Company: Mapsted is a global leader in innovative location-based technology, distinguished by its proprietary hardware-free solutions. Founded in 2014, the company has pioneered the transformation of data chaos into actionable intelligence through advanced AI and machine learning. Mapsted has meticulously mapped over one billion square feet of indoor space and holds more than 100 patents, showcasing its commitment to trailblazing innovation. Its unique ability to deliver scalable, beacon-free indoor positioning with an accuracy of 1–5 meters places it at the forefront of the industry.
Role Overview:
The Head of Go-To-Market (GTM) owns the end-to-end strategy and execution for taking the company’s products to market and scaling predictable revenue. This leader aligns Product, Marketing, Sales, Partnerships, and Customer Success around a clear ICP, positioning, and repeatable GTM motion—driving pipeline, bookings, retention, and expansion across target segments and geographies.
Key Responsibilities
1) GTM Strategy, Positioning & Vertical Playbooks
- Define ICPs, buyer personas, and segmentation across priority industries and regions.
- Own positioning, messaging, packaging inputs, and competitive differentiation for the platform and solution bundles.
- Build and maintain vertical playbooks and use-case narratives (e.g., visitor navigation, operational efficiency, digital engagement, monetization/insights).
2) Pipeline & Revenue Ownership (Enterprise Motion)
- Own pipeline targets and revenue goals (Bookings/ARR as applicable) in partnership with Sales leadership.
- Design and optimize a scalable enterprise GTM motion: discovery → pilot/POC → rollout across properties/regions.
- Drive account-based strategies for large multi-site customers and strategic accounts.
3) Demand Generation & Growth Engine
- Own demand generation strategy across inbound, outbound, ABM, events, and content/brand programs.
- Build high-impact GTM assets: solution briefs, case studies, ROI/value calculators, demo scripts, pilot plans, security/privacy narratives, and RFP response kits.
- Establish funnel SLAs, lead management rigor, and operating cadence across Marketing and Sales.
4) Partnerships & Ecosystem Development
- Build and scale strategic partnerships and channel programs (system integrators, technology/platform partners, implementation partners, and adjacent solution providers).
- Define partner motions, enablement, co-selling/co-marketing programs, and measurable performance targets.
- Develop repeatable integration and joint-solution strategies that unlock new distribution.
5) Customer Growth & Expansion
- Partner with Customer Success to drive onboarding, adoption, renewals, and expansion (NRR).
- Build upsell/cross-sell motions around advanced analytics, additional sites, new use cases, and enterprise integrations.
- Create voice-of-customer loops to inform roadmap priorities and improve product-market fit.
6) GTM Operations, Analytics & Forecasting
- Establish KPI dashboards and reporting across the funnel: pipeline coverage, conversion rates, win rate, sales velocity, CAC/LTV, retention, NRR, and expansion.
- Run forecasting discipline and quarterly planning in partnership with Finance/RevOps.
- Create a strong execution rhythm: weekly pipeline reviews, monthly GTM reviews, and quarterly business reviews.
Qualifications
- 10–15+ years in GTM leadership across Sales/Growth/Revenue/Marketing in B2B tech (SaaS/enterprise preferred).
- Proven experience closing complex, multi-stakeholder enterprise deals (including pilots/POCs, procurement, and RFPs).
- Strong product marketing capability: positioning, narrative building, packaging/pricing inputs, and go-to-market planning.
- Demonstrated ability to build scalable GTM systems, forecasting rigor, and data-driven decision-making.
- Experience building and scaling partnerships/channels and leading cross-functional initiatives.
- Excellent executive communication and stakeholder management.
Job Type: Full-time
