VP, Go-To-Market

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

📋 Description

• Take charge of Nylas's go-to-market strategy across various segments, approaches, channels, and teams.

• Define and continually refine Ideal Customer Profile (ICP), segmentation, key use cases, buyer personas, and market entry routes.

• Decide on Nylas's market focus, competitive strategies, and areas for investment concentration.

• Transform product capabilities into appealing business value propositions and repeatable strategies for both technical and executive buyers.

• Collaborate with Product and Engineering teams on prioritizing the roadmap, pricing, packaging, and product launches.

• Establish go-to-market rhythms, decision-making rights, shared metrics, and accountability frameworks.

• Lead and mentor the Director of Sales while building a strong Account Executive team.

• Own the strategy and execution for new business revenue, encompassing bookings, pipeline management, productivity, and forecast accuracy.

• Enhance pipeline quality, conversion rates, sales productivity, forecast accuracy, and overall win rates.

• Develop scalable enterprise sales processes and repeatable strategies.

• Lead and mentor the Director of Marketing, establishing priorities and accountability.

• Define marketing strategy and investment priorities.

• Oversee positioning, messaging, product launches, campaigns, events, developer marketing, customer narratives, content creation, and demand generation efforts.

• Ensure alignment between Marketing and Sales in terms of market insights, pipeline generation, campaigns, conversion rates, and customer experience.

• Connect the dots between acquisition, onboarding, adoption, expansion, and customer feedback.

• Serve as the voice of the market and customer in shaping company and product priorities.

• Foster a culture centered around accountability, transparency, customer obsession, and shared growth ownership.

• Develop a comprehensive company-wide go-to-market strategy that includes a predictable enterprise sales motion, aligned Sales and Marketing priorities, repeatable commercial strategies, cross-functional integration, and clear visibility into pipeline and performance.

⛳️ Requirements

• More than 12 years of experience leading B2B SaaS go-to-market or revenue organizations, with a track record of scaling commercial teams through various growth phases.

• Proven success in designing, building, or significantly altering a go-to-market strategy.

• Experience in leading Sales and collaborating extensively with Marketing, Product, Customer Success, and Revenue Operations; prior direct Marketing leadership is preferred.

• Background in selling technical products such as APIs, infrastructure, developer platforms, AI solutions, or enterprise software.

• Strong understanding of enterprise sales methodologies, forecasting, pipeline management, sales inspections, and revenue operational cadence.

• Solid grasp of ICP, segmentation, positioning, messaging, pricing, packaging, and product launch strategies.

• Proven capability to distill complex technical products into compelling value propositions for both technical and executive buyers.

• Exceptional executive presence with experience in presenting go-to-market strategies, forecasts, and business performance to leadership and boards.

• Excellent coaching, recruiting, analytical, and organizational leadership abilities.

• Must reside in or be able to work from a state/province where Nylas is registered.

• Visa sponsorship may not be available in certain remote locations.

🏝️ Benefits

• Comprehensive health and wellness benefits.

• Competitive salary and performance-based incentives.

• Flexible work arrangements and a supportive work environment.

• Opportunities for professional development and career growth.