The Head of GTM & Business Development plays a dual role in defining and executing market entry and growth strategies while actively building and nurturing key relationships to expand the business. The Head of GTM & Business Development is responsible for driving market growth through strategic execution of go-to-market plans and building strong relationships with key partners and clients. The role focuses on aligning product and business strategies with organizational OKRs, ensuring that market entry, product launches, and partnership efforts contribute to measurable business outcomes.

Key Responsibilities

Go-to-Market Strategy

• Develop and execute comprehensive GTM strategies to introduce new products/services to target markets.
• Collaborate with product, marketing, and sales teams to lead a cohesive market entry strategy.
• Analyze market trends, competition, and customer needs to tailor the messaging, positioning, and pricing strategies.
• Lead cross-functional teams in launching initiatives, ensuring alignment with business objectives.
• Continuously monitor the performance of GTM efforts, adjusting strategies to optimize impact and market reach.

Business Development & Relationship Management

• Identify new business opportunities by tapping into their network, building relationships with key stakeholders, including potential clients, partners, and industry influencers.
• Develop strong, long-term relationships with strategic partners to expand business reach and co-create value propositions.
• Work closely with the sales team to identify leads, negotiate deals, and ensure successful onboarding of new clients.
• Serve as the primary point of contact for high-value clients, ensuring their needs are met and fostering long-term loyalty.
• Execute and refine a sales process to move prospects from leads to partners.
• Improve lead conversations with prospects around proposals, quotes, contracts, and customizations.
• Drive closing of high-value deals and ensure a smooth handoff to the customer success team.

OKR Alignment & Performance Tracking

• Collaborate with leadership to define GTM and business development objectives that align with company-wide OKRs.
• Break down OKRs into actionable plans and initiatives, ensuring all GTM efforts and business development activities are focused on achieving specific, measurable outcomes.
• Regularly review and report on progress toward OKRs, using data-driven insights to adjust strategies as needed.
• Ensure key business development relationships and partnerships contribute to achieving long-term goals outlined in the company’s OKRs.

Cross-functional Collaboration

• Liaise between product development and sales teams to ensure market feedback is incorporated into future product improvements.
• Provide regular updates on market trends, business opportunities, and partnership developments to senior management.
• Partner with marketing to create tailored content, presentations, and sales enablement tools to support business development efforts.

Market Insights & Analysis

• Conduct thorough market research and analysis to identify potential areas for business expansion.
• Use data-driven insights to refine GTM strategies and improve business development approaches.
• Analyze competitive landscapes to uncover gaps and opportunities in the market.

Application Instructions

To apply, please submit a resume and cover letter. If you require any assistance or accommodations throughout the application and/or interview process, please contact hr@change-machine.org.