Job Details

Go-to-Market Strategy Lead

San Francisco

Go To Market

In office

Full-time

About Fulcrum

Fulcrum is re-wiring the insurance-brokerage industry with AI agents that let brokerages grow revenue without adding headcount. Our platform already saves customers thousands of hours and millions of dollars every year. We've just closed our Series A and are looking to grow our team as we scale rapidly.

Why Fulcrum

• Rocket-ship growth. We've achieved multiple seven figures in ARR in just over a year, serving large enterprise clients including 25% of the top 50 brokers in the country.
• Extreme ownership. You'll work directly with enterprise users and ship end-to-end products that save them hours every week.
• Bleeding-edge problems, real impact. Tackle tough AI and product challenges whose wins show up immediately in customer workflows.
• In-person collaboration. Join a lean, staff-level team (ex-Affirm, Uber, DoorDash, McKinsey) working side-by-side in San Francisco; we believe the best ideas are fostered in an in-person environment.
• Top-of-market rewards. Competitive base salary plus meaningful founding-team equity.

About the Role

We're looking for a Go-To-Market Strategy Lead to work side-by-side with our CEO to design, test, and scale the GTM engine for Fulcrum. This is a highly strategic, highly executional role—perfect for a former top-tier consulting Engagement Manager who wants to go from slideware to operating.

You'll own key questions like: Which channels should we bet on? Which partners unlock non-linear distribution? How do we turn early traction into a repeatable, scalable motion? You'll move across strategy, experimentation, and on-the-ground execution with a tight feedback loop to leadership.

What You'll Do

• Partnership Strategy & Ecosystem Development
  • Map and prioritize partnership opportunities with industry groups, associations, and key technology players in the insurance ecosystem.
  • Build and manage strategic relationships that can serve as scalable acquisition channels (e.g., platforms, data providers, distribution partners).
  • Structure partner programs, incentives, and co-marketing motions to drive high-quality leads and revenue.
• Channel & GTM Strategy
  • Design our portfolio of GTM channels—direct, PE/VC-backed portfolio companies, industry events, brokers' networks, and more.
  • Develop hypotheses for where we have unfair advantage (e.g., specific segments, geos, or partner types) and run structured experiments to validate.
  • Build simple, clear frameworks for where we invest (and where we don't), and turn those into operating plans.
• PE & Strategic Relationships
  • Shape and execute a GTM motion via PE funds and other capital allocators who influence broker decisions.
  • Identify and prioritize funds whose portfolios align with Fulcrum's ICP, and design repeatable ways to engage them (portfolio days, joint sessions, playbooks).
  • Partner with Arjun on high-stakes external meetings, providing the research, narrative, and follow-through to turn conversations into deals.
• Campaigns & Growth Programs
  • Coordinate and execute cross-channel campaigns: customer referral programs, co-marketing with partners, event-based campaigns, targeted outbound motions, etc.
  • Work closely with Sales, Product, and Customer teams to turn product launches and case studies into compelling GTM narratives and assets.
  • Build light but rigorous measurement: clear goals, tracking, and post-mortems to understand what's working and double down.
• Execution, Systems & Communication
  • Translate strategy into concrete plans, timelines, and operating cadences (e.g., quarterly GTM priorities, weekly experiments, partner pipelines).
  • Create crisp materials for internal and external audiences—decks, one-pagers, narratives—to align stakeholders and move decisions forward.
  • Establish feedback loops from the field (customers, partners, sales) back into our GTM strategy and product roadmap.

Who You Are

• • Background
    • ~5–8+ years of experience, ideally including time as an Engagement Manager (or equivalent) at a top-tier consulting firm and/or in a strategic/growth role at a B2B SaaS startup.
    • Experience in GTM, partnerships, corporate development, or growth strategy; bonus if you've worked in or around insurance, fintech, or other regulated B2B industries.
  • Strategic + Hands-On
    • You're comfortable moving from a blank sheet to a structured strategy—and then into the weeds to execute it.
    • You think in frameworks, but you measure yourself by outcomes: pipeline, revenue, and quality of relationships.
  • Partner & Relationship-Oriented
    • You know how to build credibility with senior stakeholders (CEOs, PE partners, industry executives) and turn that into tangible opportunities.
    • You're skilled at navigating multi-party ecosystems and aligning incentives across partners.
  • Analytical & Experiment-Driven
    • You're rigorous with data: market sizing, funnel analysis, and experiment design are tools you use instinctively.
    • You're comfortable with ambiguity and use structured experimentation to find signal quickly.
  • Communicator & Operator
    • You can distill complex problems into concise narratives for executives and external partners.
    • You're organized, reliable, and can run multiple projects in parallel without dropping details.
  • Builder Mindset
    • You're motivated by ownership, speed, and the chance to build something from the early stages.
    • You're excited to work directly with the CEO, influence company-level GTM decisions, and see your work reflected in how we grow.