Head of GTM: Job Description
Head of go-to-market - Job Summary:
The Head of GTM (Go-To-Market) - UK is a strategic leader responsible for developing and executing a comprehensive go-to-market strategy across the UK market. This role ensures product-market fit, drives revenue growth, and enhances customer adoption by deeply understanding the market and aligning cross-functional teams. The Head of GTM - UK will oversee product positioning, sales enablement, and ongoing collaboration with marketing, product, and sales teams.
head of gO-tO-mARKET Responsibilities:
GTM Strategy and Product-Market Fit: Develop and implement a targeted go-to-market strategy that aligns with UK market dynamics and customer needs. Conduct thorough market research and competitor analysis to validate product-market fit, ensuring that the product meets specific customer pain points and resonates within the UK market.
Customer Persona Development: Identify and cultivate a deep understanding of customer personas and buying motivations in the UK. Leverage this insight to shape messaging, targeting strategies, and product positioning, making sure that the GTM approach speaks directly to customer needs.
Sales Enablement and Close Rate Optimization: Champion sales enablement by equipping the sales team with the knowledge, tools, and resources they need to close deals effectively. Provide ongoing training, content, and insights that support objection handling, competitive positioning, and the product’s value proposition. Utilize tools like Salesforce, MindTickle, or other platforms to track lead progression and support the sales team in managing and converting leads.
Cross-functional Collaboration and Alignment: Work closely with sales, product, and marketing teams to ensure consistent messaging and execution across functions. Establish regular communication and feedback loops to adjust GTM strategies as needed, ensuring alignment and responsiveness to market shifts or customer feedback.
Product Launch and Positioning: Define launch strategies for new products or features, positioning them effectively in the UK market. Communicate unique selling points and value propositions to differentiate the product in a competitive landscape, tailoring launches to meet local market needs.
Tools and Analytics for Performance Tracking: Implement analytics tools to monitor key GTM performance indicators, such as customer acquisition rates, lead-to-conversion ratios, and campaign ROI. Use data to adjust and optimize GTM activities, providing insights and recommendations to stakeholders on market fit and growth opportunities.
Continuous Communication and Sales Support: Maintain open lines of communication with the sales team, ensuring they are fully equipped and informed on GTM objectives, strategy updates, and any market changes. Schedule regular sales enablement sessions and meetings to share updates, address concerns, and provide guidance on product positioning and customer engagement.
Market Insights and Competitive Intelligence: Stay abreast of UK industry trends, competitive activities, and customer feedback. Conduct ongoing market analysis and share insights with cross-functional teams, adjusting the GTM strategy to maintain a competitive edge.
Stakeholder Management and Relationship Building: Build relationships with key stakeholders, including clients, partners, and internal teams. Act as the point of contact for GTM in the UK, ensuring alignment with broader company objectives and fostering a collaborative approach to market execution.
REQUIREMENTS OF A Head of go-to-market:
Proven experience in a senior GTM or sales enablement role, with demonstrated success in the UK market.
Strong track record in developing and executing GTM strategies that drive revenue growth and market penetration.
Deep understanding of market dynamics, customer behavior, and competitor landscapes in the UK.
Skilled in sales enablement, with experience using tools like Salesforce, Mindtickle, or similar platforms.
Proficiency in CRM, analytics, and customer discovery tools, with a data-driven mindset for decision-making.
Excellent communication, negotiation, and relationship-building skills.
Ability to lead cross-functional teams and create alignment across departments.
Bachelor’s degree in business, marketing, or a related field (Master’s degree preferred).
Note:
This job description is intended to convey essential job functions and responsibilities. It is not intended to be an exhaustive list of the position's qualifications, skills, efforts, duties, or responsibilities.
