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Head of Commercial and GTM
4 months ago
At Improbable, we want to help businesses navigate the increasingly more complex and intertwined world. Enterprise metaverses break down the organisational and technical siloes that have meant digital twins have not been fully exploitable by the broader business. They empower entire companies to continually optimise and prepare for the future by providing a digital representation that can be visualised, analysed, explored and experimented upon. We use enterprise metaverses to empower businesses to effectively explore future scenarios and respond to change and disruption more effectively by using digital twins and enterprise metaverses.
Enterprise Insights is a newly formed business unit of 30+ people within Improbable, and with it, there are lots of interesting engineering problems to solve.
We're looking for a hands-on, dynamic Head of Commercial and GTM who leads by example. This role is accountable for building and managing a robust pipeline for sustained business growth, spearheading Enterprise Insights's market engagement, and driving our business development to achieve strategic growth and enhanced revenue.
Your Opportunity :- Develop and oversee sales pipeline: Establish and manage an efficient sales pipeline and processes to ensure a continuous flow of business opportunities. This includes identifying potential clients, qualifying leads, and strategically moving opportunities through the sales stages to close deals.
- Establish and execute a comprehensive commercial and GTM plan: Align the plan with our company's strategic goals, ensuring it encompasses all aspects of bringing products to market and effectively engaging customers.
- Lead market analysis: Identify market opportunities and engage with potential customers. Develop strategies to tap into these opportunities and convert them into business growth.
- Collaborate with product teams: Work closely with the product teams to translate customer needs into product requirements, thereby driving market-centric product evolution.
- Recruit and mentor GTM team: Build a high-calibre Go-to-Market team, set ambitious sales targets, and develop motivational incentive structures to drive team performance.
- Oversee contract negotiations and pricing strategies: Manage contract negotiations and develop pricing strategies to maximise profitability and market share.
- Initiate and manage strategic partnerships: Forge and maintain strategic partnerships that complement and enhance Enterprise Insights's market reach and capabilities.
- Craft and execute marketing strategy: Develop and implement a marketing strategy that boosts brand awareness, generates leads, and reinforces Enterprise Insights' presence in the market.
- Drive team performance: Establish and lead a high-performing Commercial and GTM team to achieve and exceed business objectives. Ensure the team is agile, responsive, and aligned with the company's strategic goals.
- Bachelor's or preferably Master's degree in Business Administration, Sales, Marketing, or related field.
- Proven experience in B2B, SaaS sales, and commercial strategy, preferably in a fast-paced startup or corporate innovation setting.
- Demonstrable expertise in designing and executing effective GTM strategies within the automation and robotics sector.
- Depth of understanding of B2B customers' nuanced challenges in their end-to-end supply chain.
- Strong technical acumen with the ability to understand customer needs and articulate them into actionable product enhancements.
- Entrepreneurial mindset with a history of scaling businesses and driving substantial growth.
About Us
Improbable is determined to foster an environment where people can do their best work and feel like they belong. We believe a healthy culture, strong values and contribution from a diverse range of individuals will help us to achieve success.
We do not discriminate based on race, ethnicity, gender, ancestry, national origin, religion, sex, sexual orientation, gender identity, age disability, veteran status, genetic information, marital status or any other legally protected status.
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