The Head of GTM & Business Development plays a dual role in defining and
executing market entry and growth strategies while actively building and
nurturing key relationships to expand the business. The Head of GTM & Business
Development is responsible for driving market growth through strategic
execution of go-to-market plans and building strong relationships with key
partners and clients. The role focuses on aligning product and business
strategies with organizational OKRs, ensuring that market entry, product
launches, and partnership efforts contribute to measurable business outcomes.
**Key Responsibilities**
_Go-to-Market Strategy_
* Develop and execute comprehensive GTM strategies to introduce new products/services to target markets.
* Collaborate with product, marketing, and sales teams to lead a cohesive market entry strategy.
* Analyze market trends, competition, and customer needs to tailor the messaging, positioning, and pricing strategies.
* Lead cross-functional teams in launching initiatives, ensuring alignment with business objectives.
* Continuously monitor the performance of GTM efforts, adjusting strategies to optimize impact and market reach.
_Business Development & Relationship Management_
* Identify new business opportunities by tapping into their network, building relationships with key stakeholders, including potential clients, partners, and industry influencers.
* Develop strong, long-term relationships with strategic partners to expand business reach and co-create value propositions.
* Work closely with the sales team to identify leads, negotiate deals, and ensure successful onboarding of new clients.
* Serve as the primary point of contact for high-value clients, ensuring their needs are met and fostering long-term loyalty.
* Execute and refine a sales process to move prospects from leads to partners.
* Improve lead conversations with prospects around proposals, quotes, contracts, and customizations.
* Drive closing of high-value deals and ensure a smooth handoff to the customer success team.
_OKR Alignment & Performance Tracking_
* Collaborate with leadership to define GTM and business development objectives that align with company-wide OKRs.
* Break down OKRs into actionable plans and initiatives, ensuring all GTM efforts and business development activities are focused on achieving specific, measurable outcomes.
* Regularly review and report on progress toward OKRs, using data-driven insights to adjust strategies as needed.
* Ensure key business development relationships and partnerships contribute to achieving long-term goals outlined in the company’s OKRs.
_Cross-functional Collaboration_
* Liaise between product development and sales teams to ensure market feedback is incorporated into future product improvements.
* Provide regular updates on market trends, business opportunities, and partnership developments to senior management.
* Partner with marketing to create tailored content, presentations, and sales enablement tools to support business development efforts.
_Market Insights & Analysis_
* Conduct thorough market research and analysis to identify potential areas for business expansion.
* Use data-driven insights to refine GTM strategies and improve business development approaches.
* Analyze competitive landscapes to uncover gaps and opportunities in the market.
**Application Instructions**
To apply, please submit a resume and cover letter. If you require any
assistance or accommodations throughout the application and/or interview
process, please contact [hr@change-machine.org](mailto:hr@change-machine.org).
**Requirements**
**Requirements**
* At least 5+ years of experience in GTM strategy, sales, account management, partnership building, or similar spaces, ideally in a technology oriented environment
* Experience in establishing and managing relationships or partnerships with nonprofit and/or social service organizations
* Bachelor’s degree in Business, Marketing, Sales, or a related field or extensive experience (5+ years) in a leadership role in the field
* Strong track record of the sales process and the ability to collaborate with a sales team, from lead to close.
* Deep understanding of market trends, competition, and customer behaviors.
* Experience with setting, managing, and achieving OKRs.
* Excellent communication, negotiation, and interpersonal skills.
* Ability to work independently and manage multiple accounts simultaneously.
* Proficiency with Salesforce, Data Analysis and other GTM/Sales tools.
* Highly organized, with strong time management and problem-solving skills.
* Ability to collaborate effectively with cross-functional teams.
* Data-driven mindset to optimize both GTM strategies and business development efforts.
**Preferred**
* Demonstrated success in building strategic alliances with C-level executives, government agencies, or large enterprise clients.
* Master’s degree in Business, Marketing, Sales, or a related field.
**Benefits**
Change Machine aims to offer an equitable and competitive compensation
package, including:
* The salary range for this position is $100,000-$130,000, commensurate with experience
* Excellent health coverage including medical, dental, and vision
* Life Insurance (Basic, Voluntary & AD&D)
* Short term and long term disability coverage
* Retirement Plan (401k, IRA) with a generous employer match
* Flexible schedules and ample time off: four weeks of paid vacation accumulated during the year plus sick time and 12 paid holidays.
Change Machine is an Equal Employment Opportunity employer. We do not
discriminate based upon race, religion, color, national origin, gender
(including pregnancy, childbirth, or related medical conditions), sexual
orientation, gender identity, gender expression, age, status as a protected
veteran, status as an individual with a disability, or other applicable
legally protected characteristics. Change Machine participates in the E-Verify
process, see links below for details:
[E-Verify
Participation](https://wwwcdn.i9complete.com/imple/tqev/E-Verify_Participation_Poster_EN_ES.pdf)
[Right to
Work](https://www.e-verify.gov/sites/default/files/everify/posters/IER_RightToWorkPoster%20Eng_Es.pdf)