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Head of Go to Market - ESG and Sustainability (Fully Remote)

Company: Inspectorio
Location: California City
Posted on: September 18, 2022

Job Description:

Inspectorio is a cloud-based SaaS (Software as a Service) solution focused on creating a dynamic and risk-assessment based Quality and Compliance program with the goal of generating more sustainable and transparent supply chains. Our network is a one-stop-shop platform where all key stakeholders in the production process can connect to execute, monitor, and report on Quality and Compliance activities.

Our products provide digitization, automation, transparency, and traceability, with a strong focus on advanced analytics & Machine Learning. This enables us to leverage customer data for predictive insights and dynamic risk-based interventions.

Founded in 2016, Inspectorio set out to revolutionize the supply chain industry. Today, we work with many of the world's leading brands and retailers, and thousands of vendors and factory organizations across the globe to bring unparalleled levels of visibility, transparency, and accuracy to their quality, sustainability, and compliance initiatives!

THE OPPORTUNITY

We are looking for a Head of Go-To-Market who would be ultimately responsible for the revenue generation of our ESG Product, RISE. This position would be responsible for the results and quality of all ESG customer-interfacing, revenue-generating, activities including Marketing, Inbound and Outbound Lead Generation, Enterprise Sales, Customer Implementation, Customer Integration, Customer Onboarding and Activation, Ecosystem Rollout, and other Customer Success Activities such as Upsells and Renewals. The Head of GTM - ESG is responsible for ensuring that Inspectorio effectively defines, packages, and presents its ESG value proposition to the world across all customer-facing stages of the business such as the ones listed above.

This role requires demonstrated extensive knowledge of the ESG space to successfully define a winning ESG value proposition to spearhead Inspectorio's GTM efforts in this space. The defined value proposition must be packaged and presented effectively to the market thereon generating measurable results that the Head of GTM - ESG would be held accountable for. The Head of ESG - GTM must also have experience managing a team/department who properly understand the value proposition, GTM objectives, and can effectively further the company's goals in alignment with the GTM strategy. A proven track record of revenue generation and result-driven performance across all GTM fronts is expected to demonstrate an ability to operate in a highly empowered, and therefore highly accountable, role like this one.

The Head of GTM - ESG is expected to collaborate closely with other Department Heads so that these key customer-interfacing activities be as smooth and profitable as possible.

This high-profile role will be accountable for KPIs such as revenue generation, lead generation, renewals, churn, and other important metrics that speak to the level of value that our ESG offering is bringing to the market.

Requirements

Marketing

  • Ensuring that all ESG marketing campaign effectively communicated the defined value proposition
  • Ensuring marketing channels, targets, mediums, and content are aligned with the value proposition
    • Collaborating with Marketing team to develop strategies to increase inbound lead generation
    • Collaborating with Marketing team to ensure website effectively communicates our defined value proposition
    • Reporting to the Executive team on overview of marketing efforts, progress, areas for improvement and related action plans
      Business Development
      • Planning of the overall sales and go-to-market strategy for the ESG and Sustainability sector including definition of ICP, Key Personas, messaging, sales cycle stages, pricing, and more
        • Ensure quality of all materials and tools needed to support in selling Inspectorio Rise solution to prospective clients for the ESG and Sustainability sector - this includes Marketing materials, PowerPoint presentations, tools such as Hubspot and Wistia, and any other customer-facing assets that teams use to find and close deals
        • Ensure the needs of clients and prospects are being leveraged to refine the value proposition of Inspectorio Rise to meet key market pain points and opportunities.
        • Overseeing sales teams in their sales cycles, complementing their sales skills with in-depth ESG and Sustainability industry knowledge and expertise
        • Executing front-line Field Account Executive activities when needed to ensure deals are closed. This includes, for example; Discovery Calls, Product Demos, internal collaboration to fill out and submit RFPs/RFIs/Tenders, developing proposals, engaging in negotiations, and any other activities required to help Inspectorio close deals
          • The positive outcomes of these activities are responsibility of the Head of GTM - ESG and will be executed by this person until there is enough traction to warrant hiring a separate person to focus exclusively on this type of work
            Customer Success
            • Defining and overseeing an effective onboarding process for our ESG Product that minimizes clients' time to first value and increases their perceived value of our offering
            • Ensuring that customers derive value from our ESG Product across all stages of their customer journey and empowering CSMs to deliver that value through CS playbooks, milestone definition, and more
            • Ensuring CSMs/AMs effectively drive forward our core value proposition in all their interactions with clients to increase the likelihood of upsell/renewals and decrease churn
            • Effectively advocate for the Product improvements needed for CS to increase Revenue based on the feedback received from users
              Product
              • Collaborate with Product to ensure that their developments are aligned with the GTM value proposition
              • Provide industry expertise where needed to help Product direct resources in the most effective way in areas related to ESG, Traceability, or wherever possible
              • Collaborate with Product and Growth Departments on "Product-led Growth" initiatives to ensure developments are leveraging the GTM value proposition to effectively increase revenue

                Benefits

                Competitive Salary

                At Inspectorio, we only work with the best of the best. That's why, if we invite you to join us, it's because we recognize your amazing skills, value, and potential. It probably wasn't easy for you to become this awesome, so we make sure to reward you for it.

                Full Project Ownership
                Are you an inventor? Want to start a new internship program? How about a soccer tournament? Or a whole new department within the company? Whatever it is that you want to do, we're here to listen, and if your idea is good, we'll give you all the resources you need to make it happen. When any Inspectorian wins, we all win.

                Personal and Professional Growth
                Inspectorians are our most valuable resource, so we make sure to invest heavily in them. All Inspectorians are eligible for funding to attend conferences, take courses, present their research, and more. This on top of the continuous mentoring and guidance you'll receive guarantees you'll grow as a professional and as a human while at Inspectorio.

                Fun, Fun, Fun
                We put our money where your smiles are. Company-sponsored trips, weekly parties, sporting events, and more. We make sure that Inspectorians enjoy coming to work by promoting as much fun as we can.

                International Work Experience
                We are going to take over the world.... Perhaps not quite, but we are a global company that thrives from the interactions between our different offices. Join us to work alongside Belarusians in Vietnam, Mexicans in Minsk, Filipinos in China and more.

Keywords: Inspectorio, Lancaster , Head of Go to Market - ESG and Sustainability (Fully Remote), Other , California City, California

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