Founding AI Legal-Tech Sales — Co-Founder Track (Equity Only) | Settl X
Settl X, San Francisco
If you’re a future entrepreneur who’s obsessed with tech sales + legal/compliance workflows, this is a 0→1 seat to build real revenue systems — and earn a path to Sales Co-Founder.
About Settl X
Settl X builds agentic, explainable compliance for stablecoin rails — continuous KYB/KYT, FinPromOps, and audit‑ready decision trails for exchanges, PSPs/PGs, wallets, and RWA platforms.
We’re building the operating layer that turns regulatory obligations into shippable workflows.
Why this role exists
- Early GTM needs one owner for the full loop: customer truth → positioning → pipeline → pilots → paid
- This is not a support role. This is business ownership.
Who this is for
You’re a fit if you’re:
- a future founder who wants to learn how B2B revenue is actually created
- a tech‑sales enthusiast who likes systems, experiments, and customer conversations
- comfortable with ambiguity and can still ship weekly outcomes
- strong at writing + follow‑up discipline (you don’t drop balls)
Early‑career is fine (0–3 years). High agency is non‑negotiable.
The Co‑Founder Track (how you earn it)
You start as Founding AI Legal‑Tech GTM Lead.
You convert into Sales Co‑Founder when you consistently show you can:
- run discovery + qualification without founders in the room
- build a repeatable pipeline system (not one‑off hustle)
- drive pilot → paid outcomes with clean process
- operate with owner‑level accountability (strategy + execution + metrics)
Typical timeline: ~3–6 months (performance‑based, not tenure‑based)
What you’ll own
1) Customer discovery → positioning (customer truth becomes strategy)
- run discovery calls: pain, urgency, objections, decision process, “why now”
- extract patterns → ICP v1, use‑cases, messaging, ROI narratives
- explain hard topics simply: auditability, controls, vendor risk, privacy/subprocessors, “reliance vs outsourcing”
2) Positioning → pipeline (build the machine)
- build target lists by ICP; run outbound (email, LinkedIn, communities)
- write/iterate sequences weekly based on response data
- qualify leads, scope pilots, push next steps forward
- run a tight CRM + follow‑up system; track funnel bottlenecks
3) Pipeline → close assets (trust accelerators)
Ship lightweight, repeatable assets that reduce time‑to‑close:
- compliance POV memo (why this, why now)
- pilot scope doc + success metrics
- control‑mapping sheet
- evidence / decision‑log examples
- basic security/vendor diligence responses
4) Partner leverage (speed up trust)
Support co‑sell motions with KYT / Travel Rule / identity / custody partners when it shortens the sales cycle.
Weekly operating cadence (what “owner mode” looks like)
Every week you will ship:
- learnings from customer conversations (structured notes, patterns, objections)
- ICP/messaging updates (v1 → v2 → v3)
- outbound iterations (new list + new copy)
- pipeline metrics (meetings → qualified → pilots → paid; where deals stall)
- one new “trust asset” or playbook improvement
What you’ll learn (why entrepreneurs love this seat)
- 0→1 GTM: ICP, messaging, channels, outbound, pipeline mechanics
- B2B sales craft: discovery, qualification, objections, pilots, procurement
- Product sense: customer truth → requirements → roadmap decisions
- AI workflows mindset: agents/tools/RAG + reliability/quality thinking (no coding required)
- Legal/compliance + stablecoin rails: the category where trust + evidence wins
Success looks like (30/60/90)
- Day 30: 20+ structured conversations; ICP + messaging v1; you can run calls end‑to‑end
- Day 60: consistent qualified meetings weekly; visible funnel metrics; strong follow‑up system
- Day 90: one repeatable channel working; pilot → paid motion underway; playbooks/assets documented
- (We do an owner‑track review around this point.)
You’re a fit if
- high‑agency, comfortable with ambiguity
- strong writing + follow‑up discipline
- can reason about product/data flows (APIs, webhooks, logs) even if you don’t code
- want customer‑facing work and enjoy moving deals forward
Not a fit if
- you want a purely internal role
- you avoid customer conversations
- you need heavy structure to execute
How to apply
Email 3–5 lines with:
- 1 thing you’ve owned end‑to‑end
- why this role + why legal‑tech/compliance + stablecoin rails
- a simple 30/60/90 plan to learn the domain + generate pipeline