The company
ThroughLine is the global safety net for people in crisis, helping millions access verified crisis support resources and guided self-help on the world's largest platforms – ChatGPT, Google, Pinterest, Roblox, Tinder – just to name a few.
We're solving some of the hardest problems at the intersection of mental health, AI, and global scale. That means working alongside a team of engineers, clinicians and operators who care deeply about getting this right, where the stakes are real and the work matters.
We move fast and we trust our people. You'll have real autonomy and responsibility from day
one. You'll be part of a team that's genuinely diverse because the people we serve are
genuinely diverse. We're building ThroughLine to reflect that.

The role
We're looking for a GTM Lead, the first non-founder hire dedicated to revenue. You'll own the entire motion: defining segments, positioning, prospecting, qualifying, demos, proposals, closing deals – and then building repeatable systems to do all that faster.
Your customers are sophisticated: Trust & Safety teams, community and government mental health orgs, and employee wellbeing providers responsible for vulnerable populations. They're risk-averse and compliance-concerned.
You'll become deeply knowledgeable about their needs and constraints, navigating complex stakeholder landscapes and help them align around decisions. This is relationship-driven, consultative selling that requires trust and credibility.
You'll stay close to product, translating customer reality back into strategy. You're not executing a playbook someone else built. You're building one and shipping it at the same time.

Why this role exists
Since day one, our founder has led GTM. It works, but it doesn’t scale. We have product-market fit and whitespace.
We need someone who brings both commercial discipline and genuine understanding of the constraints our customers operate under. Someone who can build a repeatable playbook without compromising on what matters to them.
We're at the inflection point between founder selling and scalable revenue motion. You're building the bridge.

What you'll do

• Define market strategy, target segments, ICP , positioning, and GTM motion. Get it right early, iterate as you learn.
• Own the entire sales lifecycle — prospecting, qualifying, discovery, demos, proposals, negotiations, closing. You're the person doing the deals.
• Become deeply knowledgeable about the needs and constraints of your customers.
• Build lightweight, repeatable systems. Scale without becoming a process machine.
• Act as the eyes and ears for the product team. Understand customer problems deeply and feed that back to engineers and clinicians.
• Navigate complex, high-value deals with multiple stakeholders.
• Own customer success alongside the CEO for early accounts. Stay close enough to ensure they succeed.
• Ship the playbook as you go. Design and execute simultaneously.

What this isn’t…

• Strategic planning without execution. You'll spend your time in customer calls, building
• pipelines, closing deals.
• Managing a sales team. This is individual contribution. You own the revenue function
• AND you execute it.
• Transactional selling. This is relationship-driven, complex, ethical work. If you want to
• move deals fast without understanding the customer's constraints, this won't fit.

What You’ll Bring
How you think:

• You're a natural communicator and even better listener. You understand customer problems and articulate solutions that resonate — verbally, visually, in writing.
• You're a self-starter who moves fast, takes ownership, and figures things out as you go.
• You get uncomfortable waiting for permission.
• You're ambitious and driven, measuring success by impact and growth.
• You understand the stakes of working with vulnerable populations and you take that seriously.

What you need

• 3+ years in fast-paced customer-facing environments (startups, consulting) closing deals worth $50–500k ACV
• Ability to navigate relationship-driven deals with regulatory and ethical considerations
• Comfort using AI tools to research, prospect, build materials, and accelerate your workflow
• Willingness to travel internationally if required.
• Mission-driven. This work matters to you more than the title or paycheck.

Bonus Signals

• Ex- or exploring founder. You move fast and take ownership.
• You've sold into large tech companies, healthcare or government agencies.
• You have an eye for brand and design. You think visually about positioning.

What we offer
The best benefit: your team
You'll report directly to the CEO. He's built our customer relationships from the ground up and closed every dollar of revenue. You'll work closely with our Head of AI Product, who's exited multiple companies, plus former founders, strong engineers, and a clinician who codes.

Our culture

• We've all experienced times when we needed help – that's why we care deeply about this work
• We bring perspectives shaped by gutsy choices – immigrating, founding companies, career pivots, living our identities openly.
• We move fast but sustainably (no burnout culture here)
• We're collaborative and non-hierarchical – good ideas matter more than tenure
• We listen in all moments, whether things are going well or not (and not just on work stuff)
• We work with care and urgency because people rely on us on their worst days
• We start every week with a genuine personal check-in and end on Fridays with a check-out with a rotating leader
• We're technology realists who believe human ingenuity should be focused on reducing suffering

You shouldn't choose us if…

• We're not a fit for everyone – and that's okay.
• We're driven, really driven: Our mission is personal to us. If you're not passionate about doing things differently with mental health support, you might find it a bit much.
• We're small: We're early on our journey, so no specialized roles and no "that's not my job."
• We're a startup: We're still figuring things out, which means incomplete information and unexpected changes.

At ThroughLine, we serve people across all genders, ethnicities, racial and religious backgrounds. We want our team to reflect this too. As an equal opportunity employer, we welcome all applicants. We especially encourage candidates from underrepresented communities to apply. If you think you have what it takes, apply!