Founding GTM
Delfa
Founding GTM
Delfa
AI-driven PRM automating trial recruitment
Billions of people still suffer from everyday diseases. One key reason: clinical trials are broken.
Pharma spends $120 billion a year on trials, and most are delayed by bottlenecks like patient recruitment. Delfa is fixing this with autonomous AI agents that automate the work of running a trial.
In less than a year from launch we have:
Deployed onto 500+ trials across multiple conditions
Reached seven figures in ARR, growing 25% month on month
Raised an oversubscribed $3.8m seed from tier-one AI investors
We're hiring a Founding GTM to own revenue end to end: find the deal, run it, close it, and make sure the market knows who we are.
Delfa is at an inflection point. Our core offering is proven and on track to support the recruitment of thousands of participants into trials in 2026. We're also launching new products for biopharma companies. The next step is taking Delfa from seven to eight figures in ARR.
You'll work shoulder to shoulder with the CEO. You'll own the full funnel, from the first touch with a research site or sponsor to a signed contract and a clean handover to onboarding. You'll also own how Delfa shows up in the world: our website, our content, our presence on LinkedIn and at the industry's key conferences.
Source pipeline
Build a repeatable outbound engine to research sites, site networks and sponsors, using market analysis and tooling you build yourself
Find the signals that tell us when a buyer is ready, such as a site taking on new studies or a sponsor moving an asset into the clinic
Turn conferences, partners and referrals into qualified meetings, and follow up fast
Close deals
Run discovery and demos that show a prospect their own workflow back to them
Map how sites, networks and sponsors buy: who signs, who blocks, and what makes them move
Hand over cleanly to onboarding, and spot expansion from pilot to multi-site
Own our marketing presence
Own our story and positioning, and keep sharpening it with what you hear on calls
Run our content engine: LinkedIn, newsletters, case studies, and thought leadership
Track which channels convert and put more behind the ones that do
Build the machine
Automate research, outreach and reporting with AI agents you build yourself
Set up the CRM, metrics and playbooks a future GTM team will inherit
You close. You've owned a number and taken deals from first contact to signature. You're comfortable negotiating price and contract terms, not just running demos.
You can write and you can sell. You can draft a LinkedIn post in the morning and run a commercial negotiation in the afternoon. Our customers should feel like we've been eavesdropping on their internal meetings.
You thrive in high-stakes environments. Many of our customers are staking their survival on their clinical programmes. Your work is the foundation of their trust in us.
You're a builder. We sell into a complex, regulated industry where timing is everything, and off-the-shelf GTM tools fall short. You build your own edge, and you love working with AI agents like Claude Code to do it.
You don't wait for instruction. You define the problem and solve it.
You move fast. You're exceptionally sharp, productive and ready to go.
Experience selling into clinical research, life sciences or healthcare is not required.
Competitive salary and meaningful equity
Private health insurance and gym membership
25 days' holiday plus UK public holidays
A modern office five minutes from Old Street station
True 0 → 1 ownership: you'll own how Delfa wins customers and how the market sees us, and help get new treatments to patients faster
We aim to get you an offer within two weeks.
Intro chat with Tom, CEO (30 mins). We'll talk about your experience, values and career goals, and you'll get a feel for the role and the team. Afterwards we may ask you to share a deal you closed or a piece of marketing you're proud of.
Role play (60 mins). You'll work through a role play with Tom, so we can see how you think and solve problems.
Challenge (90 mins). Come to our office and work through a real task with us. It's the best way for both sides to see how we'd work together.
Offer.
To the serious, the ambitious and the optimists: we'd love to hear from you.
Delfa builds an AI-native operating system for clinical trial operations, starting with automating patient recruitment. It uses multilingual AI agents to reach out to patients via phone, SMS, and chat to pre-screen eligibility, answer questions, schedule visits, and send reminders, while centralizing all outreach and data and syncing with existing CTMS systems. The platform differentiates itself through end-to-end automation, multilingual agents, and tight CTMS integration, backed by leaders with deep expertise in applied AI and medical AI and a focus on clinical research site networks. Its long-term goal is to become a full-stack operating system for clinical trials, enabling smarter site selection and automated study start-up to reduce enrollment delays.
Explore more opportunities at Delfa