GTM, Emerging Products

What you’ll do

• Product expertise and solution leadership: Serve as the GTM expert for incubation products, developing deep knowledge of customer pain points, target personas, product capabilities, competitive alternatives, and positioning.
• Account strategy and opportunity creation: Identify opportunities within existing customers and develop a clear point of view on where emerging products can create value. Partner with Core AEs and ADMs on account strategy while independently driving incubation motions.
• Customer discovery and validation: Lead deep discovery to understand adoption drivers, barriers, product gaps, and buying motivations. Use customer interactions, evaluations, wins, and losses to shape product requirements, positioning, and go-to-market strategy.
• Technical and executive selling: Build champions, navigate engineering leaders and executive stakeholders, and lead value-based sales motions that convert opportunities into product adoption.
• Complex opportunity ownership: Own incubation opportunities end-to-end, coordinating across account teams, Product, Engineering, Field Engineering, and customer stakeholders.
• Business building: Help determine not only whether customers will adopt a new offering, but why they would do so and what it takes to build a repeatable business around it.

You may be a fit if

• You're genuinely entrepreneurial and curious, and energized by building something new.
• You see the 0→1 opportunity as the primary draw. You're excited by the challenge of figuring out what customers want, what they'll buy, and how a new product becomes a real business.
• You want to be close to the product, understand why it wins and loses, and help shape what comes next.
• You’re comfortable operating without a playbook and making progress through ambiguity.
• You move fast, and adapt as products, customer feedback, and priorities evolve.
• You’ve sold at an early-stage company, and know how to sell transformational outcomes, not just product features or manage inbound demand.