SUMMARY

The GTM Commercial Strategy Lead is responsible for defining how we go to market, grow revenue, and create customer value. This leader owns the cross-functional orchestration and co-creation of our commercial strategy across customer segments, route-to-market models, sales motions, expansion strategies, and product commercialization.

The role serves as the ultimate strategic bridge, bringing together Product, Sales, Marketing, Customer Success, Partners, RevOps and Enablement to synthesize diverse inputs into a unified vision.

While this leader is accountable for designing the final commercial model, success is achieved by facilitating decision-making, navigating complex trade-offs, and ensuring growth strategies are collectively built to be executable and scalable across a highly matrixed organization.

WHAT YOU’LL DO

Commercial Growth Strategy

• Facilitate Growth Blueprints: Lead cross-functional strategy sessions to define global growth initiatives aligned to overarching company objectives.
• Synthesize Market Opportunities: Partner with sales and analytics teams to isolate net-new growth opportunities across customer segments, industries, and geographic markets.
• Co-Design Expansion Frameworks: Work alongside PMM, Customer Success and Sales to architect scalable land-and-expand, upsell, and cross-sell frameworks.

Route-to-Market Strategy

• Unify Sales Motions: Convene Sales, Channel, and Cloud Marketplace teams to co-design direct, partner-led, and specialist-led sales motions.
• Align Segmentation & Coverage: Partner with sales leadership to formulate clear customer segmentation, account tiers, and optimized market coverage models.
• Evaluate Emerging Models: Host cross-functional forums to continuously assess disruptive business models, pricing strategies, and ecosystem opportunities.

Cross-Functional Product Commercialization

• Bridge Product & GTM: Act as the core connective tissue between Product Management and Product Marketing to successfully commercialize and launch new offerings.
• Harmonize Roadmaps with Value: Gather inputs across technical and commercial teams to ensure pricing structures, packaging, and commercialization frameworks accurately reflect product roadmaps and customer willingness-to-pay.
• Establish Repeatable Launch Frameworks: Collaborative build and scale repeatable GTM launch mechanics that accelerate time-to-market for new capabilities.

WHAT YOU’LL BRING

• 10+ years of experience in GTM Strategy, Commercial Strategy, Product Strategy, Revenue Operations, Sales Leadership, or Management Consulting.
• 5+ years specifically spent bringing together cross-functional teams to design, define, and scale revenue growth motions or commercial architectures.
• Proven track record of driving strategic decision-making and alignment across powerful, divergent stakeholders (e.g., Product, Sales, Marketing, and Customer Success).
• Strong executive communication skills with a demonstrated history of influencing VP-level leaders without direct authority.

Preferred Qualifications

• Experience within cybersecurity, cloud, infrastructure, SaaS, or technology ecosystems.
• Deep familiarity with cloud Marketplace co-sell infrastructure and partner ecosystems.
• Experience bringing product and finance teams together to build pricing/packaging designs or product commercialization roadmaps.

Leadership Characteristics

• Masterful at translating technical product capabilities, targets, and seller needs into a single, cohesive commercial blueprint.
• Highly organized, detailed-oriented, with project management experience as a bonus.
• Strategic thinker with strong execution instincts.
• Data-driven decision maker.
• Strong cross-functional influencer.