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.