Founding GTM Lead

OTPless • Full-time • Bengaluru, IN • 1d ago

Founding GTM Lead

Location - Bengaluru

About OTPless

OTPless is a venture-backed company building the authentication, identity, and trust infrastructure layer for digital businesses.

Backed by leading investors including General Catalyst, FJ Labs, SIDBI, Amrish Rau, and Kunal Shah, OTPless powers authentication and user journeys for Zepto, Meesho, Ixigo, and ShareChat, to name a few.

Having established a strong presence in authentication, we are now building our next growth engine:

Device Intelligence and Digital Footprint.

Our Device Intelligence platform helps businesses identify trusted users, prevent fraud, detect abuse, reduce risk, and improve onboarding outcomes using device and behavioural signals.

Digital Footprint is a data enrichment stack where we provide customer insight at sign-up.

We are looking for an entrepreneurial GTM leader to own and grow a portfolio of India’s top digital-native accounts — landing new logos on the OTPless platform and expanding them into Device Intelligence and Digital Footprint.

The Opportunity

This is not a traditional enterprise sales role.

This is a hunt-and-farm role: you will land net-new top-tier accounts and own the full OTPless relationship end-to-end — from first meeting through onboarding, retention, and cross-sell.

Authentication is your wedge into the account — a proven product with strong proof points (Zepto, Meesho, ShareChat, ~98% auth success rate). Device Intelligence and Digital Footprint are the earlier-stage expansion engines you will help scale within each account.

As the Founding GTM Lead, you will operate at the intersection of sales, account ownership, and product strategy. You will be responsible for landing new logos, owning and expanding a book of named enterprise accounts, quantifying business impact, shaping commercial models, and building a durable, repeatable land-and-expand motion.

You will work directly with the founders and leadership team and have significant influence over product direction, pricing, positioning, and go-to-market strategy.

What You'll Own

Land and Own Enterprise Accounts

· Own the complete customer journey from prospecting to close

· Land net-new logos across digital-native businesses — fintech, gaming, e-commerce, marketplaces, mobility, travel, insurtech, and consumer internet — using authentication as the wedge, then expand into Device Intelligence and Digital Footprint

· Identify ideal customer profiles, buying triggers, and expansion opportunities

· Own the full account relationship end-to-end: hunt new logos, farm existing accounts, and drive cross-sell across the OTPless product suite

Drive Product-Market Fit

· Conduct deep customer discovery to understand fraud, onboarding, trust, risk, abuse prevention, and account security challenges

· Identify emerging market needs and opportunities

· Shape positioning, messaging, packaging, and pricing based on customer feedback

· Work closely with Product and Engineering teams to influence roadmap priorities and feature development

Lead Consultative and Value-Based Selling

· Run complex enterprise sales cycles using Sandler-based consultative selling, with MEDDPICC as the deal-qualification and inspection layer

· Quantify business impact and build compelling ROI cases

· Navigate multiple stakeholders across Product, Engineering, Growth, Marketing, Security, Fraud, Risk, Compliance, Procurement, and Executive Leadership

· Translate technical capabilities into measurable business outcomes

Own Technical Evaluations and POCs

· Lead proof-of-concepts, pilots, and technical evaluations

· Partner with customer engineering teams to validate integrations and outcomes

· Interpret pilot data and convert successful evaluations into commercial wins

· Help customers understand signal quality, fraud reduction impact, and operational benefits

Build the GTM Engine

· Develop sales playbooks, qualification frameworks, messaging, and forecasting discipline

· Create repeatable outbound and account-based sales motions

· Establish best practices across prospecting, discovery, qualification, and deal management

· Hire, mentor, and build the next generation of GTM talent as the business scales

What We're Looking For

Relevant Experience

· Typically 7+ years of B2B enterprise sales, business development, or GTM experience

· Strong experience selling infrastructure, data enrichment, fraud prevention, risk intelligence, identity, cybersecurity, device intelligence, trust and safety, or adjacent technology solutions

· Proven success selling into digital-native businesses and technology-led organizations, with a demonstrated land-and-expand track record (not purely transactional deals)

· Direct experience at a device-intelligence, fraud-prevention, identity, or data-enrichment vendor (e.g. SHIELD, Bureau, Sardine, Incognia, Sift, Fingerprint, IDfy, or similar)

Consultative Selling Excellence

· Strong understanding of MEDDPICC, Sandler, Challenger, or similar enterprise sales methodologies

· Demonstrated ability to run value-based and consultative sales engagements

· Experience building business cases, ROI models, and executive-level narratives

· Ability to manage long and complex enterprise sales cycles

Technical Credibility

You are not expected to write code, but you should be comfortable discussing: Device fingerprinting, device intelligence, data enrichment, identity and trust signals, fraud detection and prevention, risk scoring, APIs and SDK integrations, mobile and web application architectures.

You should be able to build credibility with engineering, growth, marketing, security, fraud, risk, and product teams.

Builder Mindset

· Thrives in startup environments and ambiguous situations

· Comfortable executing a disciplined account motion while improving it as you go

· High ownership and accountability

· Demonstrated ability to create structure where none exists

· Self-driven and execution-focused

· Able to operate independently without requiring constant direction or micro-management

· Willing to roll up your sleeves and do whatever is required to win

AI-Native and Data-Driven

We believe modern GTM leaders should leverage AI to amplify productivity and effectiveness.

You should actively use AI tools for: Account research, prospecting and personalization, discovery preparation, proposal generation, competitive analysis, pipeline management and sales productivity

We value curiosity, experimentation, and a continuous improvement mindset.

Strong Signals

Experience with companies, products, or categories such as: Device intelligence, fraud Prevention, identity verification, data enrichment, digital onboarding, and risk intelligence

Experience with platforms such as SHIELD, Bureau, Sardine, Go Kwik, Sift, ThreatMetrix, LexisNexis, Fingerprint, Incognia, Persona, Signzy, HyperVerge, IDfy, or similar solutions is highly desirable.

You Will Thrive Here If

· You enjoy building something from one to ten

· You prefer ownership over certainty

· You are energized by customer discovery and learning

· You enjoy solving difficult commercial problems

· You can balance strategic thinking with hands-on execution

· You care as much about building the business as you do about closing deals

· You want a seat at the table where product, pricing, GTM, and growth decisions are made

What Success Looks Like

Within your first 12 months, you will:

· Win lighthouse customers and establish market credibility

· Validate repeatable product-market fit signals