Go-To-Market Lead

Go-To-Market Lead Apply to the role Send us your CV and 2 or 3 achievements you're proud of that show you'd be good at this. A few lines for each is enough. [email protected] We're looking for someone who wants to crack how the organisations behind the world's largest infrastructure projects buy, and has the drive to keep pushing until they buy. We started Iconic in mid-2025 to build what wasn't possible before AI: software that helps the owners and builders of large infrastructure projects make and assure the right decisions at any point in the project lifecycle. Today we support five clients across energy, rail, airports and industry. We sell to asset owners and to the general contractors who take on a significant part of the design risk, because the decision on what to build drives most of a project's value. The organisations we work with typically allocate more than a billion a year in capital across a portfolio of projects. You'll build the commercial function with our founders. Krijn led assurance reviews of megaprojects at McKinsey and built a venture-backed company before Iconic. Richard built and exited an AI company that sold into national governments. A Delivery Lead owns our clients after signature, so your focus stays on new business. What we sell What we sell comes down to helping these organisations make and assure the right decisions: the ones that ultimately drive value creation. That is hard, because these projects are too complex for anyone to hold the full picture. Each level of the organisation experiences that differently, so each gets something different from Iconic: Control, for executives. They oversee a portfolio and can't know the state of every project. We give them a systematic view of where each one actually stands, so they know where to step in. Security, for project directors. With countless interfaces, document versions and disciplines working partly in isolation, we make sure each discipline's work is checked against the rest, so every major decision is assured before it's taken. Productivity, for project teams. We draft documents and take on their most laborious work, such as submittal reviews, bid evaluations and building the risk register. The work gets done faster and to a higher standard, and the decisions that rest on it get better too. When we get in front of the right people, the case is strong: a single issue caught early, or one decision changed, usually pays for a year of Iconic. We've tested this on completed projects. Using only the documents from before execution, Iconic consistently found the root causes of the cost overruns and delays that followed. How we sell Sales cycles at these organisations are long, and we have learned to compress them. We typically get in at a senior level, where one demo is usually enough to get people excited. We then start with Iconic Start, our entry offer. We take one important decision or cumbersome process, such as a stage gate, a project about to go out to tender or a subcontract package, and run it through Iconic in our own environment. It is paid from a single project budget, needs no integration with the client's systems and shows results within weeks. That is where the project teams come on board. They see the time saved and the quality gained, and they get to spend their time on what they were hired for: managing the project or doing the engineering. From there we move to Iconic Enterprise: the full platform, deployed across their projects and integrated with their systems, their standards and the way they take their big decisions. What we haven't settled yet is whether we win faster by selling at portfolio level, across all of a client's projects, or project by project.

This role is about winning new clients for Iconic and building the way we do it. Map the universe of potential clients across the AI infrastructure build-out, the rebuild of Western infrastructure and the energy transition, starting in continental Europe and the UK, with the US to follow, and define which delivery archetypes suit Iconic best For the organisations we prioritise, work out how they buy: which budgets sit in projects and which in corporate, who allocates them, when the cycles run and how much each level can decide on its own Turn that into an approach per account, and open doors through introductions, events, what we publish and outreach under the founders' names Convert those conversations into paid Iconic Start engagements together with our Delivery Lead, and help grow them into Iconic Enterprise contracts Bring in the founders at the moments that matter, and run the process through procurement, legal and security reviews to signature Set up the CRM, the funnel and the other processes and systems we need as you go The work is output first. In your first three months, that means building a long list of target organisations and getting six of them started on a paid Iconic Start engagement.

The essence of this role is cracking how large organisations buy. They are political, and they have their own ways of doing things. No is the default, and a good product delivered well does not automatically win the next contract. The game is working out how they buy and then pushing until they do, and you need to love playing it. You're curious about how organisations really work, and you enjoy working out who decides, where the budget sits and what moves it You're a hunter. Once you know the way in, you don't let go: you follow up after the silence, find a second door when the first one closes, and keep going until it signs You have four to six years of commercial experience, ideally selling into large, complex organisations Experience in our industry is a plus, not a requirement. An engineering background, or anything else that lets you speak our clients' language, helps In the coming years we want to add 10 to 20 new global clients on an annual basis. The approach you build is how we get there.