This is a remote position.

We don't sell retainers. We deploy capacity. Operators are part of the company. If you want to own real work, operate inside real companies, and be compensated like a partner rather than a contractor, this is where you belong.

Role Overview

The GTM Strategist is the decision layer that every ATQ Squad engagement depends on before execution starts.

A client without a GTM Strategist stays reactive. Targeting stays assumed. Messaging stays generic. Channels stay uncoordinated. Pipeline stays unpredictable. The GTM Strategist is the person who defines what to go after, why, and in what order — and then stays long enough to see whether it worked.

You won't be assigned briefs to polish. You'll be given a client, a market, and a capacity commitment. Your job is to produce the GTM blueprint that an execution team can start building from within two weeks, own the strategic direction as data comes back, and adjust before performance degrades.

What You'll Do

Technical and System Building

You own four interconnected strategic systems end-to-end:

ICP (Ideal Customer Profile) Definition and Segmentation — target account and persona definition using firmographic, behavioral, and situational criteria. Prioritization logic that specifies which segment to target first and why (urgency, fit, access). Negative ICP logic that defines which accounts and personas to exclude and why. Behavioral and situational signal layering on top of firmographic data: hiring patterns, tech stack changes, funding events. ICP adjustment based on campaign performance data from the execution layer. ICP documentation specific enough for a GTM Engineer to build targeting lists from it without further clarification.

Positioning and Messaging Systems — value propositions grounded in competitive landscape and customer outcomes, not product features. Messaging frameworks structured as problem statement, tension, proof, and call to action — varied by persona and channel. Separate messaging architectures for different ICPs with meaningfully different structures, not the same template with swapped words. Structurally distinct messaging for cold outbound, warm follow-up, and inbound. Buyer psychology principles (loss aversion, social proof placement, urgency framing) applied to messaging structure with explicit reasoning for each placement. All messaging testable and deployment-ready — not abstract frameworks requiring further interpretation.

Channel and Motion Design — channel selection and prioritization (outbound, inbound, partnerships, events, paid, content) for a given ICP and business context. Channel trade-off decisions based on deal size, ICP awareness level, and sales cycle length. Multi-channel motion sequencing with explicit ordering logic (e.g., content creates awareness, then outbound targets engaged accounts, then retargeting reinforces). Orchestration logic that coordinates multiple channels toward the same accounts without overlap or contradiction. Channel saturation detection and reallocation recommendations. Lifecycle orchestration: what happens to a lead at each stage (new, engaged, qualified, nurturing, recycled) and which channel or action applies at each transition.

Experimentation and Iteration — experiment definition for each cycle: messaging variants, targeting criteria, channel combinations, or offer structures. Success measurement specification per experiment: the metric, the comparison baseline, and the sample size or time window needed. Feedback loops that route execution data (from the GTM Engineer, marketing, or sales) back into strategy decisions on a defined cadence. Experiment sequencing by expected impact. Stopping underperforming campaigns based on data and redirecting resources to higher-performing ones. Documentation of experiment results and the resulting strategy changes so the team can trace why a decision was made.

Three Phases of Execution

Your work runs in three modes depending on where the engagement is:

Foundation — produce a written GTM blueprint that includes ICP priority, channel selection with rationale, messaging direction, execution sequence, and success metrics. Define KPIs for each GTM motion. Flag dependencies the blueprint requires from the execution layer (data sources, tool access, content assets) before handoff. Flag assumptions and mark which ones need validation first. Deliver strategy in iterative layers, prioritizing the highest-impact decisions first so execution can start early. Deliverable: one actionable GTM blueprint a GTM Engineer can start executing within two weeks, with assumptions and dependencies documented.

Ongoing — interpret campaign performance data (pipeline generated, conversion rates by stage, CAC (Customer Acquisition Cost) by channel) and translate it into specific strategy adjustments. Identify highest-performing segments and recommend increasing investment. Identify underperforming segments or channels and recommend reducing or stopping investment. Refine messaging based on open rates, reply rates, and conversion rates on a weekly or bi-weekly cycle. Adjust ICP definitions based on actual response and conversion data. Deliverable: strategy adjustments implemented in the CRM, the sequences, and the pipeline review — not in slide decks.

Optimization — reduce CAC over time through more precise targeting and messaging, measured against a baseline established in the foundation phase. Recommend expansion into new channels or verticals when current motions are optimized and the data supports it. Design GTM motions for multiple simultaneous ICPs without creating channel conflict between them. Determine when outbound is more effective than inbound (and vice versa) for a specific client situation, and shift resources accordingly. Deliverable: lower acquisition cost, broader reach, and a strategy layer that scales without degrading.

Cross-Functional Collaboration

You depend on the execution layer to turn your decisions into running systems: the GTM Engineer builds the sequences, the data pipelines, and the automation. The Growth Marketer and Digital Marketing Specialist run the campaigns across their respective channels. You align all of them on strategic direction — what to launch, what to stop, and what to increase.

You set expectations with clients about what the strategy layer requires from the execution layer to produce results: data feedback, tool access, sales input. You specify what RevOps (Revenue Operations) infrastructure — CRM configuration, tracking setup, reporting dashboards — the strategy depends on, so the execution layer or client can build it.

