Vice President – Go To Market

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

📋 Description

• Create and implement go-to-market (GTM) strategies for key solutions, target markets, and customer segments.

• Convert marketing positioning, campaigns, and insights into actionable sales plays, playbooks, scripts, use cases, competitive messaging, and field-ready materials.

• Craft repeatable GTM processes aimed at driving new growth, cross-selling, market expansion, strategic accounts, and key industry segments.

• Collaborate with Sales, Marketing, practice leaders, pursuit/capture teams, proposals, channels, and Sales Operations to transition initiatives from strategy to field implementation.

• Develop and oversee a field industry-expert capability, which includes recruiting, training, and deploying Field CTOs or equivalent subject-matter experts.

• Position industry and technical experts in critical customer meetings, executive briefings, events, and complex pursuits.

• Integrate subject-matter expertise into proposals and the development of RFX.

• Formulate GTM strategies for SLED buyers that consider procurement processes, budget cycles, stakeholder dynamics, regulations, and event-driven engagement.

• Manage field readiness for key solutions and launches, including narratives, tools, training, competitive context, and proof points.

• Establish feedback loops involving customers, sellers, industry experts, Marketing, and practice leaders.

• Utilize customer insights, competitive intelligence, win/loss analysis, market signals, and field feedback to refine GTM priorities and sales plays.

• Set up GTM metrics and dashboards to track sales-play adoption, influenced pipeline, conversion rates, win rates, sales-cycle impacts, and field engagement.

• Incorporate AI, automation, and emerging technologies into market intelligence, account prioritization, sales-play development, seller enablement, and proposal support.

• Present GTM strategies, field insights, program performance, market opportunities, and recommendations to executive leadership and senior stakeholders.

⛳️ Requirements

• A Bachelor's degree from an accredited institution, ideally in Business, Marketing, Technology, Communications, or a related field.

• An MBA or advanced degree is advantageous.

• At least fifteen (15) years of progressive experience in GTM strategy, product or industry marketing, sales strategy, business development, sales enablement, or a related B2B function.

• Demonstrated success in launching and scaling sales plays and GTM programs that enhance pipeline, adoption, field effectiveness, and revenue outcomes.

• Experience with SLED or the broader public sector is highly preferred, including knowledge of government buying cycles, procurement processes, stakeholders, and complex pursuits.

• Background in working alongside or leading customer-facing technical and industry experts such as Field CTOs, solution advisors, or industry specialists.

• Capability to distill complex technology and advisory capabilities into clear customer value propositions, executive narratives, enablement, and sales motions.

• Strong analytical skills with proficiency in CRM, enablement, market intelligence, and BI tools.

• Proven ability to leverage AI, automation, and emerging technologies to enhance insight and productivity.

• Exceptional executive communication, program leadership, change management, and stakeholder influence abilities across Sales, Marketing, practice, pursuit, and operational teams.

• A strategic thinker and player-coach who swiftly transitions from market insights to field execution.

• Customer-focused, commercially savvy, and influential leader who fosters team collaboration.

• A curious, technology-driven, and highly collaborative leader who thrives in uncertain and fast-paced environments.

🏝️ Benefits

• Flexible and remote work arrangements.

• Flexible paid time off.

• 5% 401K matching program.

• Equity opportunities.

• Incentive and bonus programs.

• Up to 16 weeks of paid parental leave.

• Flexible spending accounts.

• Comprehensive medical, dental, and vision coverage with base employee coverage fully funded.

• Life insurance.

• Short- and long-term disability coverage.

• Income protection benefits.

• Opportunities for professional development and career advancement.

• Chances to create a significant social impact through innovative projects.