Founding GTM Engineer (Growth)

**About Arzana**

Arzana builds AI agents that run the front office for American manufacturers (order entry, quoting, RFQs, AP/AR, and purchasing), and they plug into the ERPs our customers already use. We're YC P26 with a $4.3M seed led by Sunshine Lake VC, and we're growing 30% month over month from our office in Midtown Manhattan. We've processed more than 100,000 purchase orders for 22 customers, from 20-person shops up to Fortune 500 companies. Our mission is to build the next generation of manufacturing, and our goal is to fully automate 10,000 factories by 2035.\
\
**Who you'll work with** \
\
You'll work side by side with our two co-founders and a team of ten in Midtown Manhattan. William Alexander (CEO) grew up in Iowa in a third-generation manufacturing family. Marshall Kools (COO, owns GTM) comes from a fourth-generation manufacturing family in Fox Valley, Wisconsin. At Stanford, he ran a print-on-demand clothing company that bought from dozens of American manufacturers. Both are Stanford engineers and Stanford athletes, and they've founded companies before, with two exits between them.

**About the role**

Full-time | In person, 5 days a week | New York, NY | Works directly with both founders

You'll own the whole web of our GTM. That means the CRM we built in house, the automation running across every channel, voice logs from every sales call, customer feedback, and a few outreach channels we've never disclosed to anyone (you'll see them on day one). Your job is to tie all of it into one system that finds the right manufacturers, earns their attention, and turns that attention into pipeline.

You'll have near free rein and real funding to drive top of funnel conversion. When you have an idea you test it, when it works you scale it, and when it breaks you fix it.

We study how the fastest scaling companies in legacy markets went to market. We take what worked for them, combine it with what we do best, and test it until it holds up reliably, and you'll be the one running that loop.

This seat is for someone who wants to combine the data and feedback from sales, the art and creative direction of marketing, and real engineering fundamentals into one complex system, working side by side with both founders every day.

\
**What you'll do**

* Own top of funnel end to end, from sourcing and enrichment to sequencing and booked meetings, across email, LinkedIn, phone, mail, and the channels we keep quiet about
* Build on our in-house CRM so every touch, call, and piece of feedback flows back into targeting
* Mine sales voice logs and customer feedback for the language, objections, and triggers that move manufacturers, then put them to work in outreach
* Hack conventions by turning every trade show we attend into pipeline before, during, and after the show
* Run a constant testing program across audience, offer, message, and channel, and kill what doesn't work fast
* Build attribution from first touch to signed contract and report what each channel actually produces
* Find the next channel before anyone else in our market does

**Your first 90 days**

* **First 30 days:** Sit in on sales calls and work through our voice logs and customer feedback until you can explain why a manufacturer buys from us in their own words. Then take over our outbound sequences and ship your first improvement to the CRM.
* **By day 60:** Wire every channel into the CRM, including the ones we've never talked about publicly, with attribution from first touch to signed contract. Have your first round of tests live across audience, offer, message, and channel.
* **By day 90:** Own a top of funnel pipeline target you set with the founders. Run the before, during, and after playbook for the next trade show on our calendar. Bring us the one change to our GTM you'd bet on, with the data behind it.

**Who you are**

* You have 2 to 5 years in sales, engineering, or marketing, plus a track record of hacking a system for outsized gain and the numbers to show for it
* Whatever your background, you write real code (Python, SQL, APIs, webhooks) and have built growth or outbound systems that run in production
* You have taste, so when an email, a landing page, or a booth reads as generic, you notice and it bothers you
* You're obsessive about why something works and how to make it work better
* You want the pace of an early team, in person in NYC five days a week
* Experience selling into manufacturing, industrial, or other legacy industries is a plus
* You're a U.S. person under 22 CFR 120.62 (required for ITAR compliance on client data)

\
**Stack:** Python, Postgres, AWS, Next.js/React, our own CRM, plus Apollo, Clay, Expandi, Warmly, and SEMrush

\
**How to apply**

Skip the cover letter and answer these three questions instead:

1. Tell us about a time you hacked a system for massive gain. What was the system, what did you do, and what did it produce?
2. When have you thought differently from everyone around you, and how did it lead to a big win?
3. We sell AI agents to manufacturers. What would you do differently in our GTM?

The best answers are specific, unconventional, and backed by numbers.

\
**Benefits**

* Fully covered health, dental, and vision
* Up to $10,000 toward relocating to NYC