Responsibilities

• Define industry-specific GTM motions for priority verticals - ICP, intent signals, buyer journeys, sales plays, and expansion paths, and operationalize them into repeatable playbooks that Sales can run
• Own vertical ABM strategy (1:1, 1:few, 1:many), partnering with Field Marketing, PLG and Sales to run targeted campaigns that are grounded in real customer outcomes, not generic messaging
• Ensure campaigns are informed by real customer outcomes and tailored to priority accounts within each vertical. Ensure customer proof is embedded everywhere it drives revenue (e.g.campaigns, sales enablement, industry narratives, events, and web).
• Partner with Product Marketing to adapt core positioning into vertical-specific demand content, use cases and messaging.
• Define the full customer value lifecycle (acquisition, closed won, deployment, value realization, proof, amplification) and hold the cross-functional team accountable to it
• Align Sales, Marketing, and Account teams around a shared, repeatable model for each vertical
• Track and optimize pipeline performance by vertical and channel

Requirements

• 5–10 years in enterprise B2B GTM, with meaningful experience across at least two of: ABM, demand generation, sales strategy, or product marketing
• Proven track record building vertical GTM motions that moved pipeline and revenue
• A strong operator: you've built things from zero, scaled what worked, and killed what didn't
• Able to translate complex technical products (AI, developer tools, infrastructure) into industry-specific business outcomes that resonate with buyers
• Exceptional at leveraging customer impact into assets that close deals: case studies, references, co-marketing, executive narratives
• Comfortable working cross-functionally with Sales, Account Management, and technical delivery teams; you influence without authority

Preferred

• Experience in developer tools, AI/ML, or engineering productivity platforms
• Background at a company with a services-plus-product model (forward-deployed engineers, professional services, or solutions engineering)
• Exposure to regulated industries such as financial services, defense, or healthcare