Founding GTM Lead - Legal AI

You’ll take Dela Law into the market and help turn early interest into paying customers. That means choosing the right firms to approach, opening conversations, running thoughtful demos, and personally owning opportunities through trial and commercial agreement. We have a working prototype being evaluated with legal professionals. You’ll work directly with our founders to test where it delivers the most value, sharpen our commercial approach, and win early customers. You’ve taken an early-stage product into customer conversations before, ideally in legal technology or enterprise software. You’re comfortable starting with a focused account list, a working demo, and direct access to the founders. You’ll shape the approach and run the outreach, discovery, trials, and negotiations yourself, using what you learn to sharpen the next conversation. This role suits someone resourceful, commercially experienced, and comfortable making progress with limited structure. You know when to bring others into a deal, when to change your approach, and when to walk away from an opportunity that isn’t a fit. RESPONSIBILITIES You’ll find the right accounts and open the right doors You’ll build a focused account-based sales plan, identifying law firms and enterprise buyers whose needs match our specialist offering. You’ll research each account, understand who influences the buying decision, and create relevant outreach that earns a conversation. You’ll build relationships across an organisation, working with early contacts to reach the people who can sponsor, evaluate, and approve a purchase. You’ll lead conversations that start with the customer You’ll run discovery calls that get beneath general interest in AI and uncover the work customers need help with. You’ll deliver clear, focused product demonstrations shaped around those needs, making good use of busy people’s time. You’ll qualify opportunities carefully, explain where Dela Law fits, and be straightforward about the product’s capabilities and current limitations. You’ll turn evaluations into commercial relationships You’ll own opportunities from first contact through demonstration, trial, negotiation, and close. You’ll agree clear objectives and success criteria for trials, stay close to the people using the product, and keep the buying process moving. You’ll coordinate with the founders and product team to address questions, resolve blockers, and help customers make an informed decision. You’ll build a sales approach we can repeat You’ll turn commercial priorities into a practical plan: which accounts to pursue, how to reach them, and what needs to happen next. You’ll maintain a clear view of the pipeline, with realistic forecasts, useful qualification, and consistent follow-through. You’ll work towards agreed commercial targets and improve the process as you learn, from the quality of initial meetings to trial conversion and time to close. You’ll help shape the product’s place in the market You’ll bring customer feedback into conversations about positioning, pricing, and product priorities. You’ll distinguish between requests that point to a broader opportunity and those that sit outside the product’s focus. You’ll work with the team to sharpen our messaging and sales materials using what you hear in real customer conversations. About Us Dela Law is an early-stage legal AI startup building specialist software for legal professionals working with complex documents and questions where accuracy matters. We’re now preparing to bring it to prospective customers and test the commercial opportunity. You’ll join at a formative stage, with direct access to the founders and the chance to shape how we go to market. The team will provide the product demo, brand, website, and clear product materials. You’ll bring the commercial judgement and execution to turn those foundations into customer relationships. If you enjoy understanding a difficult customer problem, earning trust, and taking a promising product through to a signed agreement, we’d like to hear from you. Minimum: A track record of personally winning high-value B2B or enterprise software deals, ideally in legal technology. Experience winning early customers for a new product or selling in an early-stage business where the approach was still being established. The ability to generate your own pipeline and manage the full sales cycle through to a signed agreement. Confidence navigating buying decisions involving several stakeholders and earning credibility with senior decision-makers. Strong discovery and demonstration skills: you ask useful questions, listen carefully, and connect product capabilities to a specific customer need. The resourcefulness to research accounts, write effective outreach, organise follow-up, and keep opportunities moving with limited support. Sound commercial judgement, clear communication, and accountability for results. Preferred: Selling legal technology or working with law firms and legal teams. Taking an early-stage software product to market or helping establish its first repeatable sales process. Selling AI products where buyers need a clear understanding of accuracy, capability, and practical value. Why Join Us? Be part of the founding team of a new AI legal platform backed by an established, profitable parent company. Shape the architecture, product, and culture of a company from day zero. Collaborate with a team that has worked at OpenAI and shipped award-winning products. Access the resources, backing, and reach of the HyperionDev ecosystem while building something new. Work on the cutting edge of AI and developer tooling, with the freedom to experiment and innovate. If you’re excited to help build a category-defining product from the ground up and want the ownership and impact that comes with being a founding engineer, we’d love to talk.