Founding GTM Lead

About Dalatea

Dalatea is building the AI copilot for bank risk teams. Think Harvey or Legora, but for the risk function of a bank. We are automating processes end-to-end with agents across capital optimization, stress testing, and regulatory reporting.

We are led by a team with experience at Oliver Wyman, Santander and the Bank of Spain and backed by top-tier investors.

Role overview

We are looking for a Founding GTM Lead to build our go-to-market engine alongside the founders.

This is not a role where you inherit a mature sales process and execute someone else's playbook. Your job is to create the playbook.

You will help us figure out how Dalatea acquires customers, opens strategic accounts, builds pipeline, runs enterprise sales processes and scales commercial execution. At the same time, you will build and automate the systems behind GTM so that a very small team can operate like one ten times its size.

You will work directly with the founders and with senior stakeholders at banks. You will have significant autonomy from day one and increasing responsibility as the company grows.

This job is on-site and full-time. There's flexibility to work from home some days.

What you'll do

• Build Dalatea's GTM motion from the ground up together with the founders.
• Open and develop relationships with banks and other strategic accounts.
• Build, manage and maintain a strong and predictable sales pipeline.
• Prospect aggressively across cold calls, email, LinkedIn, events, referrals and other channels. You will cold call until the market knows Dalatea.
• Run outreach campaigns and continuously experiment with new ways of reaching customers in a complex enterprise market.
• Participate directly in sales conversations, demos, proposals, negotiations and closing processes.
• Help us understand why customers buy, why they do not buy, and turn those insights into a better commercial strategy.
• Build dashboards and reporting that give us a real-time view of pipeline, activity, conversion and other key GTM metrics.
• Automate commercial and operational workflows wherever possible using AI and modern tooling.
• Improve our CRM, sales processes and internal operating systems as the company grows.
• Work closely with product and engineering to translate customer feedback into product priorities.
• Take ownership of projects that sit outside a traditional sales role when they materially help the company grow.

Over time, the role can expand significantly. We are not hiring someone to occupy a fixed box. We are looking for someone who could ultimately build and lead a GTM team of 5--10 people.

Must have

• 2 years of experience in a commercial, operations, or strategy role (consulting, startup, or high-growth environment).
• High agency. When you see a problem, your instinct is to move, test and solve it rather than wait for instructions.
• A strong bias towards action. You enjoy building, selling and talking to customers more than analysing the opportunity from a distance.
• Strong communication skills and the confidence to interact with senior stakeholders.
• Solid stories to prove curiosity, resourcefulness, and ambition.
• Extraordinary organizational skills.
• Entrepreneurial, ownership-driven mindset with comfort operating in ambiguity.
• Experience using AI coding tools (e.g., Cursor) and a willingness to automate repetitive processes aggressively.
• Very high standards for your own work.

Nice to have

• Prior experience in GTM or sales at a startup. You have sold something early-stage, and you know what that takes.

This role is probably not for you if you expect

• A mature sales organization with a proven playbook already waiting for you.
• A manager to tell you exactly what to do every day.
• Clearly defined responsibilities that remain unchanged for several years.
• A predictable 9-to-5 environment where intensity rarely changes.
• To spend most of your time analysing rather than selling, building and executing.
• To avoid cold outreach or uncomfortable commercial conversations.
• Large-company resources, support functions and established processes from day one.
• Promotions based primarily on tenure rather than demonstrated performance.
• A low-accountability environment where missed outcomes can be explained away because "the task was completed."
• A role where you can stay inside your functional lane and ignore problems outside it.
• Comfort and certainty over learning speed, responsibility and impact.

Who will love this role

This is an especially strong opportunity for someone who thinks:

"One day I want to build something myself, lead a company or run a major business function, and I want to learn now how a company is actually built."

If that sounds like you, Dalatea can give you something difficult to find in a larger company: direct exposure to the decisions, trade-offs, mistakes, wins and hard work involved in building a company from an early stage.

Why join us?

• Opportunity to work at a high-growth AI startup, backed by top investors.
• Ownership & Autonomy - Take full ownership of projects and ship fast.
• Get in early - Be one of the first hires, with the opportunity to participate in our stock options plan.
• Work With the Best - Join a world-class team of builders and renowned professionals
• Stay ahead of the curve - Immerse yourself in the latest AI developments and grow in a field that is evolving at exceptional speed.

Our Principles

1. Ownership

We all treat Dalatea like it's ours. That means stepping up, following through, and caring about outcomes not just tasks. When something needs fixing, we don't wait around for someone else to do it. We help each other, solve problems fast, and take responsibility from start to finish.

2. Keep things simple and focused

Startups move fast, so clarity matters. We focus on what really moves the needle, avoid unnecessary complexity, and prioritize ruthlessly. We value people who can turn messy problems into simple, practical solutions.

3. Deeply care about quality

We believe great work comes from care, attention to detail, and high standards. Whether it's a product feature, an analysis, or an email to a client, we aim to do it properly. We're building for a high-stakes industry, so quality, precision, and trust are part of everything we do.

4. Ambition

We want to build something important, and we believe that how we work matters. We value people who are kind, honest, low-ego, and generous with their time. We give feedback directly, support each other, and try to make Dalatea a place where talented people can do the best work of their careers.

The personal data you provide in your application and throughout the recruitment process will be processed by Dalatea.

By submitting your CV, you consent to the processing of your personal data for the purpose of assessing your profile and managing your application for the relevant position. Your data will be treated confidentially and used solely for recruitment-related purposes.

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