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AI Summary
The Senior GTM Lead will own and lead Quarterhill's go-to-market motion outside of the traditional RFP process. This individual will develop and execute account-based growth strategies focused on our most strategic customers, establish repeatable pre-RFP engagement programs, drive actionable market intelligence through win/loss analysis, and help accelerate revenue growth across the organization.
Working closely with executive leadership, including the CRO and marketing leadership, the Senior GTM Lead will co-lead strategic planning forums, prioritize target accounts, and ensure Quarterhill is positioned early and effectively in critical opportunities.
Responsibilities
Strategic Account Growth & Market Engagement
- Own and maintain Quarterhill's top 100 strategic account portfolio within Salesforce, including:
- Buyer stage tracking
- Decision-maker and stakeholder mapping
- Product fit assessments
- Account engagement history
- Next-step action plans
- Refresh account insights weekly and present recommendations to GTM leadership forums.
- Develop and execute account-based marketing (ABM) strategies for Tier 1 accounts and priority growth opportunities.
- Partner with sales leadership to drive executive sponsor engagement and coordinated account planning.
Pre-RFP Opportunity Development
- Design, implement, and scale Quarterhill's pre-RFP engagement framework.
- Ensure consistent engagement across Tier 1 accounts through:
- Executive relationship-building activities
- Strategic business reviews and technical briefings
- Thought leadership content and bylined industry perspectives
- Agency and industry stakeholder engagement
- Increase Quarterhill's influence and visibility during the early stages of the customer buying journey.
GTM Leadership & Cross-Functional Alignment
- Co-chair the GTM Steering Committee alongside marketing leadership and the Chief Revenue Officer.
- Partner with leadership teams on:
- Account prioritization
- Resource allocation
- Growth strategy decisions
- GTM execution cadence
- Align sales, marketing, and product teams around strategic growth initiatives.
Pipeline & Performance Management
- Establish and manage marketing-influenced pipeline reporting and performance visibility.
- Present GTM progress, pipeline insights, and account engagement outcomes to executive leadership and board-level audiences.
- Develop measurement frameworks that connect marketing activities to business outcomes and revenue performance.
Win/Loss Intelligence
- Lead Quarterhill's win/loss analysis program.
- Ensure every major pursuit and RFP is reviewed to identify trends, strengths, gaps, and competitive insights.
- Translate findings into actionable recommendations for:
- Sales
- Product Management
- Product Marketing
- Executive Leadership
Launch & Growth Initiatives
- Partner with Product Marketing to develop and execute launch strategies within strategic accounts, beginning with priority offerings such as BOS.
- Work closely with the Brand and Marketing teams to create account-specific messaging and positioning.
- Manage relationships with external agencies and partners supporting:
- ABM programs
- Intent data platforms
- Market intelligence initiatives
- Pre-RFP engagement activities
Success Measures
Within the first 12 months, success in this role will be demonstrated through:
- Increasing Tier 1 tolling agency engagement from approximately 40% to 50% within six months.
- Establishing joint marketing and account plans across:
- 25%–30% of priority accounts within six months
- 50%+ of priority accounts within twelve months
- Influencing 30%+ of targeted pre-RFP pursuits within twelve months.
- Enabling 1–2 multi-business-unit pursuits through integrated marketing programs.
- Improving year-over-year RFP win-rate performance.
- Delivering measurable growth in marketing-influenced pipeline and strategic account engagement.
Qualifications
Required Experience
- 8–12 years of experience in B2G, public sector, infrastructure, transportation, technology, or complex B2B go-to-market environments.
- Demonstrated success managing long and complex buying cycles, ideally ranging from 18–36 months.
- Proven experience building, leading, and scaling account-based marketing or account-based growth programs.
- Strong expertise with Salesforce and modern ABM technologies.
- Experience owning or reporting against marketing-influenced pipeline objectives and revenue metrics.
- Exceptional stakeholder management and executive communication skills.
- Strong analytical and strategic planning capabilities with the ability to translate insights into action.
Preferred Experience
- Tolling, Intelligent Transportation Systems (ITS), mobility, transportation technology, or government infrastructure industry experience.
- Experience working with public agencies, transportation authorities, or government stakeholders.
- Familiarity with enterprise pursuit management and strategic account planning methodologies.
Benefits
We offer a Total Rewards plan designed with you and your family’s health and wellness in mind that includes:
- Paid days off (i.e. vacation, sick days, bereavement leave)
- Health and Dental plans
- Retirement plans
- Employee and Family Assistance Program (EFAP)
- Employee referral program
We welcome applicants from all backgrounds, regardless of race, color, religion, sex, veteran status, sexual orientation, gender identity, national origin, age, or disability or any other protected characteristics in accordance with applicable federal, state/provincial, and local laws. We're committed to creating a workplace where everyone feels valued and respected.
We appreciate all responses and will acknowledge only those being considered for an interview.
We respectfully request no calls or unsolicited resumes from Agencies.
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