GTM Strategy Lead

Tulip, the leader in frontline operations, is helping companies around the world equip their workforce with connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Companies of all sizes and across industries have implemented composable solutions with Tulip’s cloud-native, no-code platform to solve some of the most pressing challenges in operations: error-proofing processes and boosting productivity, capturing and analyzing real-time data, and continuous improvement.

A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany and Hungary. Focused on composable, human-centric solutions for industrial environments, Tulip is disrupting the MES category and has been recognized as a World Economic Forum Global Innovator.

Please note we are a hybrid distributed company. This role is based out of our HQ, and the GTM Strategy Lead would work from the office multiple days per week

About You:

• Bachelor's degree in Finance or Business; Post graduate degree will be considered as a plus
• 5-8 years of relevant experience in B2B SaaS products and services, in commercial functions (e.g. Marketing, Product Development), strategy functions (e.g. Strategy, Business Development) and / or management consulting experience in related projects and segments
• Demonstrated success producing impactful country, segment and account strategies in B2B that have direct connection to revenue growth 
• Startup experience, or experience in a fast-paced environment, a plus 

What skills do I need? 

• In-depth understanding and extensive experience of using financial and commercial drivers with the ability to “go beyond the numbers” in order to inform and challenge strategic plans and decisions and help identify and maximize business opportunities for increasing revenue, improving productivity and strengthening operational excellence
• Partner and work closely with sales leadership, sales operations, finance, HR, and legal teams to execute on new and existing sales compensation design and be responsible for enforcing policies and administration
• Commercially minded with strong financial modeling skills with experience shaping analytical agendas to uncover areas for growth or improvement
• Solution oriented with an entrepreneurial attitude
• Ability to clearly and concisely communicate complex messages to a variety of audiences and formats (written, verbal) and gain buy-in when needed
• You are not afraid to ask the questions no else is asking and are able to single-mindedly find and analyze the supporting data and pursue the answers to these questions
• Process oriented and a broad systems-thinker when it comes to problem solving
• Has the confidence and gravitas to engage, present, influence and challenge at executive level and build relationships at all levels
• Experience in manufacturing is not essential, but candidates will be expected to demonstrate a knowledge and appreciation of the industry and be motivated by working in a fast-paced and dynamic environment
• Strong familiarity and solid understanding of SaaS and subscription metrics (ARR, NRR, CAC, LTV) to be able to articulate business decisions
• Coaching and line management experience desired

Key Responsibilities:

• The Commercial GTM Strategy Lead will provide support to the Chief Commercial Officer and Commercial Leadership team in developing the overall commercial & go-to-market strategy from definition of processes and operating rhythms, to strategic account planning process, to market and account research.
• Partner with internal stakeholders and identify strategy for go to market, designing or updating the sales process to ensure a proper setup to achieve commercial targets.
• Own and lead ongoing competitor/industry analysis and communication/training across the commercial organization
• Coordinate and document product feedback, ideation feedback, and gap analysis and liaise with product teams to ensure there is a structured feedback loop in the product roadmap
• Manage the Commercial Planning process and Commercial Quarterly Business Reviews and Kickoffs
• Provide support to key commercial stakeholders with ad-hoc analysis and/or presentations of key account performance, regional trends, stakeholder management and overall commercial strategy and planning.
• Act as Chief of Staff for the Commercial team to help coordinate and lead key deliverables including supporting the Monthly Operating Review, Board of Directors preparation, OKRs and other commercial org coordination.

Key Collaborators: 

• Finance, Marketing, Product, Leadership

Working At Tulip

We know even great candidates experience imposter syndrome. Even if you don’t match every requirement, applying gives you the opportunity to be considered. 

We’re building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include:

• Direct impact on product and culture
• Company equity
• Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D Insurance, Flexible Spending Account (FSA), Commuter Benefits, Parental Leave, and 401(K)
• Flexible work schedule and unlimited vacation policy
• Virtual company events and happy hours
• Fitness subsidies

We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations.