Founding AI Legal-Tech Sales — Co-Founder Track (Equity Only) | Settl X

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

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