Responsibilities

• Direct selling and revenue. Lead consultative sales conversations directly: discovery, solution framing, value/ROI storytelling, objection handling, negotiation, and closing or co-closing. You are the credible voice in the room, not a support player.
• ICP and repeatable motion. Define, validate, and refine the ideal customer profile and buying triggers. Turn learning into a scalable, documented GTM playbook.
• Pipeline quality and velocity. Improve conversion rates and sales-cycle efficiency through better messaging, enablement, and qualification.
• Qualification discipline. Build and enforce a qualification process that prevents downstream delivery surprises: technical barriers, scope mismatches, and unrealistic timelines.
• Sales and partner enablement. Equip sales and partner teams with assets, training, and an operating rhythm to drive results.
• Market narrative. Ensure brand, website, and content reflect real customer needs and land with the market.
• Run continuous customer discovery: win/loss analysis, interviews, and deal-cycle feedback loops.
• Translate customer insights into clear positioning, messaging, and objection handling.
• Map the end-to-end buyer journey and identify friction points.
• Build the GTM plan: ICP, segments, channels, offers, pipeline targets, and quarterly priorities.

Requirements

• 5+ years in B2B go-to-market roles that blend strategy and hands-on execution (GTM, growth, market development, product marketing, or program leadership) including direct, customer-facing selling responsibilities.
• Proven experience building a repeatable B2B go-to-market motion from early stage, not just running campaigns or optimizing an existing engine.
• Strong customer instincts: can run discovery, synthesize findings, and turn insights into action.
• Proven consultative B2B sales capability: can lead discovery, build trust quickly, handle objections, and close or co-close deals with annual contract values in the $100K-$200K+ range.
• Comfort operating cross-functionally with sales, marketing, and engineering, and driving outcomes without direct authority.
• Ability to create crisp GTM artifacts: positioning documents, battlecards, enablement materials, talk tracks, qualification checklists, and playbooks.
• Analytical mindset: uses funnel metrics and data to prioritize and measure impact.
• Strong executive presence and persuasive communication: comfortable presenting to and influencing senior stakeholders and decision-makers.
• Experience with productized services, tech-enabled services, or hybrid product/service offerings.

Preferred

• Experience with productized services, tech-enabled services, or hybrid product/service offerings.
• Partner/channel GTM experience: co-sell, enablement, pipeline creation.
• Experience navigating “in-between” pricing and motion challenges: not product-led growth, not heavy enterprise.
• Background spanning both larger organizations and early-stage or high-growth companies.
• Experience selling less brand-driven or highly technical enterprise products where education is part of the sale.