Go-To-Market Lead

Department: Software Test Services

Location: Remote

Compensation: $250,000 - $300,000 / year

Description We’re hiring a founding GTM Lead to build and scale the commercial engine for a new productized test automation service. The technology and delivery team are in place. What’s missing is a single owner to find the customers, prove the motion, and turn a launched capability into a repeatable revenue engine. This is a senior individual contributor role with significant autonomy and ownership, designed for an entrepreneurial operator who wants to build a business within a business. You will own this service line the way a founder owns a startup: setting strategy, shaping positioning, leading sales conversations directly, and orchestrating cross-functional teams to deliver results. You’ll have the support of marketing, sales, engineering, and partner/channel resources, but you set the direction. There is a lot to figure out: ICP, messaging, packaging, pricing, and sales motion are all open questions waiting for the right person to answer them. If that sounds like a problem, this isn’t the role. If it sounds like an opportunity, keep reading. The upside: Commission is tied to building this service to $1.5M ARR. For top performers, there is a clear path to expanded scope and leadership as the business grows. Location: Remote (U.S.) Type: Full-time Industry: B2B IT Services, Test Automation Services, Software Quality Assurance Reports To: Vice President, Growth Compensation: $250k-$300k OTE (50/50 base and variable) Responsibilities What You’ll OwnYou are accountable for turning a launched capability into a growing, repeatable revenue engine. That means:

• 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.

What You’ll DoMarket and Customer Learning

• 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.

GTM Strategy and Execution

• Build the GTM plan: ICP, segments, channels, offers, pipeline targets, and quarterly priorities.
• Partner with marketing to create content that converts—webpages, one-pagers, email sequences, lead magnets, webinars, and case studies.
• Create and maintain competitive intelligence: battlecards, differentiation, and “why us / why now” narratives.
• Coordinate partner/channel assets and enablement materials; keep partner initiatives prioritized and accountable.
• Be a visible face of the offering: present in key customer conversations, partner meetings, webinars, and market-facing moments.

Sales and Deal Support

• Lead consultative sales directly with prospects and customers, including discovery calls, solution framing, presentations/demos, proposal shaping, objection handling, negotiation, and closing/co-closing.
• Create talk tracks, discovery questions, qualification checklists, proposal frameworks, and objection responses.
• Standardize what “good opportunities” look like and help eliminate low-fit pipeline.

Cross-Functional Orchestration

• Establish a weekly operating cadence across marketing, sales, partner/channel, and engineering.
• Turn friction points into action plans: define changes, assign owners, track follow-through.
• Work with engineering to surface recurring delivery blockers and feed them into backlog prioritization.

What Success Looks Like (First 6 Months)

• ICP clarity: A well-defined ICP with validated segments, triggers, disqualifiers, and a clear “why now.”
• Repeatable motion: Documented sales/GTM playbook with stages, exit criteria, and assets per stage.
• Higher quality pipeline: Measurable improvements in lead quality and stage conversion.
• Fewer delivery surprises: Qualification process adopted and materially reducing technical barrier surprises.
• Working growth engine: At least 1–2 dependable lead sources producing qualified opportunities consistently.
• Direct revenue impact: You are personally influencing and closing/co-closing business, demonstrating consultative selling that converts qualified opportunities into revenue.

Qualifications What We’re Looking ForRequired

• 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.

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.

Working Style You’re a builder: you create clarity, ship assets, and iterate fast. You communicate simply and directly. You run toward ambiguity and turn it into plans, experiments, and results. You’re comfortable being both strategic and hands-on—in the same afternoon. You’re energized by being customer-facing: credible, confident, and persuasive in live conversations, with the presence to move deals forward. Key Metrics You’ll Influence

• Qualified pipeline created ($) and number of qualified opportunities per month
• Win rate and stage conversion rates
• Content-to-lead-to-opportunity conversion rates by channel
• Partner-sourced pipeline contribution
• Closed-won revenue influenced and personally led, including win rate on those deals