Head of Demand & Commercial Growth
About Filecoin Foundation
Filecoin Foundation (FF) is an independent organization that facilitates governance of the Filecoin network, funds critical development projects, supports the growth of the Filecoin ecosystem, and advocates for Filecoin and the decentralized web. In 2017, the creators of Filecoin envisioned that an independent Filecoin Foundation would serve as the long-term governance body for the Filecoin Ecosystem. They gave the Foundation the mandate to “grow an open ecosystem for decentralized storage” and to “give developers an open and sustainable platform to build, enhance and monetize those services.” They wanted the Foundation to be modeled on Foundations for other open source projects like the Apache Software Foundation, the Mozilla Foundation and the Linux Foundation. The Filecoin Foundation operates independently of Protocol Labs, the organization that designed and built the Filecoin network. As a member of our early-stage team, you will have the opportunity to help define our growth as the organization scales. At Filecoin Foundation, we are a fully remote organization and support a remote, collaborative, and inclusive working culture from anywhere in the world.
The Role
This is our first commercial growth senior hire scaling our go-to-market work.
You will own demand, pipeline, and revenue execution. Not manage, but own. You’ll build the system, run it yourself at first, and scale only when revenue justifies it. This is a scrappy role for someone who has built from zero before and prefers execution over abstraction.You’ll work directly with executives in the Filecoin ecosystem and our GTM Enterprise Growth Lead to define and execute revenue strategy.
What You’ll Do
1. Generate Commercial Pipeline with our Enterprise Growth Lead (Hands-On)
- Work with the Enterprise Growth Lead to define ICPs and sharpen positioning.
- Build inbound from scratch (technical content, SEO, ecosystem visibility, marketplace presence).
- Support outbound with messaging, campaigns, and tooling.
- Improve conversion from MQL → SQL → Opportunity.
- Track everything. Fix what’s broken. Repeat.
2. Close & Support Revenue with the GTM team
- Run enterprise conversations early.
- Help move technical deals forward alongside founders.
- Build basic but disciplined forecasting and pipeline hygiene
- Work with the Enterprise Growth Lead to turn post-launch interest into signed contracts.
You’re comfortable in early sales cycles and technical buyer environments.
3. Own and Build the Commercial Function
No premature structures until true customer demand and growth hits
As revenue milestones are hit, you will:
- Bring along AEs when pipeline can support quota.
- Work with Solutions Engineers when technical load demands it.
- Help staff up on BDRs when outbound becomes repeatable.
- Evaluate Demand Gen support once inbound channels prove ROI.
4. Drive Ecosystem & Marketplace Traction
Distribution matters.
- Ship unilateral, documentation-first integrations to match competitor ecosystem presence.
- Prioritize visibility in key developer tools.
- Get listed and transactable on major cloud marketplaces.
- Track marketplace-sourced revenue.
We prefer shipping integrations over negotiating slow BD deals.
5. Operationalize Partnership Revenue
If we close third-party or ecosystem deals, you own the commercial follow-through:
- Migrate customers cleanly.
- Protect and retain revenue.
- Build cross-sell pathways.
- Ensure partner revenue is measurable and forecastable.
Announcements don’t count. Revenue does.
What Success Looks Like (12–18 Months)
- Clear ICP and repeatable messaging.
- 50%+ of pipeline sourced from inbound and ecosystem channels.
- Predictable pipeline reporting.
- Post-product-launch traction converted into ARR.
- Predictable revenue from direct and channel sales
- Help shape product differentiation and
Ideal Background
- 8–12+ years in B2B infrastructure, cloud, storage, AI/ML, or developer tools.
- Built pipeline from zero in an early-stage environment.
- Comfortable selling technical infrastructure.
- Strong operator - you measure before you scale.
- Experience with marketplaces and integration-led growth is a plus.
- Scrappy, analytical, low-ego, high-ownership.
Why This Role Matters
We don’t need a big team. We need someone who can build the engine.
If you’ve built demand and revenue from scratch in a technical startup to mid sized revenue, and also have had experience seeing operations at large enterprise companies. You want real ownership in an exciting fast-paced infrastructure environment, this is the role for you.
