About this role
The Opportunity: Zero-to-one category creation for AI-Native Zero Trust Access Cipherscale is building an AI-native Zero Trust access and enforcement plane for humans, software/workloads, and AI agents. The product doctrine is simple: AI may reason and propose; deterministic policy authorizes; trusted enforcement executes. We are looking for a commercial founder/operator who can turn that architecture into a category, a repeatable customer problem, real deployments, and initial revenue. Mission: discover and prove the repeatable commercial truth for Cipherscale - who urgently needs it, what gets them to deploy, what makes them pay, and what causes them to expand. What You Own • Own ICP discovery, exclusion criteria, buyer/champion mapping, problem validation, positioning, initial wedge, and design-partner recruitment. • Personally lead early customer discovery, technical/commercial conversations, executive outreach, design-partner conversion, and initial closing. • Build an evidence-driven GTM system: every important assumption has supporting/contradicting evidence and a next falsification test. • Use AI agents aggressively for research, account intelligence, personalization, competitive monitoring, meeting preparation, call synthesis, content, and experiment analysis. • Work directly with the CEO on category creation and major strategic accounts. • Work with Product and Engineering to convert recurring customer evidence into governed product inputs - without turning prospect anecdotes into roadmap commitments. • Define the first repeatable acquisition, deployment, conversion, and expansion motion before scaling a team. What This Role Is Not • It is not a traditional marketing leadership job. • It is not an MQL, impressions, content-calendar, or brand-campaign role. • It is not a decision to hire SDR, demand-gen, content, and marketing-ops teams before product-market evidence exists. • It is not ownership of OpenVPN growth. Rod, Head of Growth, owns the established…
