Founding GTM Lead (Demand + Operations)

About Flow

Manufacturers' reps are the sales force of the industrial supply chain — the people who sell the electrical, plumbing, HVAC, and industrial products that end up in every building in America. It's a multi-billion dollar channel running on spreadsheets, email, and software built in 2004.

Flow is the platform that replaces all of it: CRM, quotes, orders, commissions, warehouse, product cross-referencing — plus an AI layer that eliminates roughly 80% of the manual work a rep does every day. We're also connecting reps, manufacturers, and distributors to each other in a way this industry has never had.

Read this first: you have to know this industry

Manufacturers, reps, and distributors — how the channel fits together, how each one makes money, and how they think and operate day to day. We sell to people who can tell within one sentence whether you've been in their world. If you haven't, the copy won't land, the outreach won't land, and the booth conversations won't happen.

Everything else in this posting is learnable. This isn't. It's the first thing we screen for.

Why now

This isn't a zero-to-one job, and it isn't a mature machine either.

-Hundreds of firms have raised their hand
-Live, referenceable customers
-A community forming around the product
-Real word-of-mouth in an industry where everyone knows everyone
-A GTM engine that exists, works, and is nowhere near built out

We're at the point where founder-led GTM stops scaling and the opportunity outgrows the operation. The fire's lit. This role turns it into a bonfire.

The role

You're our first dedicated GTM hire, working directly with the CEO. You own the story and the system.

Demand. Own the airwaves. Newsletter, webinars, LinkedIn, podcast, guest bookings, trade press. Almost nobody in this category produces anything worth reading. Take it.

Copy. Website, email, campaigns, decks, launches, booth materials. You write it.

Conversion discipline. Hundreds of interested firms are only worth something if nobody falls through. Sequences, nurture, re-engagement, SLAs on follow-up. The gap between our interest and our revenue is operational, and closing it is the job.

Signal-driven targeting. We have real data — usage, commission volume, line cards, which manufacturers each firm carries, integration coverage, show scans, engagement history. Turn it into prioritized, evidence-based outreach instead of spray.

RevOps. CRM architecture, routing, lifecycle stages, attribution, dashboards. We've started this. You'll build it out to carry ten times the volume.

Field. AIM/R, NEMRA, PTRA, MAFSI, HARDI, STAFDA. Pre-show targeting, booth strategy, capture, follow-up that actually happens.

Community. FlowMakers — virtual events, bi-weekly training, user groups, peer matching, in-person meetups. You own the calendar, the guests, and the growth.

Proof. Build the testimonial library out of customers we already have. Case studies, video, quotes, referenceable accounts, review sites.

Who you are
You know this world. Rep agency, manufacturer, or industrial distributor background. You know what a line card is, how commission splits work, and why reps don't think like SaaS buyers. Hard requirement — the domain is the moat.

You're both halves. Vision and machine. You can write the copy that starts a movement and build the CRM workflow, the sequence logic, and the dashboard behind it. Most people have one. We need both.

You live in the data. You pull your own lists, segment on behavior, read a funnel, and decide who to contact based on evidence. You don't wait for someone to build you a report.

You're an AI power user, not a tourist. We expect one person with the right stack to out-produce a whole marketing team, and you should already work that way.

You're built for a startup. You move fast, learn fast, and solve problems rather than route them. You get the goal, not the instructions, and that's how you like it. You find work before it's assigned.

You want this specific shot. Founding GTM seat, whole function, a category nobody has claimed.

Nice to have
Ran a webinar, podcast, or community program with real attendance
Built lifecycle marketing and lead scoring inside a CRM
Sold into small business owners (rep principals are owners, not committees)
Built a case study / customer proof program sales actually used

Why this is a good seat
Founding GTM hire, working directly with the CEO, full ownership of the function — walking into real market pull and an engine that's already running, with room to build it into something ten times bigger and grow into leading it. If you know this industry and you know how to use AI and data to move faster than incumbents who've been asleep for a decade, this is a category you can personally own.