GTM Strategy Lead

The Company: Lightyear builds software that is revolutionizing the telecom management experience for hundreds of enterprises. Lightyear’s platform helps enterprise IT teams automate telecom procurement, network inventory management, telecom bill payment, and much more, and is utilized by companies including Honeywell, Alo Yoga, Palo Alto Networks, and Okta. Lightyear has raised nearly $65M from the first investors in Roblox, Discord, Coupang, Robinhood, and Flexport.

The Position: As Lightyear’s GTM Strategy Lead, you will play a critical role in scaling our GTM organization by managing core demand generation channels, identifying new channels to pursue, measuring GTM efficacy across the funnel, and optimizing sales processes for repeatability and excellence. A successful GTM Strategy Lead will help Lightyear drive toward profitable, repeatable, scalable, and predictable lead generation and revenue growth. In this position, you’ll work closely with the CEO as well as the Sales, Operations, and Product functions to own, audit, and optimize marketing and sales processes. The ideal candidate for this will bring together operationally rigorous experience, ideally in GTM at a SaaS / startup environment, top-tier intellectual horsepower, and strong work ethic.

This will be an executive position with a highly-competitive compensation package that will be customized for the candidate’s experience, preferences, and goals. The expected total compensation will be based on experience and will range from $160,000- $220,000 with equity. Over time, this role should progress into our VP of GTM Strategy (or similar role).  

Key Responsibilities

• Work closely with company leadership and the GTM organization to drive scalable lead generation strategies, measure performance across the funnel, and optimize sales processes for repeatability
• Manage digital demand generation channels including organic search, paid media, organic social, content, email, and others toward predictable, profitable lead generation
• Identify and create new demand generation channels including, but not limited to, partnerships, referrals, influencer marketing, and more
• Measure GTM organizational performance from top to bottom and utilize data to drive organizational optimizations
• Templatize and optimize enterprise sales processes for repeatability and scalability - creating playbooks, product marketing collateral, or meeting templates to be leveraged by EAEs and SDRs

• Proven track record of excellence in a GTM / demand generation startup role or relevant experience in an operationally rigorous startup role
• Deep understanding of B2B GTM process, lead generation mechanisms, tech stack, KPIs, and key metrics
• Strong executive presence and ability to influence customer leadership
• Experience working with cross functional teams to achieve company objectives
• Experience working with Salesforce, Hubspot, and other customer analytics software
• Relentless focus on continuous, data-driven improvement