ZenML Labs · Full-time · San Francisco · $160K-$220K + Stock options

The short version

Every company is putting AI into production: agents, ML models, and more and more often systems that mix both. Keeping those systems good, cheap and reliable is now the hard part, and that's what we help with. ZenML and Kitaru are our open-source foundations, used by thousands of engineering teams, and we're building the AI engineers that work on top of them.

We're hiring a GTM Engineer to own the motion that turns the right companies into customers. You find the teams with the problem, get a real conversation with the person who owns it, show them something that works on their own setup, and turn that into a pilot and then a customer. Then you work out how to do it again, faster.

You're technical enough that AI engineers take you seriously and commercial enough that founders take your meetings. You don't need to ship our product. You do need to understand it deeply, demo it live, and build whatever gets a customer to yes: a prototype, a script, an automated outreach flow.

What you'll actually do

• Find the right companies. Pick the segments where the problem hurts most, build the lists, and work out who owns the problem at each one. Use whatever gets you there fastest: Clay, Attio, agents you set up yourself.
• Start the conversations. Founder-style outbound by email, LinkedIn and X, plus warm intros and events. You're excited to cold-message a Head of AI with an idea they haven't heard yet.
• Run discovery and demos. Learn how a team works today, what it costs them and what they've tried. Then show them something specific to their situation, live, without hiding behind slides.
• Win pilots and get them to value. Scope a pilot with clear success criteria, pull in our engineers when needed, and make sure the customer gets a result they'd show their own leadership.
• Own the narrative in public. Posts, threads, short demo videos, talks and case studies that come from what you're seeing with customers, not from a content calendar.
• Build the playbook and the machine. Track what lands and what doesn't, wire the signals (product usage, GitHub, events, CRM) into a repeatable flow, and write it down so the motion doesn't depend on heroics.
• Bring the market back inside. What customers say goes straight into product and positioning decisions. You'll argue with the founders about what to build next.

What success looks like at 6 months

1. A steady pipeline of qualified conversations and pilots that exists because of what you built, posted and sent.
2. Pilots you ran turned into paying customers, with results they'd talk about.
3. A written, working playbook: which segments, which messages, which channels.
4. People building AI systems recognise us, and you, for useful takes and sharp demos rather than noise.

Who you are

• Technical GTM experience. 2–5 years in some mix of founding sales, solutions engineering, DevRel that turned into pipeline, technical product marketing, or growth at a developer-first startup.