Founding GTM Lead at Infinimind @ Cox Exponential

Founding GTM Lead, DeepFrame DeepFrame is: DeepFrame is InfiniMind's video intelligence platform. Enterprises point it at video they already have - broadcast programming, in-store footage, inspection and operations video - and get evidence-backed answers : search across thousands of hours, questions answered with timestamped clips, and rulebook reviews that turn a company's own standards into findings with severity and proof. The core idea: enterprises do not act on AI they cannot verify. Every DeepFrame output links back to the exact moment in the video. One engine runs every use case; domain knowledge lives in rulebooks and instructions, not custom code.

We are not an AI wrapper: InfiniMind builds the full stack, from its own video-understanding foundation models to the search engine and agents on top. It runs as SaaS or single-tenant in the customer's own AWS account, with on-prem options for footage that cannot leave the building. DeepFrame has paying enterprise customers in Japan in broadcasting (pre-air compliance review) and retail operations (in-store behavior analysis). We are now building the US business, and you are the first US commercial hire to do it.

The Role

• A player-coach seat: in year one you are the US sales team. ~60% selling - you source, run discovery, scope the pilot, price, negotiate, and close.
• The CEO opens doors and joins key meetings for the first 60-90 days, then the pipeline is yours. ~30% strategy and motion - working directly with the CEO to find the US customer clusters DeepFrame should win first as the product evolves, then positioning, pricing guidance, the pilot-to production playbook, and CRM as system of record. ~10% product signal - what you hear in deals goes straight to the Tokyo product and engineering team, weekly.
• You will work every day with a US founding software engineer (hired in parallel) who handles technical evaluations and pilot delivery with you.
• Once the motion repeats, you help hire and coach the next sales hire.
• How the US team works: You and the US founding software engineer are DeepFrame's US team.
• You own the customer and the deal; they own the technical evaluation and delivery.
• You lead prospecting and qualification; they join from technical discovery through production.
• Daily with the CEO on the business side - pipeline, pricing, deal strategy, and which accounts and verticals to prioritize Daily with the CTO on the technical side - what DeepFrame can do today, what US customers need next, and what we commit to in a pilot A short daily sync across Palo Alto and Tokyo (late afternoon Pacific / morning Japan), plus a weekly US pipeline and pilot review You report to the CEO.

When commercial and technical priorities conflict, the CEO decides what we commit to a customer, with the CTO owning technical feasibility Who you will sell to: Where we expect to start in the US, and where you will help us decide where to focus: Media and broadcast - standards and practices, compliance, archive and library teams at networks, studios, and station groups Retail and consumer goods - store operations, category and shopper-insight teams Enterprises with large video estates - operations, safety, and training video AWS Marketplace and co-sell as a distribution channel across all of the above Typical deal: a paid pilot on the customer's own video, converting to an annual platform contract.

• Buyers are a business owner (compliance, operations) plus a technical evaluator (data, ML, or IT security).
• Your first 90 days: Day 30 - Run a DeepFrame demo and discovery call unaided.
• Target account list of ~50 US accounts with named buyers.
• First meetings booked from your own outreach.
• Day 60 - Qualified pipeline built mostly from your own sourcing.
• At least two US paid pilots scoped and priced.
• AWS Marketplace listing path underway with our AWS partner team.
• Day 90 - First US pilot signed.
• Playbook v1 written down: ICP, qualification, pilot-to-production steps, pricing guidance.
• A clear view on which vertical to double down on.

Must-haves

• 6+ years of B2B enterprise sales in the US , carrying a personal quota, with at least 2 years as a closer (AE or equivalent), not only management Personally closed technical deals of $100K+ ACV in recent roles - AI/ML, data infrastructure, computer vision, or media technology Built pipeline from zero - a new product, new market, or new territory, without an inbound funnel or SDR team Has taken a pilot / POC to a production contract and can walk through who the economic and technical buyers were and what nearly killed the deal Can run a technical conversation with a data or ML engineer without a sales engineer in the room Authorized to work in the United States by your start date; we do not sponsor visas for this role Based in the Bay Area, in person in Palo Alto at least 3 days a week, and able to travel to customers Strong pluses: Sold into media and entertainment (networks, studios, broadcasters, MAM/archive vendors) First or second sales hire at a seed-to-Series B startup AWS Marketplace, co-sell, or cloud-partner channel experience Worked with teams and customers outside the US, especially Japan; working proficiency in Japanese is a plus, not required Not a fit if: You need a team, a marketing engine, or an SDR team in place in year one Your recent wins came from a strong inbound funnel or an established brand You prefer to design process before you have closed a deal