About Firsthand

Firsthand has built the first AI-powered Brand Agent platform, transforming the way marketers and publishers engage consumers through their own AI agents, anywhere online.

While most AI applications in marketing and advertising focus on back-office automation, the Firsthand Brand Agent Platform™ powers front-line consumer engagement. Operating across both owned properties and paid media, Firsthand's Brand Agents make a company’s expertise accessible in real time, adapting to consumers’ interests and guiding them towards the information they need to take action. Central to the platform is Lakebed™, the company’s AI-first data and knowledge rights management system that ensures brands retain full ownership and control of their expertise.

Firsthand is led by Jon Heller, Michael Rubenstein, and Wei Wei, whose previous ventures helped build the foundations of modern digital advertising. Backed by Radical Ventures, FirstMark Capital, Aperiam Ventures, and Crossbeam Venture Partners, Firsthand is shaping the future of AI-driven consumer engagement.

Firsthand is headquartered in NYC, with team members working together in-office three days a week.

We are seeking a Director of GTM Strategy & Operations to own the commercial architecture that powers Firsthand's go-to-market across our Channel Publisher and Marketer & Agency sales channels. You will define how our AI Brand Agent platform gets packaged, priced, and positioned -- and build the operational systems that turn those frameworks into predictable revenue. This is a senior, high-ownership role that sits at the intersection of GTM strategy and commercial execution, working in close partnership with Sales, Marketing, Product, and Finance leadership.

As part of our team, you will own the commercial backbone that enables our sales channels to scale efficiently and predictably. You will partner with our publisher ecosystem, marketer/agency business stakeholders, and internal sales teams to design the frameworks, systems, and enablement programs that turn partnerships into revenue-generating relationships. This is a high-impact, cross-functional role that blends deep publisher and advertiser knowledge, GTM strategy expertise, and hands-on execution.

What You'll Do

First 90 Days: Immediate Revenue Impact

• Embed with Sales to audit the current pipeline and identify the top 3-5 deal velocity bottlenecks across channels.

• Build or refine deal processes, pricing guidelines, and proposal templates aligned to priority verticals and buyer segments, standardizing how deals get structured and eliminating ad hoc elements that slow close cycles.

• Develop rate cards and discount structures for active deal types so Sales can price and package without waiting for internal approvals.

• Partner with Sales leadership to create deal-specific sales plays for the highest-priority opportunities in the current quarter.

• Surface quick-win insights from the field that immediately inform product positioning and competitive responses.

Ongoing: GTM Strategy & Commercial Infrastructure

Channel Strategy & Packaging

• Partner closely with GTM leadership to develop and evolve Firsthand's go-to-market packaging, pricing, and positioning strategy across offerings and sales channels.

• Translate strategic intent into crisp, buyer-facing commercial frameworks -- vertical-specific packages, deal structures, activation playbooks -- that sales teams can execute with accuracy and confidence.

• Own verticalization strategy, creating industry-specific packages and positioning that resonate with publisher audiences and advertiser segments.

• Act as a strategic and operational interface for publishers and marketers, providing guidance on product packaging, pricing, and market positioning.

• Collaborate with Marketing to translate core product messaging into channel-specific, customer-facing sales materials.

• Design and deliver hands-on training and enablement programs for commercial partners -- webinars, sales decks, competitive positioning, objection handling -- in partnership with Marketing and Sales.

• Partner with Sales leadership to identify bottlenecks in the sales process and build systems that accelerate deal velocity.

• Surface insights from the field to inform product positioning, pricing strategy, and go-to-market approach.

Commercial Operations

• Design and implement deal desk processes, pricing guidelines, and proposal templates that standardize how deals get structured and approved.

• Build pipeline management reporting and frameworks that provide visibility into channel health and revenue forecasting.

• Create the operational frameworks that move new product configurations through internal commercialization and launch processes.

• Develop rate cards, discount structures, and margin rules that enable efficient, profitable deal-making.

• As necessary, work with Marketing on partner target development efforts.

Who You Are

• You have 7+ years of experience in GTM strategy, revenue operations, ad tech sales strategy, or media sales enablement, with demonstrable experience in both strategic framework development and hands-on commercial execution.

• You deeply understand publisher and agency business models and know what media sales teams need to successfully sell new products.

• You have a track record of contributing to -- and executing against -- go-to-market strategy in a high-growth environment, ideally one where the function was being built rather than inherited.

• You are business-oriented and commercially savvy -- you understand how pricing, packaging, and positioning drive deal outcomes.

• You operate as a senior strategic contributor who can both set direction and execute -- you are not looking to hand work downstream, and you are equally effective in a strategic planning session and in building the deliverable yourself.

• You can toggle between strategic thinking (designing frameworks and systems) and tactical execution (building sales decks, writing rate cards, running training sessions).

• You are comfortable working cross-functionally with Sales, Marketing, Product, and Finance to align on go-to-market strategy.

• You thrive in ambiguity and can build processes and systems where few exist today.

• Bonus points for experience with vertical-specific sales strategies, B2B2C business models, digital advertising ecosystems, and publisher or agency partnerships.

What Success Looks Like

• In 90 days: Active pipeline has standardized deal structures, pricing, and packaging by offering. Sales is using playbooks and templates that reduce deal cycle friction, and Firsthand's top partners have clear activation frameworks.

• In 6 months: Deal desk is operational, pipeline reporting gives leadership real-time visibility into channel health, and vertical-specific packages are driving new revenue in priority segments. You are a trusted and integral contributor to GTM strategic planning.

• In 12 months: Commercial infrastructure is self-sustaining and designed to scale. The function is a measurable contributor to close rate improvement and revenue predictability, and you are helping shape the organizational design for how GTM strategy and operations evolve into 2027.

Why Join Us

• You will help build the GTM strategy and operations function from the ground up at a well-funded, fast-growing AI company.

• You will directly impact our ability to scale both sales channels and hit critical revenue milestones.

• You will work with leading publishers and advertisers who are pioneering new AI-powered engagement models.

• You will partner with a cross-functional team that values experimentation, customer feedback, and operational excellence.

• This is a rare opportunity to shape how an emerging category -- AI Brand Agents -- gets packaged, priced, and sold at scale, with a front-row seat to the strategic decisions that determine how that category develops.

• You will play an integral role in shaping our company and culture.

• You will join an open, inclusive, and professional culture and work environment.

How to Apply

If you are ready to embark on an exhilarating journey at the forefront of AI, seize this incredible opportunity and apply here. We eagerly anticipate hearing from you!

Note: Compensation and equity will be market-competitive for well-capitalized, early stage startups and will be discussed during the interview process.