[Remote] Director, GTM Operations - Product Led Growth
Note: The job is a remote job and is open to candidates in USA. Dotmatics is a leading company in the scientific research sector, seeking an analytical and hands-on Director for Go-to-Market Operations focused on Product Led Growth. The role involves scaling and optimizing GTM strategies for key products, collaborating with various teams to drive revenue acceleration, and operationalizing the GTM playbook across different sales channels and customer segments.
Responsibilities
- Operationalise, manage and maintain the GTM playbook, roadmaps, and execution milestones across all sales channels (self-serve e-commerce, CS, Enterprise sales) and customer segments (B2C, SMB, Enterprise)
- Establish GTM OKRs, track real-time performance, and provide actionable insights to all stakeholders
- Collaborate closely with Customer Success, Sales and Marketing to ensure consistent and coordinated execution of the GTM playbook (e.g. tests, strategies, tactics)
- Identify, evaluate and manage new sales channels and opportunities (e.g. reseller partners, underpenetrated geographies, underpenetrated organizations) that can accelerate growth profitably
- Collaborate with Analytics Engineering to deliver reliable, accurate, and standardised reporting, and ad hoc insights as needed
- Support pricing and packaging strategy, advise executive leadership, and perform quantitative pricing analysis (e.g. competitive benchmarks, price elasticities)
- Provide essential performance and customer feedback to Product Management to inform the product roadmaps
Skills
- Degree or higher in quantitative field (e.g. Economics, Statistics, Business) or equivalent experience
- Hands-on experience scaling GTM strategies in a multi-product PLG environment
- Proven experience in scaling GTM strategies in a multi-product PLG environment
- Demonstrated ability to drive complex, cross-functional execution and alignment without relying on direct reports
- Highly analytical and tactical thinker; proven ability to produce actionable data insights to inform strategy and execution, especially under business ambiguity
- Proven experience defining, testing and optimizing GTM tactics across channels
- Strong quantitative and analytical skills; must have medium proficiency in SQL to self-serve insights and guide the Data function
- Demonstrated experience in commercial analysis, and pricing and packaging strategies
- Highly collaborative, open to incorporating existing strategies, and focused on driving tangible results through operational excellence
- Excellent written and verbal communication skills, including high-impact sales copywriting fundamentals, to elevate the performance of existing teams
Benefits
- Medical, Dental, Vision, Insurance
- Health Spending Accounts
- Wellness Benefits (Mental Health Apps and Fitness Perks)
- Company-paid Life and Disability Insurance
- 401k Retirement Plan (with 4% company match; immediate vesting)
- Flexible Time off Plan (for US exempt employees)
Company Overview