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The Head of Go-To-Market (GTM) is responsible for architecting and leading Foundry’s client strategy, sales enablement, and GTM intelligence functions. This executive serves as the connective tissue between Sales, Customer Success, Product, and Marketing, ensuring that customer feedback is translated into actionable strategy, and that revenue teams are equipped with the content, tools, training, and frameworks required to win complex and enterprise-level opportunities.
This role leads the Client Strategy team in supporting custom and high-value proposals, defines and curates the company’s GTM content architecture, formalizes feedback loops across departments, and designs scalable onboarding and sales excellence programs. The Head of GTM ensures alignment across revenue functions and drives measurable impact on win rates, ramp time, and overall revenue effectiveness.
Lead enterprise client strategy and complex deal support to increase win rates and differentiation.
Design and operationalize GTM feedback loops between customers, Sales, CS, Marketing, and Product.
Define the architecture and governance of the GTM content library.
Develop and deploy structured onboarding and continuous training programs for Sales and Customer Success.
Establish standards for integrated proposal creation and presentation excellence.
Identify market trends and research insights to inform sales positioning and storytelling.
Drive AI enablement initiatives for sales efficiency and effectiveness.
Measure and report on GTM effectiveness metrics including ramp time, win rates, and content utilization.
This is an in person role so a willingness and ability to be present in a Boston Metro or San Francisco based hub is a requirement.
Lead and develop a team of Client Strategists supporting complex and custom revenue opportunities.
Elevate proposal quality and ensure consistent, differentiated positioning in enterprise deals.
Orchestrate structured Voice-of-Customer (VOC) processes and ensure insights inform GTM improvements.
Define what stories, proof points, case studies, and materials are required to support the revenue cycle.
Partner with Marketing on content development while owning GTM content strategy and curation.
Create clear taxonomy, governance, and accessibility standards for the GTM content library.
Design and implement onboarding programs for Sales and Customer Success.
Develop structured learning tracks across:
Digital Marketing Trends
Research and Purchase Behavior Trends
Integrated Proposal Creation & Presentation
AI Enablement Tools and Selling Techniques
Core Sales Excellence (prospecting, discovery, event engagement, relationship building, territory planning, account mapping, pipeline management)
Establish measurable benchmarks for “what good looks like” across revenue roles.
Drive quarterly GTM reviews and improvement cycles.
Collaborate with executive leadership on strategic GTM initiatives.
Strategic Thinking: Ability to design and implement scalable GTM systems aligned with revenue objectives.
Leadership: Ability to inspire, develop, and hold teams accountable to high standards.
Cross-Functional Influence: Ability to align diverse stakeholders across Sales, Marketing, Product, and CS.
Executive Communication: Ability to communicate complex concepts clearly and concisely at senior levels.
Accountability: Ownership of measurable revenue impact and performance outcomes.
Analytical Rigor: Ability to interpret data and market signals to inform GTM strategy.
Change Management: Ability to drive adoption of new processes, tools, and behaviors.
Coaching & Development: Ability to develop talent and institutionalize best practices.
· 8+ years of experience in B2B revenue organizations.
· Significant experience in enterprise sales environments.
· Proven track record building and scaling sales enablement or revenue strategy functions.
· Experience leading cross-functional initiatives in growth-oriented or private equity-backed environments preferred.
· Demonstrated impact on win rate improvement, sales ramp acceleration, and revenue effectiveness.
· Experience working closely with Product and Marketing teams to align positioning and messaging.
· Proficiency with CRM systems (e.g., Salesforce or equivalent).
· Experience with sales enablement platforms and content management systems.
· Strong command of Microsoft Office Suite, presentation tools, and collaboration platforms (e.g., Microsoft Teams, Office 365).
· Familiarity with AI tools for sales productivity and enablement.
· Comfort analyzing dashboards and performance metrics.
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Foundry, an IDG, Inc. company, is a B2B marketing and media services firm serving the technology industry. It provides data-driven demand generation, marketing services, and media properties (such as CIO, Computerworld, and Network World) to help tech marketers reach IT decision-makers worldwide.
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