Work closely with founders and the Head of Sales to shape GTM strategy, and drive execution on high-priority revenue initiatives.
Own GTM segmentation & prioritization by prioritizing ICPs, segmenting markets (industry, deal size, geography), and continuously refining focus based on win rates, ACV, and sales cycle data.
Drive pipeline quality, not just quantity, by establishing stage-wise conversion benchmarks, and rigorously auditing pipeline health (deal hygiene, slippage, aging).
Identify and solve funnel bottlenecks by analyzing conversion leaks across stages, isolating root causes, and driving targeted interventions across messaging, pricing, or product gaps.
Improve sales velocity and predictability by breaking down deal cycle times, removing friction points, and implementing plays to accelerate closures and improve forecast accuracy.
Align cross-functional priorities with revenue growth by working closely with Marketing, Product, and Account Management to ensure messaging, product readiness.
Profile
Has a Tier 1 MBA or strongly relevant startup experience in enterprise SAAS with strong analytical and systems thinking skills
Buys into the objective and vision 100% and sees revenue growth as the ultimate scorecard.
Is obsessed with pipeline hygiene and operational rigor, and believes forecast accuracy is a reflection of business discipline
Can hold a strategic conversation with CROs, Heads of Sales, Founders, and Business Heads while also being comfortable getting into CRM fields, spreadsheets, and deal reviews
Is highly structured and obsessed with operational rigor, bringing clarity to ambiguity and turning messy GTM challenges into actionable plans and measurable outcomes
Can influence without authority, aligning Sales, Marketing, Product, and Customer Success teams around revenue priorities
