About Fulcrum

Why Fulcrum

• Rocket-ship growth. We’ve achieved multiple seven figures in ARR in just over a year, serving large enterprise clients including 25% of the top 50 brokers in the country.
• Extreme ownership. You’ll work directly with enterprise users and ship end-to-end products that save them hours every week.
• Bleeding-edge problems, real impact. Tackle tough AI and product challenges whose wins show up immediately in customer workflows.
• In-person collaboration. Join a lean, staff-level team (ex-Affirm, Uber, DoorDash, McKinsey) working side-by-side in San Francisco; we believe the best ideas are fostered in an in-person environment.
• Top-of-market rewards. Competitive base salary plus meaningful founding-team equity.

What You’ll Do

• • Partnership Strategy & Ecosystem Development
    • Map and prioritize partnership opportunities with industry groups, associations, and key technology players in the insurance ecosystem.
    • Build and manage strategic relationships that can serve as scalable acquisition channels (e.g., platforms, data providers, distribution partners).
    • Structure partner programs, incentives, and co-marketing motions to drive high-quality leads and revenue.
  • Channel & GTM Strategy
    • Design our portfolio of GTM channels—direct, PE/VC-backed portfolio companies, industry events, brokers’ networks, and more.
    • Develop hypotheses for where we have unfair advantage (e.g., specific segments, geos, or partner types) and run structured experiments to validate.
    • Build simple, clear frameworks for where we invest (and where we don’t), and turn those into operating plans.
  • PE & Strategic Relationships
    • Shape and execute a GTM motion via PE funds and other capital allocators who influence broker decisions.
    • Identify and prioritize funds whose portfolios align with Fulcrum’s ICP, and design repeatable ways to engage them (portfolio days, joint sessions, playbooks).
    • Partner with Arjun on high-stakes external meetings, providing the research, narrative, and follow-through to turn conversations into deals.
  • Campaigns & Growth Programs
    • Coordinate and execute cross-channel campaigns: customer referral programs, co-marketing with partners, event-based campaigns, targeted outbound motions, etc.
    • Work closely with Sales, Product, and Customer teams to turn product launches and case studies into compelling GTM narratives and assets.
    • Build light but rigorous measurement: clear goals, tracking, and post-mortems to understand what’s working and double down.
  • Execution, Systems & Communication
    • Translate strategy into concrete plans, timelines, and operating cadences (e.g., quarterly GTM priorities, weekly experiments, partner pipelines).
    • Create crisp materials for internal and external audiences—decks, one-pagers, narratives—to align stakeholders and move decisions forward.
    • Establish feedback loops from the field (customers, partners, sales) back into our GTM strategy and product roadmap.

Who You Are

• • Background
    • ~5–8+ years of experience, ideally including time as an Engagement Manager (or equivalent) at a top-tier consulting firm and/or in a strategic/growth role at a B2B SaaS startup.
    • Experience in GTM, partnerships, corporate development, or growth strategy; bonus if you’ve worked in or around insurance, fintech, or other regulated B2B industries.
  • Strategic + Hands-On
    • You’re comfortable moving from a blank sheet to a structured strategy—and then into the weeds to execute it.
    • You think in frameworks, but you measure yourself by outcomes: pipeline, revenue, and quality of relationships.
  • Partner & Relationship-Oriented
    • You know how to build credibility with senior stakeholders (CEOs, PE partners, industry executives) and turn that into tangible opportunities.
    • You’re skilled at navigating multi-party ecosystems and aligning incentives across partners.
  • Analytical & Experiment-Driven
    • You’re rigorous with data: market sizing, funnel analysis, and experiment design are tools you use instinctively.
    • You’re comfortable with ambiguity and use structured experimentation to find signal quickly.
  • Communicator & Operator
    • You can distill complex problems into concise narratives for executives and external partners.
    • You’re organized, reliable, and can run multiple projects in parallel without dropping details.
  • Builder Mindset
    • You’re motivated by ownership, speed, and the chance to build something from the early stages.
    • You’re excited to work directly with the CEO, influence company-level GTM decisions, and see your work reflected in how we grow.