GTM Operator

The Role
Join as one of our first go-to-market (GTM) hires and help us shape how Tolken reaches the world. You’ll work directly with the founders to build pipeline systems, track prospects, and ensure nothing slips through the cracks.
This is a high-ownership, hands-on role for someone who thrives in early-stage environments. You don’t need years of fintech experience - you need drive, clarity, and the mindset to build from zero.

Key Responsibilities
Pipeline and Systems Ownership
Build and maintain prospecting systems using tools like Clay, LinkedIn Sales Navigator, and modern automation

Own CRM hygiene and our GTM tracker as a single source of truth

Ensure all lead sources (outbound, inbound, intros, conferences) are logged and progressed with clear next steps

Improve throughput and data quality using systems and tooling, not manual effort

Logistics and Follow-Through
Capture all key founder interactions; track and drive follow-ups

Prepare meeting briefs: company context, prior conversations, relevant assets

Manage calendars, sequencing, and next steps across active conversations

Coordinate physical GTM activity; conferences, in-person meetings, travel

Sales Enablement, Signal, and Playbooks
Create & maintain sales assets (2-pagers, ICP definitions, market maps)

Codify learnings into a living GTM playbook (talk tracks, objections, qualification flows)

Operate founder LinkedIn from a logistics lens: cadence, inbound routing, follow-up (not ghostwriting)

Spot patterns in conversations/content and surface those insights back into GTM and product

Requirements
Essential
Strong fluency with GTM tools (Clay, LinkedIn Sales Navigator, Notion or similar systems)

Able to configure AI-assisted and automation workflows (no coding required)

Clear, concise writing for founder-level emails, follow-ups, and sales materials

High attention to detail and strong follow-through

Curiosity about fintech, payments, and how markets actually work

Nice to Have
Strong intuition for B2B relationship-driven sales and networks

Experience running outbound or community-based projects

Familiarity with early-stage startups and founder working styles

Existing relationships in fintech, payments, or adjacent B2B ecosystems (not expected, but a bonus)

Who You Are
Highly execution-oriented and comfortable operating in ambiguity

Systems-minded, you bring order and structure to messy workflows

Proactive, you close loops without being asked

Network-aware, you understand how B2B relationships form and compound over time

Motivated by impact and learning rather than title

What Success Looks Like
Founder calendars are filled with higher-quality, better-prepared conversations

No leads or follow-ups fall through the cracks

CRM and pipeline data are clean, current, and trusted

GTM playbook and assets improve continuously based on real market feedback

Founder selling time compounds month over month

Equal Opportunities Statement
Tolken is an equal opportunity employer. We are committed to creating an inclusive environment for all employees.