MBA from a top program), with a track record of owning work where real money moved. You think in hypotheses, write clearly, and are comfortable operating without a playbook. You understand that selling is the research method and want to do it yourself. You're structured enough to segment rigorously and scrappy enough to cold-email your way in. You'd rather be judged by the market than by a review committee.
Nice-to-have experience includes prior sales success (company, fundraise, side business), software/SaaS coverage as a banker/consultant/investor, early-stage startup time, or founder experience. Familiarity with CRM and GTM tooling is a plus.
