Head of Technical GTM

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

📋 Description

• Develop and take ownership of the Technical GTM strategy and operational model (TAM + SE motions), establishing key metrics for technical win rate, sales-cycle velocity, adoption, and growth.

• Recruit, mentor, and maintain a high-performing team of TAMs and Solutions Engineers; create frameworks for enablement, onboarding, and career progression.

• Collaborate with the commercial team to expedite sales cycles and boost win rates through engaging technical discovery, demonstrations, POCs, and effective objection handling.

• Propel product adoption and growth across customer accounts, converting technical engagement into quantifiable ARR growth and net revenue retention.

• Develop the technical GTM playbook: replicable demo/POC frameworks, reference architectures, competitive positioning, and reusable technical content.

• Create a systematic feedback loop with Product & Engineering, providing prioritized customer insights, usage patterns, and identification of feature gaps.

• Serve as a technical representative for LocalStack with senior stakeholders (VP+/CTO) and in the wider developer community.

⛳️ Requirements

• 8–12+ years of professional experience, including 3–5+ years in leading technical GTM, sales engineering, solutions engineering, or TAM teams within the devtooling or related fields.

• Demonstrated success in building and scaling technical GTM functions and in closing/expanding enterprise customers ($250K+).

• In-depth technical understanding of cloud computing concepts and technologies (strong AWS skills are highly preferred).

• Practical experience with Infrastructure as Code (IaC) and application development frameworks (e.g., Terraform, CDK, Pulumi, Serverless).

• Strong grasp of developer/DevOps/SRE personas and cloud dev/test feedback loops; credibility with technical buyers and practitioners.

• Data-driven mindset regarding GTM, with proficiency in metrics such as win rate, sales-cycle duration, adoption/utilization, retention, and expansion.

• Experience in closely partnering with Product & Engineering to influence the roadmap based on customer feedback.

• Previous experience in a startup or scale-up environment (preferred).

🏝️ Benefits

• Fully remote

• Competitive salary

• Unlimited PTO

• 401k and private medical

• Annual company retreat

• 2 additional company-wide holidays

• Friendly and inclusive workplace culture (community guilds and online company events)