GTM Lead

As the GTM Lead, you will own the full revenue motion end-to-end for a B2B SaaS marketplace, from activation through expansion. You will sit at the intersection of product, marketing, and sales, defining how product-qualified leads are identified, routed, and converted across both self-serve and enterprise channels. This is a senior, cross-functional role where you set revenue strategy and hold the full funnel accountable to measurable outcomes.
Responsibilities

• Own conversion, retention, and expansion as one connected motion, from activation through upgrade through enterprise, with clear targets you report against.
• Define what a product-qualified lead looks like for the business, build the scoring logic using behavioral and firmographic signals, and design the routing that sends the right accounts to the right person at the right time.
• Build the enterprise motion from zero, including pricing, packaging, sales process, handoff playbooks, and AE enablement for high-tier accounts that currently fall through self-serve.
• Design lifecycle playbooks that move subscribers from first use to durable retention, working with account managers to build the supporting systems.
• Own upgrade and paywall surfaces in partnership with Product to move free users to paid and paid users to higher tiers.
• Own HubSpot and the RevOps architecture that makes the revenue motion measurable and repeatable for sales and account management teams.
• Set a coherent revenue strategy and align marketing, AE, CSM, and PMM behind it.
• Identify new monetization opportunities and improve the monetization of existing offerings.
• Build the compensation and accountability structure for revenue roles over time.

Requirements

• 4 to 7 years of experience in B2B SaaS or marketplaces, with at least 3 years at a product-led growth company that successfully moved upmarket.
• Direct ownership of a revenue, conversion, or retention number.
• Experience working at a company running self-serve and enterprise simultaneously, with a clear understanding of why traditional sales motions break PLG engines.
• Ability to diagram and defend a PQL scoring system from first principles.
• Comfort thinking in funnels and cohorts and being measured against them.
• Experience leading a team or driving output through cross-functional partners you did not directly manage, while holding them accountable to a shared target.
• Ability to execute independently and get hands-on with the work.
• Based in Vancouver, BC, or willing to relocate.

Benefits

• Location: Hybrid, Vancouver, BC (3 days in office)
• Compensation: $13,333 to $17,500 CAD per month
• PTO: 3 weeks paid vacation + statutory holidays + paid sick leave