Head of Go-to-Market Strategy

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Fullsteam is a leading provider of vertical software and embedded payments technology dedicated to helping businesses flourish by providing their customers with seamless experiences. With a dynamic and growing team of over 1,900 employees, we are committed to driving innovation and delivering best-in-class software and payment solutions that empower small and medium-sized businesses across numerous industries. Our purpose is to help our customers grow their businesses and delight their customers. Join us and be a part of a forward-thinking company that values growth, excellence, and the success of our clients.

We are seeking a strategic and results-driven leader to develop and execute a comprehensive go-to-market strategy for the Hospitality vertical. This role will be responsible for driving growth, enhancing brand presence, and aligning cross-functional efforts to expand our footprint in the hospitality industry. The ideal candidate will bring a deep understanding of the sector and a strong ability to drive cross-functional collaboration across product, marketing, legal, sales, and operations teams.

Responsibilities and Duties:

• Develop and lead an actionable GTM strategy for the Hospitality vertical, ensuring alignment with company-wide objectives.
• Identify and refine Ideal Customer Profiles (ICPs) and target market segments within the hospitality industry.
• Collaborate with cross-functional partners to design integrated campaigns, demand generation programs, and tailored positioning.
• Partner with Sales Operations to build scalable sales processes, optimize pipeline design, and improve forecasting accuracy.
• Drive post-sale execution, ensuring seamless handoffs and consistent customer satisfaction across the implementation lifecycle.
• Collaborate with Finance, Sales, HR and Product to inform pricing strategies, incentive plans, and revenue share models.
• Identify emerging trends, customer pain points, and whitespace opportunities to inform the product roadmap and services strategy.
• Serve as a key voice in cross-functional product planning to ensure solutions align with hospitality market needs.
• Contribute to the development of vertical-specific alliance and channel strategies.
• Facilitate alignment across business units to ensure shared goals and successful execution of cross-BU initiatives.
• Partner with Legal to create and maintain compliant, scalable contract templates and deal structures that support sales velocity and customer needs.
• Educate internal stakeholders on vertical-specific market dynamics, GTM approaches, and partnership opportunities.
• Lead initiatives to improve communication, alignment, and cross-functional collaboration.

Skills and Competencies:

• Ability to analyze complex market trends, customer needs, and competitive dynamics to inform clear, actionable strategies.
• Strong business acumen with a deep understanding of how to identify and prioritize opportunities for growth and expansion.
• Excellent stakeholder management skills; ability to align and influence diverse internal and external partners toward shared goals.
• Talent for driving alignment between Sales, Marketing, Product, and Legal to deliver a seamless customer and go-to-market experience.
• Skilled at facilitating cross-BU partnerships and fostering a culture of collaboration.
• Expertise in building scalable sales processes and optimizing sales pipelines and forecasting models.
• Ability to translate strategy into clear operational plans and measurable outcomes.
• Strong understanding of Ideal Customer Profiles (ICPs) and ability to tailor messaging and offerings to specific vertical segments.
• Customer-centric mindset focused on delivering value and creating compelling value propositions.
• Exceptional verbal and written communication skills; able to articulate complex strategies and influence at all organizational levels, including executives and external partners.
• Skilled at educating and enabling teams on industry-specific insights and go-to-market plays.
• Proactive in identifying new product, service, and market opportunities; able to lead through ambiguity and drive creative solutions.
• Strong analytical and critical thinking abilities to assess new business opportunities and inform strategic investments.
• Ability to develop and execute industry-specific messaging that resonates with target customers and differentiates the brand.

Experience and Education Requirements:

• 8+ years of progressive experience in strategy, business development, or go-to-market leadership roles, ideally within the hospitality industry, software/SaaS, or technology-enabled services.
• Demonstrated track record of building and executing successful vertical-specific go-to-market strategies that drive revenue growth and market share expansion.
• Proven experience partnering with Sales, Marketing, Product, Legal, and Operations to drive integrated business initiatives.
• Direct experience developing or influencing product roadmaps and new offering development based on market feedback and trends.
• Experience working in high-growth or fast-paced environments with evolving priorities and multiple stakeholders.
• Exposure to contract design and negotiation in collaboration with legal and compliance teams.

Fullsteam supports an inclusive workplace that values diversity of thought, experience, and background. Fullsteam is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state, or local law.