Founding Business Development

About the product

HaveTheWhy is an AI platform for in-depth research through dialogue in Telegram, WhatsApp, and web chat. Our AI agent works like a research interviewer: it asks follow-up questions, adapts the conversation to each respondent, operates 24/7 in any language — and automatically analyses the results.

We already have beta clients: from cognitive-tech startups to products with 50K+ active users. The technology works. Product-market fit has not been found yet — and that is the core mission of this role.

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About the role

You will be the first person on the team responsible for customer acquisition and market discovery.

How responsibilities are split: you own and run the top of the funnel — outbound campaigns, data enrichment, segment testing, lead qualification through to the demo stage. The CEO runs demos and closes deals.

You are not a salesperson and not a classic marketer. You are an outbound engineer with a product mindset, who uses segment experiments to help find PMF. Every outbound campaign is a market hypothesis: who is our customer, what are they willing to pay for, what messaging works.

What you learn through outreach and market responses directly shapes our product backlog and positioning.

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• Hands-on experience with AI-driven outbound: Clay (or Instantly / Smartlead / Lemlist with LLM personalisation), waterfall email search, email infrastructure setup. Not "heard of it" — actually launched campaigns and got replies
• Experience at an early-stage startup (pre-PMF / seed / early growth) — you know how to search for a market, not just scale an existing one
• Product mindset: background in product marketing (positioning, messaging, ICP) or customer development. You hear the real job behind a customer's words and can connect it to product capabilities
• Fluent English — spoken and written MAST
• Hands-on approach: you can build a list in Clay, write a sequence, set up a domain, analyse results — all within a day or two

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• Experience in B2B SaaS or platform products
• Experience as the first BD / growth hire at a startup
• Familiarity with JTBD and Customer Development as a methodology
• Experience with LinkedIn outbound (Sales Navigator, automation)
• Ability to run small-budget test ad campaigns

Outbound & lead generation (core focus)

• Build an AI-driven outbound machine: list building, LLM-based data enrichment, qualification, personalised email sequences
• Work with Clay (or similar tools) and email outreach platforms: Instantly, Smartlead, Lemlist
• Use waterfall contact search and non-standard sources to find relevant decision-makers
• Set up campaign infrastructure: domains, warm-up, deliverability, metric monitoring
• Bring qualified leads to the demo stage — the CEO takes it from there

ICP discovery through experiments

• Test segment hypotheses fast: build a list, enrich it, launch outreach, analyse responses, draw conclusions
• Track reply rate, qualified rate, and conversion to demo by segment — and use that data to find who needs the product most
• Collect structured market feedback: what messaging resonates, which pain points come up most, what objections appear, which use cases land

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• Fully remote work
• Flexible schedule
• Compensation discussed individually: fixed salary + performance-based bonus, with possible equity
• A direct path toward Head of Sales / Head of GTM‍
• Direct path to a C-level or Head of GTM role as the team grows
• Direct collaboration with the founders, real influence on product and strategy

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