You are embedded inside the client's tools (CRM, Slack, Notion, HubSpot) as part of the team, not as an external advisor.

Strategic Ownership

After onboarding, you generate your own recommendations. You don't wait for someone to ask. You diagnose where an existing pipeline motion is underperforming by analyzing targeting, messaging, channel mix, and conversion data before proposing changes. You challenge ICP assumptions provided by the client using market evidence or competitive context — you do not accept them without question.

You build positioning from market context (competitive gaps, market timing, proof points), not from the client's internal feature list. You develop narratives that explain why a buyer should choose the client over specific alternatives, grounded in evidence the sales team can reference.

Every strategic recommendation includes a specific execution path. You provide examples and evidence when making recommendations — not general principles alone. You communicate scope boundaries proactively and push back constructively when asked to do work outside the pre-pipeline boundary. You do not own post-pipeline activities: closing deals, managing sales teams, or negotiating contracts. You do not own campaign execution: building sequences, writing individual emails, running ads, or operating automation tools — that is the GTM Engineer's, Growth Marketer's, or Digital Marketing Specialist's scope. You are a senior individual contributor who directs strategy, not people.

You signal when a client has reached the limits of their current strategic bandwidth — wanting to explore new markets, test multiple strategies simultaneously, or move faster on decisions — and recommend a tier upgrade.

You'll Thrive Here If You...

1. Have real strategic range

You don't need to be a generalist, but you need to be sharp with:

• ICP definition and segmentation — firmographic, behavioral, and situational criteria, including negative ICP logic
  
• Messaging architecture — problem/tension/proof/CTA frameworks varied by persona and channel
  
• Channel selection and sequencing — outbound, inbound, partnerships, events, paid, content, with trade-off reasoning
  
• Multi-channel orchestration — coordinating channels toward the same accounts without overlap or contradiction
  
• Experiment design — defining what to test, how to measure it, and when to stop
  
• Funnel instrumentation — defining KPIs and attribution logic for each GTM motion
  
• Performance interpretation — translating conversion rates, CAC, and pipeline data into specific strategy changes
  
• CRM and GTM tooling literacy — enough to specify what RevOps infrastructure your strategy requires, and to work embedded in HubSpot, Salesforce, Notion, or Slack
  

2. Think in outcomes, not tasks

• You ask "why" before designing a motion
  
• You define success metrics before launching anything
  
• You describe your work in outcome terms ("reduced CAC by X% through segment reprioritization"), not activity terms ("wrote a strategy doc")
  
• You can explain a multi-channel GTM motion in 60 seconds
  
• You communicate in plain language to people who care about pipeline, not your frameworks
  
• When a strategic recommendation is challenged, you revise it or add evidence — you don't restate the original position
  
• You acknowledge gaps in your knowledge and propose how to resolve them
  
• You manage your own priorities without being managed
  

3. Operate like you own it

• You can spot a misaligned GTM motion before results confirm it
  
• You stop underperforming campaigns based on data, not politics
  
• You treat client strategy like your own, with urgency, ownership, and judgment
  
• You deliver a working GTM blueprint within the foundation phase, not after months of discovery
  
• Every blueprint ships with flagged assumptions, dependency lists, and success metrics — not a clean deck with no testable claims
  
• You flag assumptions embedded in a blueprint and mark which ones need validation first — before they degrade performance
  
• You stay embedded long enough to observe whether the strategy produced the expected results, and adjust based on what actually happened
  
• You do not deliver a strategy document and leave before results are measurable
  

How It Works

This is not a full-time role. You'll be matched to client engagements based on your availability and skill fit, working fractionally inside one or more client teams at a time.

Once you're vetted and onboarded into the ATQ network, deployment is the next step. From day one, you're embedded inside the client's tools: Slack, HubSpot, Notion, Salesforce. You operate as part of their team, not as an outside vendor.

Work is structured around Capacity Units (CUs) — defined outputs with clear scope, not open-ended time commitments. You are paid for what you ship.

With ATQ, you are paid fairly and your reputation travels with us across every project.

Requirements

Required Software:

• CRM (HubSpot, Salesforce, or Zoho) — full operational: build reports/dashboards, define pipeline stages, configure lead scoring, set up attribution tracking
  
• Slack
  
• Notion
  
• Google Sheets or Excel
  

Required Skills:

• ICP definition and segmentation — firmographic, behavioral, situational criteria, negative ICP logic, documentation precise enough for a GTME to build lists from
  
• Positioning and messaging architecture — value props from competitive landscape, messaging frameworks (problem/tension/proof/CTA) varied by persona and channel, structurally different per ICP
  
• Channel selection and sequencing — prioritize and sequence outbound, inbound, partnerships, events, paid, content with trade-off reasoning. Multi-channel orchestration without overlap
  
• Experiment design — define what to test, specify metric/baseline/sample size, sequence by impact, kill underperformers on data
  
• Performance interpretation — translate pipeline, conversion rates, and CAC into specific strategy changes. Identify top/bottom segments and reallocate
  
• GTM blueprint production — written, actionable blueprints (ICP priority, channels, messaging, sequence, metrics) executable within two weeks. Flag assumptions and dependencies
  
• Funnel instrumentation — define KPIs and attribution per motion, establish baselines during foundation phase
  

Benefits

• fully remote 
  
• full flexibility ​