Founding BD & Sales Lead

Product Strategy, Commercialization & Revenue Growth | AI-Native Cybersecurity SaaS

Company: Kodaowl, Inc.

Location: Remote — United States

Engagement: Fractional / Part-Time, approximately 10–15 hours per week

Level: Founding Leadership

Reports To: Founder & CEO

Growth Opportunity: Potential transition to a full-time leadership position as the business scales

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About Kodaowl

Decide with Evidence. Act with Confidence.

Kodaowl, Inc. is an early-stage cybersecurity technology company building an AI-native exposure and risk intelligence platform.

Organizations increasingly face fragmented security tools, overwhelming vulnerability data, limited visibility into their attack surfaces, and uncertainty about which security exposures require immediate attention.

Kodaowl is developing an AI Native unified platform designed to help organizations discover assets, identify vulnerabilities, correlate security evidence, understand emerging threats, prioritize risks, coordinate remediation, and validate security improvements.

By combining cybersecurity intelligence with AI-powered analysis and explainable decision support, Kodaowl aims to transform fragmented technical findings into meaningful, actionable security intelligence.

Our initial focus is on small and midsize organizations, with opportunities to expand into managed service providers (MSPs), managed security service providers (MSSPs), and enterprise markets.

We are preparing the platform for commercialization and building a lean, execution-focused team to support customer acquisition, product delivery, and sustainable growth.

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The Opportunity

Kodaowl is seeking an entrepreneurial, commercially Founding Go-to-Market Lead (Fractional) to help establish and execute the company's product commercialization and revenue growth strategy.

This is a hands-on leadership opportunity for an experienced professional who understands how to bring emerging B2B SaaS products to market, establish differentiated positioning, develop sustainable pricing, generate qualified opportunities, and convert prospective customers into recurring revenue.

You will work directly with the Founder & CEO and collaborate closely with the Product Delivery Lead and engineering team to align market requirements, product capabilities, and commercial objectives.

The ideal candidate combines strategic thinking with practical execution and is comfortable developing a commercialization strategy, creating customer presentations, conducting product demonstrations, generating leads, and personally driving sales opportunities.

Your mission is to help transform Kodaowl's cybersecurity technology into a commercially successful, scalable, revenue-generating SaaS business.

This is not a purely advisory, product marketing, or sales management position. We are looking for someone who can establish the strategy and actively execute it.

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Key Responsibilities

1. Product Strategy & Market Positioning

• Define and refine Kodaowl's ideal customer profile (ICP), buyer personas, and initial target market segments.
• Identify customer challenges, purchasing priorities, and opportunities for differentiated cybersecurity solutions.
• Develop compelling product positioning and value propositions for vulnerability management, exposure management, threat intelligence, and AI-powered cyber risk intelligence.
• Evaluate opportunities involving small and midsize businesses, MSPs, MSSPs, and enterprise customers.
• Translate technical product capabilities into clear business benefits and measurable customer value.
• Develop product messaging, market positioning, and commercialization recommendations aligned with customer requirements.
• Collaborate with the Product Delivery Lead to align product priorities with market demand and revenue opportunities.

2. Pricing, Packaging & Revenue Strategy

• Develop competitive and commercially sustainable SaaS pricing and subscription models.
• Define product packages and service tiers based on assets, applications, scanning requirements, and platform capabilities.
• Evaluate asset-based, application-based, subscription, usage-based, and enterprise pricing structures.
• Establish recommendations for subscription entitlements, scanning frequency, usage limits, and additional services.
• Develop customer acquisition, free-trial conversion, and subscription upgrade strategies.
• Evaluate pricing implications of AI-powered features, LLM consumption, infrastructure costs, and operational expenses.
• Assess competitive pricing, customer willingness to pay, and product differentiation.
• Develop recommendations for custom pricing, volume discounts, and enterprise agreements.
• Support sustainable recurring revenue, customer retention, and long-term commercial growth.

3. Sales Development & Customer Acquisition

• Develop and execute Kodaowl's initial customer acquisition strategy.
• Identify, research, and qualify prospective customers.
• Build and maintain a structured sales pipeline.
• Conduct targeted outbound outreach through professional networks, LinkedIn, referrals, and other relevant channels.
• Lead customer discovery meetings and qualification discussions.
• Prepare and deliver product presentations and demonstrations in collaboration with engineering.
• Develop customer proposals, pricing presentations, and commercial recommendations.
• Manage prospective customer relationships and follow-up activities.
• Lead sales discussions and support contract negotiations and customer onboarding.
• Personally drive qualified opportunities toward paid subscriptions.
• Establish repeatable sales processes and customer relationship management practices.
• Identify opportunities for account expansion, referrals, and recurring revenue growth.

4. Marketing & Demand Generation

• Develop practical, cost-effective marketing and demand-generation strategies.
• Refine website messaging, product positioning, and customer conversion paths.
• Create professional product presentations, sales collateral, executive briefs, and marketing materials.
• Develop targeted LinkedIn campaigns and professional outreach initiatives.
• Identify relevant cybersecurity communities, associations

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How to Apply

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