Responsibilities

• Drive the overarching commercial strategy to increase the percentage of new logos purchasing Stormwater and Code Enforcement modules.
• Act as the primary coordinator between Product, Sales, and Marketing to ensure positioning shows up clearly and consistently in the market.
• Monitor the health of our product line funnel, identifying friction points in the sales cycle and deploying solutions to accelerate deals.
• Work cross-disciplinarily to refine positioning, pricing narratives, objection handling, and messaging frameworks for our Sales and CS teams.
• Monitor renewal health and partner with Customer Success to design adoption plays that ensure long-term retention.
• Identify competitive threats and market tailwinds (e.g., regulatory changes) to create timely 'plays' for the sales team.
• Build and maintain the 'source of truth' for sales assets: playbooks, demo scripts, email sequences, and proof points.
• Lead recurring training, role-plays, and enablement cycles to ensure AEs can confidently defend and sell these product lines.
• Partner with CS to define onboarding workflows, activation checkpoints, and customer-facing resources to reduce friction after the handoff.
• Collaborate with Marketing to execute high-impact demand programs, including webinars, campaigns, and association partnerships.

Requirements

• Extensive experience leading GTM strategy, product marketing, or sales enablement for B2B SaaS (experience with government or regulatory tech is a big plus).
• Are a cross-functional diplomat who can move diverse teams thoughtfully and aggressively toward shared revenue goals.
• Are analytical and data-driven, capable of translating market signals and "urgency drivers" into actionable sales plays.
• Possess a "builder" mindset, energized by the challenge of creating playbooks, demo scripts, and pricing narratives from the ground up.
• Are obsessed with the full customer lifecycle, understanding that a deal is only successful if the customer actually activates and uses the product.
• Excel in evolving environments, enjoying the challenge of designing and operationalizing new market entry strategies from the ground up.

Preferred

• Experience leading GTM motions for technical or workflow-driven products.
• Experience with government or regulatory tech is a big plus.

Benefits

• We’re mission-driven. Our mission orients our business strategy and pushes us to work with a sense of urgency. We’re in the weeds - our entire team spends time engaging with our partners in the field to better understand the real-world problems they face.
• We\'re a small team. As a member of our growing team, you will quickly become an invaluable part of our organization and have a meaningful impact on our business and technical direction. We welcome unique perspectives and backgrounds. Your opinion matters and we hope you\'ll share it.
• We build each other up. A team works best when its members are adequately equipped with the tools to tackle the problems they are facing. Forerunner strives to provide adequate feedback and appropriate learning opportunities to help all its team members expand their skills.
• We want you to be happy and healthy. Forerunner offers competitive compensation, health/vision/dental coverage, a 401k plan, and one expensed lunch per week. We also have a quarterly wellness reimbursement so that you can have flexibility in defining what “health” means to you.