GTM Associate (Product - Watcher)

GTM Associate (Product - Watcher)
Company: Apollo Research
Location: London
Team: Product
Type: Full-time
THE OPPORTUNITY
We are building Watcher, a coding agent security product. Watcher is deployed in production and monitors billions of agent tokens per month across engineering teams at agent-building scale-ups and multinational enterprises.
We are looking for our first Go-To-Market Associate to build Watcher's pipeline engine and bring a qualified pipeline to the Founding Account Executive.
Think of the role as a BDR / GTM engineer hybrid. Half the work is finding and reaching the right people inside the right companies. The other half is building the systems that make that repeatable: signal detection, enrichment, sequencing, reporting. A good chunk of this job should be automating the previous version of this job.
There is no marketing function for Watcher today. Until there is, you own the parts of marketing that produce the pipeline: events, target personas, and getting our research in front of the people who should read it. Our ideal customer profile and target market are set together with product and the GTM lead. Within those accounts, you decide who we reach, how we reach them, and which experiments we run to find out which segments are real.
You will work directly with our GTM lead. As we grow, this role can develop toward owning deals as an account executive, GTM engineering and operations, or partnerships, depending on where your strengths are.
KEY RESPONSIBILITIES
Build the pipeline engine
Work out which companies are deploying coding agents at scale, who inside them feels the problem, and which of them we should spend time on.
Research accounts and people. Work out whether we have something useful for this person and what it is.
Personalize the outreach. Short, specific, honest messages that a busy security engineer will reply to.
Run outbound as a set of experiments rather than a volume target: test segments, messages, and channels against each other, read the results honestly, and kill what is not working.
Hand qualified conversations to the AE and GTM lead with the context they need to run them well.
Pipeline operations and tooling
Turn repeated manual work into tooling: signal detection for who has started deployment agents, enrichment, sequencing, CRM automation, and the reporting that shows what top of funnel is actually producing.
Maintain best-in-class CRM hygiene: accurate notes, activity logging, dispositions, and next actions. Everyone has visibility where every live opportunity stands and what it is waiting on.
Events and conferences
Own the conference motion end to end. Decide which events are worth attending. Attendee research and prioritisation, pre-show outreach, booked meetings before the doors open, logistics on the day, and follow-up out within 48 hours.
Make the team effective in the room: briefs on who is coming, what they care about, and what we want out of each conversation.
REPRESENTATIVE PROJECTS
Build the signal engine. Write the thing that tells us which companies started deploying coding agents at scale this month, from job posts, engineering blogs, change logs, conference talks and hiring patterns. Score them, attach the right persona, and drop them into the CRM ready to work.
Own a conference end to end. Take a sponsored conference: work the attendee list, research and rank who is worth our time, run the pre-show outreach, land a target number of booked meetings before day one, and have every follow-up sent within 48 hours of the close. Write up the parts worth repeating.
Make how we approach a new account repeatable. Turn the way we research and open a company into something anyone here could run, and then into something that mostly runs itself.
JOB REQUIREMENTS
Must-haves
Around 2+ years in a role where you had to find and open conversations with people who did not know you, and nobody handed you a list: early-stage BDR or SDR, founder's associate, consulting where you were involved in business development or building a practice, solutions or customer-facing engineering, or running your own thing. You do not need to be a formally trained salesperson. If you've built pipeline from scratch in another context, we'd love to hear about it.
You have a track record of building: You can show us something you built to avoid doing a task twice e.g. a scraper, an enrichment flow, a CRM automation, a vibe-coded internal tool.
High agency and ownership. You see what needs doing and do it. When something stalls, you find out why and move it, rather than reporting that it is stalled. You want the responsibility of deciding where our effort goes, not just executing a list.
Startup pace. Excited by a fast-moving environment, comfortable with ambiguity and changing priorities, and willing to grind when it matters.
Technically curious. You need to get interested in how coding agents work and how they fail, well enough to hold a credible conversation with a security engineer and know when to hand off to someone deeper.
Strong nice-to-haves
Background in cyber security, developer tools, or AI/ML
Comfortable leveraging AI heavily for tooling, research, drafting and operations, while holding the output to a high standard.
Experience in founder-led sales. You have supported a founder or a first GTM hire directly and understand how that relationship works.
Comfort with GTM tooling and light scripting. CRM, enrichment, outbound tooling, or anything you have built yourself to avoid doing something twice.
Explicitly not required
Formal AI safety background. We need an excellent operator who can learn the AI safety context, and we will teach you what you need to know.
A sales title.
BENEFITS
This role offers market competitive salary, equity, and competitive benefits.
Base Salary: £72,000 - £98,000; Variable: performance incentives against ARR/qualified pipeline targets.
Everyone at Apollo effectively has an unlimited token budget. If a better result costs more compute, use it.
Flexible work hours and schedule
Unlimited vacation
Unlimited sick leave
Up to 6 months of paid parental leave
Comprehensive health, dental and vision insurance
Retirement savings with competitive employer matching
Lunch, dinner, and snacks are provided for all employees on workdays
Paid work trips, including staff retreats, business trips, and relevant conferences
A yearly $1,000 (USD) professional development budget
Relocation support and visa fees (if applicable)
LOGISTICS
Time Allocation: Full-time
Location: This is an in-person role working out of our London office, with regular travel to conferences and occasional travel to customer sites. We offer flexible working hours and some WFH arrangements.
Visa sponsorship: We sponsor visas in the UK. Sponsorship isn't guaranteed for every role or candidate, but if we make you an offer, we'll work with you to find the right visa route.
ABOUT THE TEAM
You will work directly with Kyle Dai, our GTM lead, and alongside the our founding Account Executive who runs the deals your pipeline feeds. Marius Hobbhahn (CEO) advises the team. You will also interact with our other SWEs and researchers, since we intend to be "our own customer" by using our products internally for our research work. You can find our full team here.
ABOUT APOLLO RESEARCH
The rapid rise in AI capabilities offers tremendous opportunities, but also presents significant risks. At Apollo Research, we're primarily concerned with risks from Loss of Control, i.e. risks coming from the model itself rather than e.g. humans misusing the AI. We're particularly concerned with deceptive alignment / scheming, a phenomenon where a model appears to be aligned but is, in fact, misaligned and capab