Responsibilities

• Own a growth strategy and go-to-market plan tied to company revenue goals
• Identify the segments, buyers, use cases and markets with the strongest opportunity, and make clear decisions about sequencing and investment
• Work with customers, sales and product to sharpen our positioning, messaging and evidence of customer value
• Build a prioritised programme of GTM experiments across target segments, messaging, channels and sales approaches
• Define what each experiment should teach us and how we'll judge it, using customer feedback and commercial signals appropriate to our sales cycle
• Decide what to scale, adapt or stop, and use those decisions to shape our mix of outbound, inbound, content, events, partnerships and account-based programmes
• Partner with sales on opportunity quality, buying-group engagement and conversion, and with product and customer success on adoption, expansion and customer advocacy
• Set growth targets and connect activity and spend to qualified opportunities, pipeline progression, revenue and acquisition efficiency
• Establish a regular GTM review with leadership so that insight turns into decisions and clear priorities
• Build the growth function, coordinating execution and proposing the budget, hires and external support needed for the next stage

Requirements

• Set and delivered growth or GTM strategy for an early-stage or scaling B2B software business, with evidence of your contribution to pipeline and revenue
• Built a growth function or established a new route to market while the approach was still being figured out
• Made consequential choices about target customers, positioning, channels and resource allocation, and can explain what changed because of them
• Worked closely with enterprise sales teams through long sales cycles and complex buying decisions
• Designed and tested different GTM approaches, learned from unsuccessful or inconclusive results, and turned promising findings into repeatable ways of winning customers
• Worked across customer insight, positioning, demand generation and funnel performance, with enough practical depth to evaluate execution and get directly involved
• Used CRM and commercial data to diagnose growth problems and guide decisions
• Applied AI and automation to GTM with sound judgement about quality, customer experience and human oversight
• Aligned founders and functional leaders around shared priorities and taken responsibility for delivery

Preferred

• Taking enterprise software to institutional investors, funds or asset managers
• Helping enterprise buyers adopt a new category of technology
• Developing GTM approaches across international markets