GTM Manager / Head of GTM - remote job

G2i is hiring a GTM Manager / Head of GTM - a lead role, which means responsibility for a team or a direction. The role sits in Sales and is fully remote. The company places no restriction on where the candidate lives, so you can apply from anywhere.

The employer did not publish a figure; that is settled at interview. The advert sets no condition on working hours.

This vacancy passed an automated check: the list excludes any advert requiring a foreign work permit, visa sponsorship, a particular citizenship, or residence in a specific country.

Recruitment for a GTM Manager / Head of GTM

Job Type: Full-time Location: Remote

About Our Client Our client specializes in developing data generation and evaluation systems for Physical AI and robotics. We assist technical teams in transforming complex data, model outputs, and evaluation workflows into practical systems for real-world AI and robotics development.

We are seeking a proactive GTM Manager / Head of GTM to craft our commercial strategy, secure customers, and convert initial momentum into a sustainable revenue stream.

This role involves direct collaboration with founders and close cooperation with product, research, and engineering teams. It blends strategic market entry with practical sales execution: identifying key markets and accounts, initiating dialogues, understanding intricate customer needs, crafting compelling commercial proposals, and finalizing deals.

Responsibilities

- Define and Refine Ideal Customer Profile: Identify the perfect customer profile, prioritize segments, and create detailed buyer personas and target accounts. - Develop and Implement Go-to-Market Strategy: Craft a strategy encompassing positioning, customer acquisition, sales channels, and commercial partnerships. - Generate Qualified Pipeline: Drive pipeline through targeted outreach, founder networks, partnerships, industry events, and inbound opportunities. - Manage Full Sales Cycle: Engage prospects, conduct discovery, qualify leads, prepare proposals, negotiate terms, and close deals. - Build Relationships: Establish connections with technical decision-makers, budget holders, and executive sponsors. - Understand Customer Challenges: Pinpoint data-generation and model-evaluation challenges, decipher purchasing criteria, assess budgets, and comprehend decision-making processes. - Translate Technical Capabilities: Convert complex technical features into understandable business value, articulate a unique value proposition, and produce persuasive sales materials. - Collaborate with Technical Teams: Work with technical staff to design commercially viable pilot projects with clear success metrics and a path to paid adoption. - Develop Pricing Strategy: Create pricing and packaging based on customer feedback, willingness to pay, and operational economics. - Convert Pilots to Contracts: Transition pilots and initial engagements into paid contracts, renewals, and account expansion. - Identify and Foster Partnerships: Seek out partnerships that offer access to new customers and open new revenue streams. - Maintain Accurate Pipeline: Track pipeline accuracy, communicate realistic forecasts, and address key deal stages and risks. - Analyze Sales Data: Monitor conversion rates, sales cycle duration, deal value, and success factors. - Influence Product Development: Share customer and market insights with product, research, and engineering teams. - Build Repeatable Processes: Develop scalable sales processes and playbooks as the company grows.

Required Qualifications

- B2B Go-to-Market Experience: History of leading commercial efforts in technical product or service domains. - Revenue Generation: Proven ability to create and close deals. - Technical Sales: Familiarity with selling to technical buyers and managing complex, multi-stakeholder sales cycles. - Discovery Skills: Effective at uncovering customer needs and aligning them with a compelling solution. - Commercial Leadership: Confident in leading commercial discussions, preparing proposals, and navigating deals to a conclusion. - Technical Communication: Ability to articulate technical concepts clearly, supported by technical experts. - Market Positioning: Experience in defining target markets or testing customer acquisition strategies. - Commercial Judgment: Strong judgment in qualification, prioritization, pipeline management, and forecasting. - Process Building: Willingness to establish processes in an early-stage environment.

Nice to Have

- AI and Robotics Experience: Background in selling AI, robotics, data platforms, infrastructure, developer tools, enterprise SaaS, or technical services. - Industry Network: Connections within robotics companies, AI labs, or enterprise AI teams. - Sales Transformation: History of turning founder-led sales into scalable commercial processes. - Pilot Management: Experience structuring technical pilots or proof-of-concept projects and converting them into paid deals. - Pricing Expertise: Familiarity with pricing and packaging strategies for data, software, or technical services. - Partnership Development: Experience creating revenue-generating partnerships. - Market Entry: Assisting new companies or offerings in entering their first customers or new markets.

What Success Looks Like

- Clear ICP and Positioning: A well-defined ideal customer profile that resonates with both technical and commercial buyers. - Growing Pipeline: A steadily expanding, qualified pipeline that results in new paying customers. - Pilot Success: Clearly defined pilot success criteria and a clear path to commercial adoption. - Revenue Growth: Increased revenue through new customer acquisition, renewals, and account expansion. - Accurate Forecasts: Forecasts that accurately reflect deal progress and genuine buying signals. - Improved Product Insights: Customer insights that enhance the company’s positioning, offers, and product direction. - Repeatable Playbooks: Successful sales and acquisition strategies that become standard practices.

Join Us This position is ideal for a commercially driven, intellectually curious professional with a passion for technical products and a desire to build the sales function from the ground up. You will have significant ownership, direct interaction with founders, and the opportunity to influence both the company’s revenue strategy and product direction.

Originally posted on Himalayas