Location: Barcelona (on-site)

Type: Full-time

Department: Sales / Go-to-Market

Reports to: Co-Founder / Head of Sales

Start date: September About Walter

Walter is an AI-powered IT management platform for integral teams. We automate the entire hardware and access lifecycle: onboarding, device provisioning, security, and support, all in one place, inside the tools teams already use (Slack, Teams, Personio etc.). We operate in more than 150 countries today. We're a small, fast-moving team building something new from scratch. About the role

We're looking for a Founding GTM to lead the launch of a new strategic market for Walter — the first go-to-market hire dedicated to opening that market from the ground up. This is a foundational, high-ownership role: you'll own the full sales cycle for that market's prospects, from prospecting to close, while helping shape how Walter positions, prices, and sells locally. You'll work directly with the founders to turn early traction into a repeatable playbook, and have a real path to building and leading the team that scales it.

Great fit for someone who wants to build a market from zero, not manage one that already exists. Responsibilities

Own the end-to-end GTM strategy for the new market: define the ICP, the initial target account list, and the go-to-market approach.

Build and run outbound and inbound pipeline for that market — prospecting, qualifying, and owning full sales cycles from first contact to close.

Adapt Walter's positioning, messaging, and pricing to local buyers (IT, HR, and Ops leaders) and their specific procurement and compliance expectations.

Identify and build relationships with key channel partners, resellers, and integrators in the target market.





Represent Walter at relevant trade shows, events, and industry meetups to build brand presence and generate qualified leads.

Gather market feedback — competitors, regulatory/compliance nuances, and buying behavior — and relay it to product and leadership.

Negotiate and close deals with new accounts, working closely with the founders on pricing, terms, and contracts.

Set up and maintain the CRM pipeline for the new market and report progress against pipeline and revenue targets.

Partner with marketing to test and refine local campaigns, content, and lead-gen channels.

Document what works into a repeatable playbook, and help hire and onboard the next team members as the market scales. Requirements

Excellent communication and relationship-building skills in English; additional languages are a plus.

2+ years of experience in B2B sales, business development, or GTM roles — ideally in SaaS, IT, or HR tech.

Proven track record of building pipeline and closing deals from scratch, ideally in a new-market or 0-to-1 context.

Strong commercial instinct and ability to adapt quickly to a new market's business culture and decision-making processes.

Comfortable with high autonomy and ambiguity — this is a role you build, not one you're handed.

Analytical mindset, comfortable working with data, forecasts,



and spreadsheets.

Highly organized and proactive, able to manage a full sales cycle without dropping the ball.

Willingness to travel periodically for client meetings and events; based on-site in Barcelona otherwise. Nice to have

Experience with CRM tools (HubSpot, Salesforce) and outbound sales tooling.

Experience opening a new market or launching a product in a new geography.

Background in SaaS, Tech, IT, HR tech, or hardware/device management.

Track record of high performance outside of work: competitive sports, academic competitions, or any discipline where you've competed and won. What we offer

Full ownership of opening and building a brand-new market for Walter, from day one.

Direct, daily work with the founders — no layers in between.

A real path to building and leading the team as that market scales.

Competitive salary plus variable compensation tied to revenue generated.

Coffee, water, and fruit always available.

Fast-paced, high-growth environment where your work has immediate, visible impact.

Our values

We get involved. We're not spectators, we dive into projects and take ownership of the outcome.

Direct, constructive feedback, always. We say things clearly and on time, with the intent to help each other improve.

The goal is not the limit. We aim to exceed targets, not just meet them.

Real ownership. We act like owners of the problem, not like we're waiting to be told what to do.

Speed with judgment. We'd rather move fast and course-correct than overanalyze without acting.

Simplicity first. We look for the simplest solution that works, not the most complicated one.

📌 Founding GTM (España)
🏢 Walter
📍 España