Director, GTM Operations - Product Led Growth

What do we need

We are seeking an analytical, hands-on Director to scale and optimize the Go-to-Market (GTM) strategy for three market-leading products within our Product-Led Growth (PLG) portfolio: GraphPad, SnapGene, Geneious. These products are undergoing a major value proposition transformation for distinct customer segments, which requires evolving, standardizing and coordinating the GTM playbook across functions and products.

In this role, you will leverage existing teams (Customer Success, Sales, Marketing, Product, Data Engineering) to drive revenue acceleration by operationalizing, executing, measuring and supporting our upsell motions, cross-sell motions and core commercial strategies across channels and customer segments.

You are a proven operator and tactical analyst adept at translating high-level strategy and objectives into measurable, cross-functional programs, using deep data analysis to drive execution and inform future strategy.

In this role you will get to: 

• Operationalise, manage and maintain the GTM playbook, roadmaps, and execution milestones across all sales channels (self-serve e-commerce, CS, Enterprise sales) and customer segments (B2C, SMB, Enterprise)
• Establish GTM OKRs, track real-time performance, and provide actionable insights to all stakeholders
• Collaborate closely with Customer Success, Sales and Marketing to ensure consistent and coordinated execution of the GTM playbook (e.g. tests, strategies, tactics)
• Identify, evaluate and manage new sales channels and opportunities (e.g. reseller partners, underpenetrated geographies, underpenetrated organizations) that can accelerate growth profitably
• Collaborate with Analytics Engineering to deliver reliable, accurate, and standardised reporting, and ad hoc insights as needed
• Support pricing and packaging strategy, advise executive leadership, and perform quantitative pricing analysis (e.g. competitive benchmarks, price elasticities)
• Provide essential performance and customer feedback to Product Management to inform the product roadmaps

We are looking for people who have a degree or higher in quantitative field (e.g. Economics, Statistics, Business) or equivalent experience, and hands-on experience scaling GTM strategies in a multi-product PLG environment, specifically understanding the intersection of self-serve and Product-led Sales channels across B2C, SMB and Enterprise customer segments

• Proven experience in scaling GTM strategies in a multi-product PLG environment
• Demonstrated ability to drive complex, cross-functional execution and alignment without relying on direct reports.
• Highly analytical and tactical thinker; proven ability to produce actionable data insights to inform strategy and execution, especially under business ambiguity
• Proven experience defining, testing and optimizing GTM tactics across channels
• Strong quantitative and analytical skills; must have medium proficiency in SQL to self-serve insights and guide the Data function
• Demonstrated experience in commercial analysis, and pricing and packaging strategies
• Highly collaborative, open to incorporating existing strategies, and focused on driving tangible results through operational excellence
• Excellent written and verbal communication skills, including high-impact sales copywriting fundamentals, to elevate the performance of existing teams