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Open nowPosted 54 days ago

Founding Go-To-Market

aviaryrobotics3 open roles

Where
San Francisco, CA
Work mode
Hybrid
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Your applicationOpen nowFounding Go-To-Marketaviaryrobotics · San Francisco, CA

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Share of postings closed within
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  2. 4.5%3 days
  3. 12.3%7 days
  4. 19.3%14 days
  5. 35.6%30 days
  6. 57.8%60 days
This job: posted 54 days ago

The posting

About the company We're an early-stage robotics startup building aerial robots that perform physical maintenance tasks in the field — work that today requires sending skilled crews to remote or hazardous sites. We're pre-seed, assembling our founding team, and moving fast toward our first paying pilot with a utility customer.

About the role We're hiring our first go-to-market hire to help us land and grow our earliest utility customers — co-ops, municipal utilities, and eventually investor-owned utilities. You'll work directly with the founders to define our market entry strategy, build the pipeline, and turn early conversations into paid pilots. This is a builder role, not a maintainer role — you'll be defining the playbook as you go.

What you'll do

  • Identify and prioritize target utility segments for early deployment, starting with smaller/faster-moving customers (co-ops) before larger ones
  • Build and run outbound pipeline into utility operations, engineering, and procurement contacts
  • Own customer relationships from first conversation through pilot contract
  • Navigate utility procurement cycles, safety/compliance requirements, and multi-stakeholder buying processes
  • Translate customer feedback into product and roadmap input for the founding team
  • Help define pricing, packaging, and early GTM motion as we learn what works in this market

What we're seeking

Must have

  • Experience selling into utilities, energy, or other regulated infrastructure markets
  • Familiarity with how utility procurement and vendor approval processes work (or a fast learner with adjacent B2B infrastructure sales experience)
  • Comfort operating with ambiguity at a pre-seed stage — no existing playbook, no large team
  • Strong written and verbal communication; able to represent a technical product credibly to engineering and operations stakeholders
  • Based in or willing to work from the SF Bay Area

Nice to have

  • Existing relationships with electric co-ops, municipal utilities, or IOUs
  • Experience selling hardware, robotics, or field-deployed technology (not just software) into utilities
  • Background in utility operations, grid engineering, or a related technical field — enough to speak the customer's language
  • Prior experience at an early-stage hardware or robotics startup
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