Role Summary
The Head of GTM (SaaS Products) is responsible for building and leading the global commercial engine for Bosch MPS SaaS platforms such as FleetME, SCS (cWMS + SDeX), Z.OS, L.OS, and D.OS.
The role owns revenue and gross margin targets and ensures successful GTM execution across India, Europe, and North America.
Key Responsibilities
Commercial & Revenue Management
- Own global ARR, Gross Margin, and billing targets.
- Convert product readiness into clear segment strategies and revenue plays.
- Drive pipeline generation, forecasting accuracy, customer retention, and upsell.
GTM Strategy & System Design
- Build scalable and repeatable GTM playbooks (PLG, partner-led, enterprise).
- Establish governance through CRM, SPARK, and CF integration.
- Use data, analytics, and AI-driven insights to improve funnel health and renewal rates.
Partner & Ecosystem Development
- Develop and manage partnerships with ISVs, ERP VARs, OEMs, 3PL techs, and fintech partners.
- Define partner programs, MDF frameworks, and joint business plans.
- Leverage public digital rails (ULIP, ONDC, OCEN) for SMB expansion.
Regional Leadership
- Lead GTM teams across India, EU, and North America.
- Ensure consistent execution while adapting to local market conditions.
- Drive quarterly operating rhythms—pipeline reviews, billing cadence, partner activation.
Team Leadership
- Build and develop cross-functional GTM teams across sales, marketing, partnerships, customer success, and revenue operations.
- Foster a culture of ownership, accountability, and data-driven decision-making.
Stakeholder & Matrix Management
- Align closely with Product, Engineering, Finance, and Regional Business Leads.
- Communicate GTM priorities, progress, and risks to senior leadership.
- Ensure governance discipline and alignment to Bosch processes.
Key Performance Indicators
- Annual Recurring Revenue (ARR) ≥ €6M
- Gross Margin ≥ 25%
- CAC Payback < 9 months
- Partner Contribution ≥ 40% of pipeline
- Pipeline-to-Billing Conversion ≥ 25% QoQ
- Forecast Accuracy ±5%
- Net Revenue Retention (NRR) ≥ 115%
Qualifications
Candidate Profile
Experience
- 15–18 years of total experience with at least 7 years in B2B SaaS GTM leadership.
- Experience across PLG, partner channels, enterprise sales, and multi-region scale.
- Background in mobility, logistics, or vertical SaaS is an advantage.
Skills
- Strong understanding of ARR, CAC/LTV, pricing, NRR, and gross margin levers.
- Ability to design scalable GTM systems and rev-ops processes.
- Strong partner ecosystem and channel management experience.
- Excellent communication, stakeholder alignment, and executive presence.
- High proficiency with CRM, analytics tools, and AI-driven GTM insights.
Education
- MBA or equivalent degree preferred.
- Engineering background is a plus.
Behavioral Competencies
- Strategic thinker with hands-on execution capability.
- Comfortable working in structured governance environments.
- Entrepreneurial mindset, high ownership, and results-driven approach.
- Ability to lead teams across functions and geographies.
Additional Information
Reporting Structure
- Reports To: Global Head of GTM, MPS
- Matrix Reporting: Chief Product Officer; Regional Business Leads
- Collaborates With: Product, Finance, Engineering, Marketing, Customer Success, Procurement
