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

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