Head of GTM

This is a fully remote position, open to applicants in Canada.

📋 Description

• Establish the commercial function from scratch, experimenting with and fine-tuning the ideal customer profile (ICP), messaging, sales processes, and go-to-market strategies.

• Define and take ownership of the go-to-market strategy while cultivating relationships and building a pipeline across commercial R&D teams, industry researchers, research groups, national laboratories, and new customer segments.

• Manage the complete commercial lifecycle from prospecting and qualification to discovery, demonstrations, proposals, and closing deals.

• Spearhead strategic outreach and early-stage customer development, creating repeatable methods for engaging with physicists and research leaders.

• Conduct technically sound discovery discussions and product demonstrations that link research objectives to product applications.

• Assist potential customers in formulating pilot plans, setting success criteria, and fostering confidence in platform adoption.

• Navigate through scientific, technical, administrative, procurement, and leadership stakeholders.

• Define and establish systems for outreach, qualification, account planning, CRM management, forecasting, and pipeline management.

• Collaborate with Research Partners on transitioning from commercial agreements to onboarding, usage, and long-term adoption.

• Relay market feedback, objections, and emerging use cases to product, research, and engineering teams.

• Take ownership of pipeline, conversion, and revenue targets while assisting in the formulation of the initial sales playbook.

• Collaborate with leadership on defining the ICP, positioning, packaging, pricing, and go-to-market priorities.

⛳️ Requirements

• Strong foundation in physics or a closely related scientific discipline.

• Experience in building or leading an early-stage go-to-market strategy, enterprise sales, business development, scientific commercialization, or similarly complex commercial initiatives.

• Genuine enthusiasm for commercial work and a drive to assist scientific products in reaching researchers.

• Comfortable initiating conversations, prospecting within new organizations, and establishing relationships from the ground up.

• Ability to comprehend intricate research objectives and translate technical capabilities into clear, credible value propositions.

• Excellent communication skills for conducting discovery discussions and delivering product demonstrations.

• Demonstrated persistence, strong organizational skills, follow-through, and accountability for achieving measurable commercial results.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Opportunity for professional development and career advancement.

• Work in a dynamic and innovative environment.

• Collaborative team culture with a focus on scientific impact.

• Flexible work arrangements to support work-life balance.