GTM Head_Saas Product

Role Summary

The Head of GTM (SaaS Products) is responsible for building and leading the global commercial engine for Bosch MPS SaaS platforms such as FleetME, SCS (cWMS + SDeX), Z.OS, L.OS, and D.OS.

The role owns revenue and gross margin targets and ensures successful GTM execution across India, Europe, and North America.

Key Responsibilities

Commercial & Revenue Management

• Own global ARR, Gross Margin, and billing targets.
• Convert product readiness into clear segment strategies and revenue plays.
• Drive pipeline generation, forecasting accuracy, customer retention, and upsell.

GTM Strategy & System Design

• Build scalable and repeatable GTM playbooks (PLG, partner-led, enterprise).
• Establish governance through CRM, SPARK, and CF integration.
• Use data, analytics, and AI-driven insights to improve funnel health and renewal rates.

Partner & Ecosystem Development

• Develop and manage partnerships with ISVs, ERP VARs, OEMs, 3PL techs, and fintech partners.
• Define partner programs, MDF frameworks, and joint business plans.
• Leverage public digital rails (ULIP, ONDC, OCEN) for SMB expansion.

Regional Leadership

• Lead GTM teams across India, EU, and North America.
• Ensure consistent execution while adapting to local market conditions.
• Drive quarterly operating rhythms—pipeline reviews, billing cadence, partner activation.

Team Leadership

• Build and develop cross-functional GTM teams across sales, marketing, partnerships, customer success, and revenue operations.
• Foster a culture of ownership, accountability, and data-driven decision-making.

Stakeholder & Matrix Management

• Align closely with Product, Engineering, Finance, and Regional Business Leads.
• Communicate GTM priorities, progress, and risks to senior leadership.
• Ensure governance discipline and alignment to Bosch processes.

Key Performance Indicators

• Annual Recurring Revenue (ARR) ≥ €6M
• Gross Margin ≥ 25%
• CAC Payback < 9 months
• Partner Contribution ≥ 40% of pipeline
• Pipeline-to-Billing Conversion ≥ 25% QoQ
• Forecast Accuracy ±5%
• Net Revenue Retention (NRR) ≥ 115%

Qualifications

Candidate Profile

Experience

• 15–18 years of total experience with at least 7 years in B2B SaaS GTM leadership.
• Experience across PLG, partner channels, enterprise sales, and multi-region scale.
• Background in mobility, logistics, or vertical SaaS is an advantage.

Skills

• Strong understanding of ARR, CAC/LTV, pricing, NRR, and gross margin levers.
• Ability to design scalable GTM systems and rev-ops processes.
• Strong partner ecosystem and channel management experience.
• Excellent communication, stakeholder alignment, and executive presence.
• High proficiency with CRM, analytics tools, and AI-driven GTM insights.

Education

• MBA or equivalent degree preferred.
• Engineering background is a plus.

Behavioral Competencies

• Strategic thinker with hands-on execution capability.
• Comfortable working in structured governance environments.
• Entrepreneurial mindset, high ownership, and results-driven approach.
• Ability to lead teams across functions and geographies.

Additional Information

Reporting Structure

• Reports To:

  Global Head of GTM, MPS

• Matrix Reporting:

  Chief Product Officer; Regional Business Leads

• Collaborates With:

  Product, Finance, Engineering, Marketing, Customer Success, Procurement