Senior GTM Strategy – Commercialization Manager

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

📋 Description

• Take charge of the Go-to-Market Strategy and Commercialization.

• Oversee the complete commercialization strategy for the cleaning sector.

• Manage the overall go-to-market strategy encompassing Product, Sales, Marketing, Customer Success, Partnerships, Fleet Operations, and Revenue Operations.

• Formulate commercialization strategies for new products, services, verticals, and partnerships.

• Drive accountability across the organization to ensure all commercial functions operate under a single unified plan.

• Collaborate directly with executive leadership to determine investment priorities, vertical expansion, launch sequencing, and growth initiatives.

• Lead the Category Strategy and Market Positioning.

• Own SBRA's market narrative, messaging framework, and category strategy.

• Establish how enterprise buyers comprehend, assess, and procure managed robotics programs.

• Ensure messaging consistency across direct sales, partner channels, marketing initiatives, executive presentations, customer success, and product launches.

• Position SBRA as the industry leader in enterprise robotics orchestration, rather than just another robotics manufacturer.

• Oversee Product Commercialization.

• Spearhead commercialization for each major product launch.

• Create launch strategies, positioning, pricing recommendations, packaging guidance, and commercialization plans.

• Coordinate efforts among Product, Sales, Marketing, Customer Success, Fleet Operations, Partnerships, and RevOps to guarantee successful execution.

• Assess launch performance and continually refine commercialization strategies.

• Build the Customer Proof and Reference Engine.

• Direct SBRA's customer proof strategy.

• Transform successful deployments into executive references, case studies, customer testimonials, ROI validations, industry benchmarks, and reference sites that expedite enterprise sales.

• Collaborate with Customer Success and Operations to establish a repeatable system that consistently generates customer proof for both direct sales and partner channels.

• Lead Enterprise Sales and Partner Enablement.

• Develop commercial playbooks, business cases, ROI/TCO models, competitive positioning, battlecards, executive presentations, proposal templates, and commercialization frameworks.

• Guide partner enablement to ensure channel partners receive identical commercial tools, messaging, and positioning as SBRA's direct sales team.

• Manage the win/loss review process, identifying reasons behind won, delayed, or lost opportunities—and translate those insights into enhanced messaging, qualification, competitive strategy, and sales execution.

• Be the Voice of the Market.

• Cultivate deep customer, partner, and market intelligence.

• Travel frequently to customer sites, partner meetings, deployments, and industry events.

• Ensure that Product, Sales, Customer Success, Marketing, and Executive Leadership remain aligned with changing customer needs, competitive dynamics, and market opportunities.

⛳️ Requirements

• Over 8 years of experience leading GTM strategy, commercialization, product marketing, or commercial strategy for enterprise technology firms.

• Proven record of ownership in go-to-market strategy and commercialization initiatives.

• Experience guiding cross-functional programs involving Product, Sales, Marketing, Customer Success, Partnerships, and Revenue Operations.

• Experience in launching enterprise software, AI, robotics, automation, industrial technology, or other complex B2B solutions.

• Excellent executive communication and storytelling abilities.

• Experience in developing customer proof programs, executive reference strategies, and commercialization assets.

• Strong background in enterprise sales enablement.

• Experience in conducting win/loss analysis and translating findings into quantifiable business enhancements.

• Ability to create ROI/TCO models and business cases that facilitate enterprise purchasing decisions.

• Comfortable working in fast-paced, high-growth environments with considerable ambiguity.

🏝️ Benefits

• Medical, dental, and vision coverage.

• Paid time off and company holidays.

• Retirement savings programs, including a 401k matching program.

• Performance-based bonus opportunities.

• Opportunities for professional development and leadership growth.