Founding GTM Lead - Aerospace & Defense

Founding GTM Lead for Aerospace & Defense at UniversalAGI, a San Francisco team building foundation models that learn physics directly from data for engineering simulation. The role builds the company's business with defense primes and defense technology companies, working directly with the CEO and founding GTM team. Location is onsite in San Francisco with travel to customer sites and industry events. Compensation includes competitive base salary, commission, and equity.

Responsibilities

Build the A&D go-to-market motion across defense primes and defense technology companies, from first meeting to signed, expanding contract; navigate complex accounts by mapping engineering organizations and executive and technical leaders; run the full sales cycle including prospecting, technical proof points, commercial negotiation, close, and expansion; work through procurement, supplier onboarding, security and export-control requirements, and multi-stakeholder buying committees; hold first technical conversations with CFD, aerodynamics, and simulation engineers; build quantified business cases for engineering and executive buyers; define the GTM strategy and decide where to win fastest; create the A&D sales playbook from scratch; write briefings before and after customer meetings; partner with the CEO, founding GTM leads, and research and engineering teams; represent the company at industry conferences and customer sites

Requirements

Degree or working experience in mechanical or aerospace engineering, computational fluid dynamics, or a related field; 8+ years of enterprise sales or business development selling into aerospace & defense companies; working understanding of A&D procurement, security constraints, budget cycles, and stakeholder structures; experience selling into defense primes and/or defense technology companies; history of personally sourcing and closing $1M+ net-new software deals; active relationships with VP-level and above leaders across aerospace & defense companies; startup experience, comfortable with ambiguity and wearing multiple hats; excellent written and verbal communication; extreme urgency, very organized, and proactive

Nice to have

Experience selling simulation, CAE, or other engineering software (CFD, FEA, or digital engineering); hands-on engineering experience inside a prime or aerospace company (design, analysis, or flight test); advanced technical degree (MS or PhD in aerospace, mechanical, or related engineering field); active U.S. security clearance; experience selling AI or machine learning products to engineering organizations; prior experience at an early-stage startup building a GTM function from scratch; relationships with commercial aerospace and space companies in addition to defense

Benefits

Competitive compensation and equity; competitive health, dental, and vision benefits paid by the company; 401(k) plan; flexible vacation; team building and fun activities; AI tools stipend; monthly commute stipend; monthly wellness / fitness stipend; daily office lunch and dinner covered by the company; immigration support; competitive base salary plus commission