Director of GTM Operations, Dotmatics
Product Led Growth
$143.5-168.9k
R&D solutions for digital transformation
Be an early applicant
R&D solutions for digital transformation
501-1000 employees
Be an early applicant
$143.5-168.9k
501-1000 employees
Company mission
To build the most powerful scientific R&D platform in the world.
Role
Who you are
- You are a proven operator and tactical analyst adept at translating high-level strategy and objectives into measurable, cross-functional programs, using deep data analysis to drive execution and inform future strategy
- We are looking for people who have a degree or higher in quantitative field (e.g. Economics, Statistics, Business) or equivalent experience, and hands-on experience scaling GTM strategies in a multi-product PLG environment, specifically understanding the intersection of self-serve and Product-led Sales channels across B2C, SMB and Enterprise customer segments
- Proven experience in scaling GTM strategies in a multi-product PLG environment
- Demonstrated ability to drive complex, cross-functional execution and alignment without relying on direct reports
- Highly analytical and tactical thinker; proven ability to produce actionable data insights to inform strategy and execution, especially under business ambiguity
- Proven experience defining, testing and optimizing GTM tactics across channels
- Strong quantitative and analytical skills; must have medium proficiency in SQL to self-serve insights and guide the Data function
- Demonstrated experience in commercial analysis, and pricing and packaging strategies
- Highly collaborative, open to incorporating existing strategies, and focused on driving tangible results through operational excellence
- Excellent written and verbal communication skills, including high-impact sales copywriting fundamentals, to elevate the performance of existing teams
What the job involves
- We are seeking an analytical, hands-on Director to scale and optimize the Go-to-Market (GTM) strategy for three market-leading products within our Product-Led Growth (PLG) portfolio: GraphPad, SnapGene, Geneious
- These products are undergoing a major value proposition transformation for distinct customer segments, which requires evolving, standardizing and coordinating the GTM playbook across functions and products
- In this role, you will leverage existing teams (Customer Success, Sales, Marketing, Product, Data Engineering) to drive revenue acceleration by operationalizing, executing, measuring and supporting our upsell motions, cross-sell motions and core commercial strategies across channels and customer segments
- Operationalise, manage and maintain the GTM playbook, roadmaps, and execution milestones across all sales channels (self-serve e-commerce, CS, Enterprise sales) and customer segments (B2C, SMB, Enterprise)
- Establish GTM OKRs, track real-time performance, and provide actionable insights to all stakeholders
- Collaborate closely with Customer Success, Sales and Marketing to ensure consistent and coordinated execution of the GTM playbook (e.g. tests, strategies, tactics)
- Identify, evaluate and manage new sales channels and opportunities (e.g. reseller partners, underpenetrated geographies, underpenetrated organizations) that can accelerate growth profitably
- Collaborate with Analytics Engineering to deliver reliable, accurate, and standardised reporting, and ad hoc insights as needed
- Support pricing and packaging strategy, advise executive leadership, and perform quantitative pricing analysis (e.g. competitive benchmarks, price elasticities)
- Provide essential performance and customer feedback to Product Management to inform the product roadmaps
Application process
- Research shows us the confidence gap and imposter syndrome can get in the way of meeting outstanding candidates, so please don’t hesitate to apply — we’d love to hear from you
Our take
Scientific breakthroughs require collaboration in research efforts, but the challenge of obtaining and using meaningful scientific data is generally a major choke point, delaying and even derailing projects that could otherwise have yielded major discoveries. Dotmatics was founded to solve this problem, providing a collaborative R&D platform that could keep up with the evolving data challenges facing research teams.
Dotmatics' platform connects and organizes disparate sources of scientific data for use in research work, and supplements this with a range of applications to allow for collaboration, reporting and improved workflows. Its solution is used by more than two million researchers worldwide and has been adopted by major firms such as Merck, Bristol Myers Squibb and Moderna.
Having recently been acquired by Siemens, Dotmatics is entering a new phase of scale and ambition. By combining its scientific intelligence platform with Siemens' AI capabilities, Digital Twin technology, and global industrial software footprint, the company is ready to extend its impact from research labs tof ully manufacturing value chains. The deal not only expands Siemens' total addressable market by $11B but also creates a first-of-its-kind digital thread connecting R&D through production in Life Science. For Dotmatics, the acquisitions shows the strategic importance of solving the scientific data bottleneck and signals that its platform is set to play an even larger role in accelerating breakthrough innovation worldwide.
Steph
Company Specialist at Welcome to the Jungle
Insights
2% employee growth in 12 months
Company
Company HQ
Bulfinch Triangle Historic District, Boston, MA
Leadership
Thomas Swalla
(CEO)Previously served as CEO at GraphPad, Student Brands, and Duel Commerce.
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