Founding GTM (SDR)

About Surface Labs
Surface Labs is an applied AI lab building the future of Marketing Operations.

We’re backed by Y Combinator, Garry Tan, Dharmesh Shah (co-founder of HubSpot), and the CEO of AngelList, our AI agents have driven $40M+ in inbound pipeline and process 50K+ leads monthly.

We're the CMO's best friend: less manual work, more pipeline, predictable revenue. Our system creates and captures demand with content agents that boost rankings in AI search (ChatGPT, Perplexity, Gemini), then systematically convert that traffic into qualified leads and demos on autopilot.

In the last few months, we've grown from 5 → 12 people across Engineering, Design, and Content — and are now bringing on an SDR to scale our outbound motion. Our marketing efforts generate thousands of leads per month, and you'll work alongside a full-cycle AE, a GTM engineer, and the founder to convert those leads into demos.

The Role
Work directly with the CEO to run outbound and open doors at the right companies. High ownership, quota-carrying, with a track to Founding AE if you're killing it. In-office 5 days a week in SF (sometimes weekends) — we move fast and build together.

What You'll Do

• Run outbound across cold calls, LinkedIn, email, and in-person (SF events + occasional travel)
• Convert thousands of monthly leads into qualified demos
• Own the full pipeline: targeting → messaging → scheduling → follow-up
• Hit monthly meeting quotas and keep CRM clean

You're a Fit If You…

• 1–3 years in sales, GTM, or customer-facing roles (or strong hustle background)
• Have done the unglamorous work: built lists from scratch, ground out calls and emails all day, then did it again
• Comfortable with outbound and rejection
• Used tools like Clay, Sales Navigator, or Apollo
• Relentless, high-energy, and always growing

Nice To Have

• Experience pitching B2B SaaS or GTM tech tools (HubSpot, Salesforce, marketing automation, etc.)
• Technical interest or experience (vibe coding, Claude Code, etc.)
• Willing to find ways to automate your job using AI automations/code

Comp

• Base: $60K–$80K
• OTE: $90K–$110K (base + commission with accelerators)
• Equity: 0.05%–0.2% (4-year vest, 1-year cliff)

Perks & Benefits

• Health, dental, and vision insurance
• 401k Plan
• Food and travel reimbursement
• MacBook
• International team off-sites

Interview Process

1. Apply on YC Work at a Startup job portal

2. Intro Call + Cold Call Simulation (30 min) — Quick chat with our CEO on fit and whether the in-office, high-intensity pace is right for you, followed by a short live cold-call role-play against a skeptical prospect. We coach you once and have you re-run it to gauge coachability.

3. In-Person Day (SF) — Required. Spend the day with the team in our SF office:

   • Live Writing Session (15 min) — Given a real ICP, draft cold emails on the spot. A quick check that you can write well and grasp our ICP fast
   • Mock Demo — Run a demo of Surface (we'll send materials to study beforehand)
   • 3 Hours of Cold Calling — Get on the phones and book us a real demo

4. Final Conversation (30 min) — Culture fit, comp, AE trajectory, and your questions