Founding GTM

About Karrot

Karrot is bringing precision care to Aged Care.

Aged Care generates massive amounts of data, more than any clinical team can process and act on. What makes it uniquely hard is that most of it is text, often written by clinicians on the job, in which the determinants and outcomes of a person's health are buried. We're building the infrastructure to centralise that record and fuse it with more quantitative information to create precision clinical insight into a person’s health trajectory.

Our first facility is live and processing clinical data on its residents today. We’re backed by funding from inside the aged care industry itself, from operators who know this market. The product is pre-revenue, the signal is strong, and now we want to accelerate to market. We're looking for the person who makes that happen.

The precision we offer pays twice. In a sector running on low-single-digit margins, providers stop paying for care nobody needed, and residents stop being cared for as an average.

We think bringing change to Aged Care represents one of the greatest opportunities for societal uplift going. It is one of the only services nobody wants to use, and everybody eventually does. What we're building will come to touch almost all of us at some point in our lives. Join Karrot to make that experience the best it can possibly be.

The role

Founding GTM in the fullest sense. You'll write the playbook. We've spent months in conversations across the sector and on expo floors, and we're now making the hire to turn that into a market: messaging, pricing, collateral, a demand engine, a repeatable pilot motion. You'll build it, then run it. Expect the early months to weigh toward positioning and launch work, and to be in front of customers the whole way through.

This role is highly collaborative. You’ll be working alongside the founder building the commercial strategy, and iterating with the product team based on customer feedback. You'll have direct access and fast decisions, and full ownership of the parts you're best placed to own.

Some of what you can expect to do includes:

• Positioning: Finish our customer discovery programme and turn what you hear into the messaging, ICP definition and value narrative we take to market

• Commercial Model: Own pricing and packaging for a per-bed SaaS product still being validated — including what a pilot includes and how it converts into a paying contract.

• Demand sourcing: outbound, content, sector events and conferences, warm-introduction paths, partnerships with peak bodies and consultants.

• Run launches: Own product launches end-to-end — narrative, collateral, sequencing, comms, internal readiness.

• Pipeline management: Work the pipeline yourself, prospecting through to close, primarily with standalone operators where one person holds buying authority.

• Replicate what works: Turn the deals you win into a repeatable motion and the enablement material the next hires ramp on.

Who we're looking for

Someone looking to address one of society's greatest challenges. The older people who are our end customers are at a confronting point in life, and we need someone with the empathy and emotional bandwidth to genuinely understand how we can help Aged Care providers serve them better.

Alongside that, we’re looking for a builder who has taken a product to market without an established playbook. Aged Care domain expertise is not required; we'll teach you the sector. Real curiosity about it is non-negotiable.

You're a fit if

• 3–5+ years across GTM, product marketing, sales or commercial roles, mostly at early-stage companies

• You've owned real GTM work yourself: written the positioning, set the pricing, run the launch

• You've closed complex, multi-stakeholder deals with no case studies, references or brand doing the work for you

• You can build a pricing model, a business case and a funnel report yourself

• You're an active AI power user — you reach for these tools to do the work of a team of three, because for a while you will be

• You're comfortable in front of conservative, trust-driven buyers: facility owners, CEOs, Directors of Nursing

• Sydney-based and up for the office, with a licence and genuine willingness to be inside facilities across NSW regularly

Nice to have

• Health tech, aged care, health services delivery, or another regulated sector

• Experience selling a product that coexists with an incumbent system rather than replacing it

• Personal or family experience of the aged care system

Compensation

Base salary of $130,000 - $150,000 plus superannuation, depending on experience. An additional milestone bonus is offered in year one, tied to pilots converted and the commercial engine shipped. Once there's a proven pipeline to earn against, that shifts to a conventional uncapped commission structure.

On top of that, we offer a competitive ESOP and negotiable working arrangements. We believe in compensation package flexibility so we can put together the package that works best for you.