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About BigFilter BigFilter is a cybersecurity startup focused on protecting users and organizations from social engineering attacks in online communications. The company is building technology to detect and prevent manipulation, fraud, and deception across modern digital channels. BigFilter was spun out of  Janea Systems , a profitable, US-headquartered technology company with a long track record of building and operating complex software products for Fortune 500s and industry leaders. As a result, BigFilter combines early-stage ambition with experienced technical and operational foundations. BigFilter is currently  pre-Series A , with an early product and a clear vision for becoming a category-defining company in its space.   The Role Head of GTM  will own BigFilter’s go-to-market evolution from early validation through a repeatable enterprise motion. This is a hands-on, zero-to-one builder role: you will refine and pressure-test our initial GTM strategy, scale our pilot program, and help define what “good” looks like before we invest heavily in sales and marketing. You will not be starting from scratch, but you won’t be inheriting a finished playbook either. Expect ambiguity, fast iteration, and real ownership. This is a  full-time leadership role , with the opportunity to shape the long-term GTM organization and potentially grow into a C-level position as the company scales.   Mission Validate and refine BigFilter’s initial GTM strategy Scale pilot and design-partner traction Define the foundation for a repeatable enterprise GTM motion Success in this role is defined by building a repeatable GTM motion that converts pilots into paying customers and drives ARR growth. Early months are measured by pipeline quality and pilot outcomes; longer-term success is measured by conversion, renewals/expansion, and ARR growth.   Core Responsibilities   GTM Strategy & Validation Evaluate and refine our initial GTM hypotheses (ICP, buyer, use cases, channels, pricing). Pressure-test what we believe vs. what the market actually responds to. Identify which segments show real urgency and buying intent (e.g., MSPs, MSSPs, mid-market / enterprise security teams). Pilot & Design Partner Expansion Own and scale our pilot program beyond initial design partners. Convert qualified prospects into pilots with clear success criteria. Work closely with customers to validate value, deployment model, and buying process. Turn pilot learnings into concrete GTM and product insights. Customer Discovery & Positioning Lead structured customer discovery across buyers, influencers, and end users. Refine messaging, positioning, and use-case narratives based on real conversations. Translate insights into clear ICP definitions and qualification criteria. Enterprise & Partner Motion Development Explore and validate early enterprise sales motions (direct vs. partner-led). Identify and develop relationships with MSPs, MSSPs, and strategic ecosystem partners. Help determine where BigFilter’s product fits in existing security stacks and workflows. GTM Infrastructure & Enablement Own early CRM strategy, pipeline hygiene, and reporting. Develop foundational GTM assets (pitch decks, one-pagers, pilot briefs, demos). Build the early GTM operating rhythm that future hires can scale. Cross-Functional Leadership Work closely with the CEO/CTO and product team to align GTM learnings with MVP priorities. Act as the voice of the customer internally. Help shape pricing, packaging, onboarding, and customer success motions. Ideal Profile   Former founder, early GTM leader, or senior sales/marketing leader at an early-stage cybersecurity startup. Deep understanding of B2B cybersecurity buying motions, especially via MSPs/MSSPs or mid-market / enterprise IT. Proven