GTM Manager

We are looking for a visionary and hands-on Go-to-Market (GTM) Manager with deep B2B SaaS expertise to shape how we take products to market and scale them globally.

Reporting directly to the Head of GTM, you will play a pivotal role in driving our next stage of growth. You will be accountable for both new product launches and ongoing GTM motions for existing products, ensuring we maximise adoption, ACV, and retention. This is where GTM strategy meets execution: you'll design the GTM blueprint and then lead the charge to bring it to life.

We're seeking someone who thrives at the intersection of Sales-Led (SLG) and Product-Led Growth (PLG) motions who can orchestrate complex cross-functional launches while also unlocking scalable self-serve and product-led adoption.

If you're energised by building and executing world-class GTM strategies that deliver measurable commercial impact across the full funnel and want to apply your skills in a sector with global importance, this is your opportunity. Maritime experience is a strong plus, but we welcome outstanding B2B SaaS GTM professionals from any industry who can bring best practices and fresh perspectives.

Major Responsibilities

GTM Strategy & Insights

• Create and own GTM strategies for both new product launches and ongoing growth motions, ensuring clear links to ACV, adoption, and retention goals.
• Define ICPs, segmentation, value propositions, product bundles, and the right GTM model (PLG, SLG, or hybrid).
• Drive market, customer, and competitive research to validate market opportunities, value propositions and positioning.
• Translate GTM strategy into actionable blueprints with milestones, ownership, and measurable success criteria.
• Ensure GTM strategies address the entire funnel — from awareness through adoption, conversion, and retention.
• Facilitate alignment and decision-making through GTM Committee reviews and structured cross-functional planning.

Messaging & Enablement

• Lead the creation of compelling messaging frameworks and ICP-specific narratives.
• Collaborate with Growth Marketing to bring messaging to life through campaigns, content, and demand generation.
• Equip BDM's and CX teams with playbooks, talk tracks, case studies, and objection-handling guides to drive adoption and ACV.

Execution & Commercial Outcomes

• Act as GTM project lead, aligning Product, Marketing, Sales, and CX around shared GTM plans.
• Drive execution of campaigns, sales plays, and adoption initiatives across the funnel, from awareness to conversion to retention with Growth Marketing.
• Monitor funnel health, lead GTM standups, and keep teams accountable to commercial outcomes.
• Build and refine repeatable GTM playbooks to scale execution over time.

Measurement & Optimisation

• Define and track GTM KPIs across adoption, pipeline, ACV, and retention.
• Present results and insights to leadership, with recommendations for optimisation.
• Run retrospectives and evolve GTM playbooks to continuously raise the bar.

Collaboration & Partnerships

Success in this role depends on building strong cross-functional partnerships:

• Product → Align GTM with roadmap priorities and partner to drive product-led outcomes such as trial activation, in-product adoption, and user engagement loops.
• Marketing → Collaborate on messaging, positioning, campaigns, and demand generation. Co-create campaign briefs, content, and enablement assets that fuel growth.
• Sales → Support enterprise motions with sales plays, enablement, and ABM initiatives.
• Customer Experience → Ensure onboarding, adoption, and expansion motions are fully aligned with GTM strategy.
• Market Intelligence → Partner with analysts and internal experts to leverage customer insights, competitive analysis, and industry trends, ensuring GTM strategies are data-driven and market-informed.

Qualifications, Skills and Experience

• Proven B2B SaaS GTM Expertise: 6 years leading go-to-market strategy and execution in B2B SaaS, with a record of driving ACV growth, adoption, and retention.
• Dual GTM Model Mastery: Demonstrated success in both Sales-Led enterprise GTM motions and Product-Led Growth strategies (free trials, self-serve onboarding, in-product adoption, viral/expansion loops).
• Commercial Impact: Clear evidence of delivering measurable outcomes tied to revenue, funnel performance, and customer success.
• Leadership & Collaboration: Strong ability to influence and align cross-functional teams around shared goals.
• Analytical & Strategic: Skilled in SaaS funnel modelling, performance metrics, and translating insights into action.
• Education: Bachelor's degree in Business, Marketing or related field required; MBA or equivalent advanced degree is a plus.
• Domain Knowledge (Desirable): Maritime industry experience is highly desirable but not essential — exceptional B2B SaaS GTM professionals from other industries are encouraged to apply.
• Experience with Salesforce, HubSpot, or other CRM/marketing automation platforms.
• Familiarity with agile product management and SaaS lifecycle practices.
• Background in high-growth SaaS or scale-up environments.