Go-to-Market Lead, Net Zero & Sustainability

The GTM Lead - Net Zero & Sustainability is responsible for driving the global go-to-market (GTM) success of the IFS Sustainability portfolio. Acting as the commercial champion for the product, this role owns the execution of global GTM campaigns, develops compelling sales plays, and works across Sales, Marketing, Product, Customer Success, and Partner teams to accelerate pipeline growth and strategic deal execution.

This is a highly commercial role with global responsibility, focused on creating repeatable revenue motions while directly supporting the largest Sustainability opportunities worldwide. The GTM Sustainability Manager will ensure Sustainability is positioned both as a standalone offering and as a strategic extension of IFS Cloud, helping customers realize greater business value while driving profitable growth.

Success in this role is measured through pipeline generation, strategic deal influence, GTM adoption, and overall commercial performance of the Sustainability portfolio.

Key Responsibilities

Global Go-to-Market Leadership

• Own and execute the global GTM strategy for the Sustainability portfolio, ensuring alignment across Sales, Marketing, Product, Customer Success, and Partners.

• Act as the commercial owner and global sales champion for Sustainability, driving awareness, adoption, and consistent execution across all regions.

• Develop and continuously refine repeatable GTM motions that accelerate market penetration and revenue growth.

• Ensure regional teams are equipped with the messaging, positioning, and sales assets required to successfully sell Sustainability solutions.

Sales Plays & Commercial Strategy

• Define, launch, and optimize high-impact sales plays for Sustainability.

• Build commercial motions that enable both standalone Sustainability opportunities and attach opportunities alongside IFS Cloud.

• Identify market opportunities, competitive positioning, and customer use cases to strengthen commercial execution.

• Continuously evaluate sales performance and refine GTM approaches based on market feedback and commercial outcomes.

Strategic Deal Leadership

• Personally support and influence the company's largest global Sustainability opportunities, including the top strategic standalone deals.

• Partner with regional sales leaders throughout complex sales cycles to improve deal quality, competitive positioning, and win rates.

• Facilitate executive engagement and cross-functional collaboration for strategic pursuits.

• Capture and share best practices from major opportunities to improve repeatability across the organization.

Pipeline Growth & Revenue Enablement

• Drive a sustainable pipeline strategy targeting a minimum four-times pipeline coverage against revenue objectives.

• Partner with Marketing to develop and execute demand generation campaigns that create qualified pipeline.

• Monitor pipeline health, campaign effectiveness, and conversion metrics, recommending corrective actions where required.

• Identify opportunities to improve pipeline quality, sales velocity, and forecast accuracy.

Cross-Functional Collaboration

• Work closely with Product Management to ensure market feedback influences product direction and roadmap priorities.

• Partner with Marketing to create compelling messaging, customer stories, thought leadership, and campaign content.

• Collaborate with Sales Enablement to develop training, playbooks, and sales resources that increase field effectiveness.

• Support Partner teams with GTM strategies that expand market reach through the ecosystem.

Performance Management & Continuous Improvement

• Define and monitor key commercial performance metrics across pipeline generation, win rates, deal progression, and GTM effectiveness.

• Provide regular updates and recommendations to senior leadership on market performance, strategic opportunities, and execution priorities.

• Foster a culture of continuous improvement by identifying opportunities to simplify processes, improve execution, and increase commercial impact.

Success Measures

Success in this role will be demonstrated through:

• Delivery of global GTM campaigns that generate measurable pipeline growth across PSO, MSO, and WISE.

• Achievement of at least a 4x pipeline multiple against commercial targets.

• Growth in standalone Optimisation revenue alongside increased IFS Cloud attachment rates.

• Establishment of a single, coherent Optimisation portfolio narrative and proposition across PSO, MSO, and WISE.

• Successful support and influence of the company's top strategic Optimisation opportunities globally.

• Increased adoption of Optimisation sales plays across global sales teams.

• Improved win rates, pipeline conversion, and commercial predictability.

• Strong cross-functional alignment that accelerates market execution and customer adoption.

• 7+ years of experience in enterprise software, SaaS, or technology organisations within Go-to-Market, Product Marketing, Sales Strategy, Business Development, or related commercial roles.

• Demonstrated success developing and executing global GTM strategies for enterprise software products, ideally spanning multiple products or a portfolio.

• Experience supporting complex enterprise sales cycles and influencing strategic customer opportunities.

• Strong understanding of enterprise software sales motions, including pipeline generation, solution selling, and partner ecosystems.

• Experience working across multiple business functions including Sales, Marketing, Product Management, Customer Success, and Executive Leadership.

• Domain knowledge of optimisation, scheduling, or planning technologies is highly advantageous — for example, field service planning and scheduling optimisation (PSO), manufacturing scheduling and digital-twin-based planning (MSO), or scenario modeling and predictive analytics (WISE / what-if analysis).

• Familiarity with the full spectrum of AI capabilities, from machine learning through to agentic and frontier AI approaches, and the ability to translate technical AI capability into a clear commercial proposition.

• Knowledge of Field Service Management, Enterprise Asset Management, Manufacturing, ERP, Industrial AI, or enterprise business applications is advantageous.

• Bachelor's degree in Business, Marketing, Engineering, Technology, or a related discipline. MBA is beneficial.

Skills & Competencies

• Commercial mindset with strong business and revenue acumen.

• Strategic thinking combined with hands-on execution.

• Excellent stakeholder management and cross-functional leadership skills.

• Ability to influence senior executives and global sales organisations without direct authority.

• Ability to translate complex AI, optimisation, and scheduling concepts into clear, customer-facing propositions.

• Strong presentation, communication, and storytelling skills.

• Data-driven decision making with the ability to translate insights into commercial action.

• Strong project and program management capabilities.

• Ability to thrive in fast-paced, global, and matrixed environments.

• Passion for building repeatable GTM motions that drive measurable business outcomes.

We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.