Build the category.
Not just the company.
We've named three software categories from scratch.
Customer Success. Cloud EPM. Now Revenue Activation.
This is what the third one looks like from the inside.
3x
Categories created by our founder. Same playbook, third time.
$1.1B
Exit value of Gainsight, the last category we built.
44
People. Not a 500-person machine. Every hire matters.
Of the Agentic Era. That's when you're joining.
The window to name a category
is always shorter than you think.
Gainsight named Customer Success before there were Customer Success Managers, CS teams, budgets, or even a category. Our CEO, Sreedhar Peddineni, built the infrastructure for a function that didn’t exist yet. Then the world caught up.
That same pattern is playing out again. Revenue Activation is replacing traditional sales enablement in the Agentic Era: AI owns the work around the conversation, while humans own the conversation. Nucleus is the platform that makes that real at scale, in flow, across every rep in the org.
HubSpot’s three-layer architecture slide, built around unified context, unified teams, and unified CX, shows the category is filling up with adjacent thinking. The timing is right, and the window is closing. We’re looking for people who want to be inside it.
“I co-founded Gainsight in 2011. We named Customer Success before the market had language for it. There were no CS teams, no budgets, no category. We named it, then built the infrastructure. I'm seeing the same pattern now."
This isn't a job. It's a front- row seat.
You use the product to do your job
GTM Buddy's own revenue team runs onNucleus. The AI you're selling is the AIyou're working with every day. When a rep complains about a gap, they're talking to the people who can actually fix it. That feedback loop is the product roadmap
Agentic from the start, not bolted on
We didn't add AI to an existing enablement platform. We built the architecture from scratch for a world where AI owns the work around the conversation and humans own the conversation. You'll learn to operate in that model not adapt to it later.
You're naming something, not selling something
Revenue Activation is a new category. Every customer conversation is category creation. Every deal you run teaches the market what the new frame looks like. That's a different job than selling into an existing market with existing vocabulary.
44 people. Your fingerprints are on everything
We're not a 500-person org with a defined lane for every function. You'll see the whole company. You'll know every customer. You'll have opinions that change how the product is built. At 44 people, that's not a perk it's just how it works.
Multi-player by design
GTM is a team sport. Our go-to-marketmotion partners, webinars, thought leadership, community is a coordinated multi-player system. You're not a lone rep with a quota. You're operating inside a machine that's designed to win collectively.
The founder has done this before
Three categories. Host Analytics → cloudEPM. Gainsight → Customer Success ($1.1B exit). GTM Buddy → Revenue Activation. The pattern is documented. The playbook is real. You'll learn how categories are actually built, not theorised about.
We're looking for three specific people.
This is not a standard AE role. You're not selling into an existing category with existing vocabulary. You're running a displacement motion helping enablement and revenue leaders see that the portal architecture they've been using for a decade is the problem, not the solution.
The companies you'll sell to: B2B SaaS companies with 50-500 reps, currently running Highspot, Seismic, or Showpad. They're questioning whether the tool that was supposed to solve their rep adoption problem is actually part of the problem. Your job is to make that question louder and then answer it with Revenue Activation.
• Run the Revenue Activation diagnostic with prospects map their capacity gap across the Five Levers before showing a single product screen
• Displace the incumbent mental model (Highspot, Seismic, Letter AI) with an architectural argument, not a feature comparison
• Build multi-stakeholder deals champions, economic buyers, IT, procurement without losing the thread
• Use Nucleus to prepare for every call. You're the proof of concept.
• Feed the product with what you hear in the field objections, vocabulary, gaps. The category is built in part from your conversations.
• 3-6 years of B2B SaaS sales mid-market AE, not just SDR or inside sales
• Experience selling into revenue, enablement, or GTM functions (you know what a VP of Enablement actually cares about)
• You've displaced an incumbent before you know what it takes to break a mental model, not just win a feature comparison
• Genuine AI fluency not "I use ChatGPT sometimes" but a changed way of working
• You are not a lone wolf. You understand that the GTM motion is multi-player and you operate well inside a coordinated system.
Most SDR roles ask you to run sequences and book meetings. This one asks you to do something harder: change how a senior leader thinks about their problem in the first 30 seconds of a cold email.
You're not interrupting prospects with vendor pitches. You're introducing them to a category they haven't named yet and making them feel like they've been seen, not prospected. That's a fundamentally different motion. It requires genuine curiosity about their world and the ability to write one sentence that lands like a scalpel, not a flyer.
• Research target accounts and build personalised outreach that references something real about their world not a mail merge
• Use Swan (our AI-powered intent scoring engine) to prioritise who to reach out to and when. You're working with signal, not spray.
• Operate the Revenue Activation narrative in outbound you'll know the Five Levers, the capacity gap argument, and the Highspot displacement story cold
• Run LinkedIn, email, and phone in a coordinated sequence not silos
• Graduate into AE with demonstrated ability to run Revenue Activation conversations independently
• 1-3 years of outbound sales or SDR experience in B2B SaaS
• Writing that doesn't sound like a template. You know the difference between personalisation and personalised-looking.
• Genuine curiosity about AI and how it's changing sales you've experimented, not just read about it
• You want to understand what you're selling at a level that goes beyond the pitch deck
• You're ambitious about the AE path and ready to earn it through execution, not tenure
This is not a Legacy-era CSM role. We're not looking for someone to run QBRs, monitor health scores, and send check-in emails. Pulse handles the monitoring. Tempo handles the lifecycle sequences. What we need is the human who shows up when the machine can't and whose judgment transforms a signal into an action.
We call it the Revenue Activation Audit, not the QBR. It's not a report card. It's a diagnostic. You go into a customer account and find where revenue capacity is buried then you help them unlock it. That's a fundamentally different job.
• Run Revenue Activation Audits diagnose which of the Five Levers are most constrained in each customer account and build an activation plan around it
• Arm champions to sell internally build the business case for renewal and expansion so the champion looks like the smartest person in the room in front of their CFO
• Read signals Pulse surfaces and make judgment calls agents detect patterns, you apply pattern recognition to people and politics
• Find expansion signals before customers ask for a proposal intelligence work, not relationship maintenance
• Feed the Revenue Activation vocabulary loop customer language from your conversations becomes content, battle cards, and category vocabulary
• 3-6 years of CS at a B2B SaaS company you've personally run a book of accounts, not managed a team that did
• Commercial instinct you've owned renewals, not handed them to sales at the end. You know the difference between a champion and a buyer.
• You've displaced an incumbent before you know what it takes to break a mental model, not just win a feature comparison
• You think in capacity and constraints, not tasks and activities
• You've sold a customer something they didn't ask for because you saw it before they did
• AI fluency that's changed how you operate not just how fast you work
• "Describe one specific thing you do differently now because of AI not faster. Differently."
What Tuesday actually looks like.
