VP Cloud (Go To Market Lead)

Handle the end-to-end creation of CounterCraft’s SaaS based Cloud Cybersecurity Services division, devising, implementing and being accountable for the complete go-to-market strategy. Go from zero to 10M USD revenue in 18 months. This is a unique opportunity for someone to build this SaaS sales function with a high degree of organizational freedom. We want someone who has done it before, who knows how to do this and wants to make their mark.

We are looking for an experienced Go-To-Market lead for our newly created Cloud Services division. You’ll be responsible for organisation, marketing, sales and delivery from this group. This is a senior role and we are looking for candidates with proven experience in the SaaS and Cybersecurity space. Ideally you will have led or been part of a similar project over the last three years and will be able to apply current best practices in all areas.

For this role, you’ll be a creative and quantitative thinker. You should be familiar with SaaS growth strategies, KPIs, marketing, sales and customer success, retention techniques. You will have dealt with the growing pains of implementing such a strategy in a team that grows from a handful of people to a large business unit in a short period of time. We are looking for someone with experience building a SaaS sales effort, directed to large and medium enterprises. Relevant experience includes inbound lead generation, lead nurturing and qualification, sales management, customer success, funnel management and reporting, generation of value propositions and curating the customer journey. 

Your goal will be to develop and implement the most profitable plan to grow the SaaS division in the shortest time possible, leveraging CounterCraft’s unique technology and market positioning to accelerate growth. 

• Examine the market and competitors and design the Go To Market Strategy.
• Drive sales, aggressively expand the customer base and generate new revenue
• Supervise Account Executives with prospects to understand prospect’s unique and specific pain points and produce compelling business cases to meet their needs
• Develop and implement a scalable sales process from prospecting/demand generation, to deal wins, to onboarding through contract execution, and account management including upselling and cross selling (minimising churn)
• Hire, train and lead a team of high-performing SDR’s, Customer Success Reps, and Account Executives as the company grows
• Work with internal team members to ensure successful on-boarding and implementation for new clients
• Leverage CRM data to construct, forecast, and manage sales activity and drive pipeline to meet revenue targets and company goals
• Collaborate with internal product teams and provide feedback from the field to help shape future development
• Form part of the Leadership Team to provide input on the growth of the business and align revenue strategy with overall company objectives.

• Proven experience as a GTM lead or a similar role in a B2B technology company with preference for a Cyber Security context: 4+ years experience
• Background in CyberSecurity is a plus.
• Experience in market analysis
• Familiar with product marketing tactics (e.g. integrated marketing campaigns)
• Familiarity with SaaS based sales organisations and teams.
• Familiarity with SaaS based reporting and metrics.
• Excellent communication skills
• Keen eye for detail
• Creativity
• Analytical mind and strong quantitative skills
• BSc/BA in Computer Engineering or similar field

Commitment: Full Time Role

Languages: Native English, high level of Spanish a bonus

Location: San Sebastian, Spain (negotiable for exceptional candidates able to work remotely). 

Salary Range: Variable depending on experience - Possibility of participation in stock option plan.

Travel Requirements: Complete availability as required (COVID permitting)