Go-To-Market (GTM) Digital Natives Program Leader

The role

This leader acts as the de facto COO for the digital-natives vertical, pairing with the industry GTM head to convert strategy into scalable commercial execution. The role sits in a lean GTM leadership group and works across sales, field engineering, product, engineering, developer relations, and partners to design and measure global programs.

What you would do

• Define and maintain a consistent global operating model spanning sales, field engineering, product, engineering, developer relations, and partners
• Shape the annual vertical strategy by combining product usage data and roadmap plans with field feedback to pick major opportunity bets
• Turn field, product, and external customer and partner input into lasting best-practice guidance
• Build full-funnel programs covering demand creation, pipeline progression, and consumption, tailored to the vertical
• Produce reusable program materials for sales, field engineers, business development, marketing, and ecosystem teams
• Set up measurement dashboards that track product usage and program results, and hold leaders accountable for adoption
• Represent the company as a public voice at customer, partner, industry, and developer events

What they asked for

• Background running operations for a business unit, with a focus on pipeline health, team efficiency, and delivery
• History of turning complicated market plans into practical commercial playbooks for large organizations
• Experience building worldwide go-to-market structures that scale beyond one-off deals
• Working fluency in modern data platform topics such as AI and LLMs, lakehouse architecture, and data governance
• Strong point of view on high-growth SaaS market trends and the buying triggers for key personas
• Solid grasp of how open-source communities connect with commercial enterprise software
• Hands-on record of building AI systems such as ML operations, generative AI applications, or large predictive models
• Knowledge of how sales plays work end to end, including lead generation, stage progression, and drivers of consumption
• Thrives in fast-moving, unclear situations and gets results across functions

Nice to have

• Ability to lead through influence and persuasion across senior executives and global teams without direct reporting authority
• Experience aligning product roadmap changes with commercial needs of high-growth software customers, working with product, engineering, and business development leaders