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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 customers since launch in November, backed by top-tier investors including Greylock, Lightspeed, and Coatue. The founding team previously built Tome (25M+ users) and worked on foundational products at Meta, Google, Pinterest, and Salesforce.
You will build Lightfield's outbound sales motion from the ground up and move the business upmarket. Currently, the company has achieved strong inbound momentum (400+ demos booked last month) with a high-velocity transactional model. The next phase requires a different approach: targeting larger commercial and mid-market deals in the $50K–$100K range with technical buyers (CTOs/CIOs), structured discovery, proof-of-value engagements, implementation planning, and security/migration reviews.
Key responsibilities include: designing the outbound strategy and account selection; building a new sales team of senior, self-sourcing reps who can win head-to-head deals upmarket while maintaining the existing velocity motion; defining ICP, segmentation, positioning, and packaging in partnership with founders and GTM leadership; owning sales process design (stages, qualification, deal reviews, forecasting); setting quota and building accurate capacity models; and serving as a strategic GTM thought partner.
You should have a track record of building outbound motions from scratch (not optimizing existing ones), moving companies upmarket with demonstrable changes to rep profile and sales process, selling to technical buyers in security and migration contexts, and hiring senior reps who source their own pipeline. Experience running both velocity and upmarket motions simultaneously without cannibalization is essential. You are commercially fluent in segmentation, quota modeling, and headcount allocation, operate at early-stage pace, and are comfortable with AI-native tools and products. Nice-to-have experience includes selling CRM or GTM tools, founding AE background, navigating pricing model transitions, and building sales teams on product-led motions.
Reports directly to the CEO.
