Solstice Labs
Lorikeet is redefining what customer support looks like — and we're just getting started.
We build AI that handles complex, high-volume support for fintechs, healthtechs, marketplaces, and delivery services. Not chatbot-tier AI. The kind that actually resolves tickets, gives support teams their time back, and raises the bar for what software can do.
We're backed by over $50M USD from QED, Blackbird, and Square Peg, with backing from operators like Claire Hughes Johnson (ex-Stripe COO) and Cristina Cordova (Linear COO), plus founders of Canva, Atlassian, and Airwallex. We're the first company since Canva to be funded at early stage by all three of Australia's top VC funds — which tells you something about the calibre of people who've looked closely at what we're building and said yes.
Our customers include some of the largest telehealth, fintech, and marketplace companies in the US and Australia — many handling over a million support tickets a year. The problems are real, the scale is real, and the work matters.
If you want to build something that genuinely changes how businesses and customers interact — this is the place.
We're building our go-to-market engine from the ground up — and this role is at the centre of it. Reporting directly to the CRO, you'll be a founding member of our GTM team: the person who designs, builds, and owns the systems that turn market signal into qualified pipeline, and a genuine right hand on how we take Lorikeet to market.
This role sits at a rare intersection: engineering, commercial strategy, and AI tooling. You'll build the enrichment workflows, automation logic, and AI-powered systems that make our sales and marketing motion scale — and you'll help decide what we build and why, not just how. You'll be building what doesn't exist yet, not maintaining what does.
We're an AI company, and we intend our GTM function to look like one. Our current stack includes Clay, HubSpot, and Claude, and you'll have real ownership over what we add, remove, and connect next — including building agentic workflows that most GTM teams haven't even imagined yet.
Own the GTM tech stack. Architect and operate our go-to-market tooling — Clay, HubSpot, Claude, and whatever else earns its place. You decide how data flows between systems, what the source of truth is for each data type, and when a new tool is genuinely additive versus just adding noise.
Build AI-native pipeline workflows. Design and ship the logic that moves accounts from signal to sequence without manual intervention — enrichment waterfalls, intent-triggered outreach, lead routing, lifecycle automation, and agentic research and personalization workflows powered by Claude. Every workflow you build will be instrumented so you know what's working.
Shape GTM strategy alongside the CRO. Bring data-backed recommendations on ICP, segmentation, territory design, and where to focus next. Your systems generate the insight; you'll be in the room deciding what we do with it.
Keep our CRM clean and actionable. Not by manually scrubbing records — by building the systems that prevent the mess from accumulating. Deduplication logic, enrichment pipelines, lifecycle stage hygiene: the infrastructure that makes everything downstream more reliable.
Surface the right accounts at the right time. Build ICP scoring models, intent signals, and segmentation logic that makes our outbound smarter. The goal is precision, not volume.
Report on what matters. Build the dashboards that connect GTM activity to revenue outcomes — meetings booked, pipeline generated, conversion rates by segment. Over time, this becomes the pipeline story we tell the board, and you'll help tell it.
Help build the team. As we scale, you'll help define the GTM roles around you — and, if you want it, lead them.
This is a founding role with a deliberate trajectory:
First 6 months: Build the engine. Architect the stack, ship the automation, prove what an AI-native GTM motion can do.
6–18 months: Own outcomes, not just systems. Take responsibility for segments or territories, and bring data-backed pipeline strategy directly to the leadership table — including board-level reporting.
Beyond: Help design the GTM org around you as we scale. You'll shape the roles we hire next, and have a real path to leading them.
If you want a seat at the table rather than a ticket queue, this is that role.
You're someone who sees a manual process and immediately starts designing the system to replace it. You care about pipeline quality, not just pipeline volume, and your instinct is always to build leverage, not add steps. And you're ambitious about more than systems: you want to help decide where the company goes commercially.
You've spent 4+ years in GTM engineering, revenue operations, a technical sales or marketing role — or you're an engineer who's gravitated toward the commercial side of the business. What matters is that you've built real things, not just maintained them. You have deep experience with tools like Clay, or the demonstrated ability to master them fast: you've built complex enrichment, automation, or AI-powered workflows somewhere, you're comfortable connecting tools via API without filing a ticket to engineering, and you're fluent in how CRM data models actually work.
You think commercially: you know what a good ICP looks like, you understand funnel economics, and you care about whether the thing you built actually moved the number. And you're genuinely fluent with AI — not just using it, but building with it. You have strong instincts for where LLMs and agents create leverage in a GTM motion, and you're excited to define what a next-generation commercial function looks like.
Startup experience helps. You're comfortable with ambiguity, energized by ownership, and not waiting for someone to hand you a playbook.
Think in systems first. When something is done manually more than twice, you're already sketching the automation. Your instinct is to build infrastructure that scales.
Build with AI, not just alongside it. You've shipped LLM-powered or agentic workflows — enrichment, research, personalization, scoring — and you have opinions about where this is all going.
Can connect technical decisions to revenue outcomes. You've built workflows that improved pipeline quality, meeting rates, and conversion — and you can articulate why it matters in commercial terms.
Want a seat at the table, not a ticket queue. You're excited to work directly with the founder on decisions that shape the company — and one day, to present the results to the board.
Thrive when you're writing the playbook. This is a founding role at Lorikeet. There's no existing system to inherit, and that's exactly the kind of challenge that gets you going.
A culture that's genuinely different. Low ego, high trust, no tolerance for talented jerks. We work efficiently, keep hours flexible, and actually mean it — because life outside work matters. We're committed to building a diverse team and actively encourage applicants from underrepresented backgrounds. We care far more about user obsession and eagerness to learn than traditional credentials.
A front-row seat to building something meaningful. We're Series A and moving fast. You'll have real scope to shape the product and the company — not just execute someone else's vision.
Performance recognized in real time, not on a calendar. Promotions happen when you're ready — leadership meets every six weeks specifically to identify and recognize strong performers, so you're never waiting for an arbitrary review window to move up.
We're AI-native, and we'll make you AI-native too. Every person at Lorikeet uses AI in their day-to-day work (current favourite: Claude Code), with unrestricted access and no usage limits. You'll leave with skills that matter for the next decade of work.
Twice a year, the whole company flies to Hawaii. Headquartered in Sydney, with teams spanning the US and UK — which means getting everyone in the same place is something we invest in seriously. We spend the time hacking on ideas, building things together that wouldn't otherwise exist, and making memories that remind you why you joined a startup in the first place.
A recruitment process built on respect, not hoops. We keep it simple: a couple of informal chats to share our story and hear yours, followed by a paid ~two-day work trial. The work trial is genuinely the best part — you'll work on real problems alongside the actual team, get a true feel for how we operate, and we'll both come out of it knowing whether this is the right fit. No trick questions, no take-homes that disappear into a void. Just real work, done together.
If you're from an underrepresented background and don't tick every box, please reach out anyway. We know firsthand that diverse teams perform better, and we're proud that our team reflects a broad spectrum of identities and lived experiences.
Solstice Labs
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