nylas - VP, Go-To-Market

• GTM STRATEGY & ARCHITECTURE • Own Nylas's GTM strategy across segments, motions, channels, and teams. • Define and continuously refine our ICP, segmentation, priority use cases, buyer personas, and routes to market. • Choose where Nylas plays, how we win, and where we concentrate investment. • Translate product capabilities into compelling business value and repeatable plays for technical and executive buyers. • Partner with Product and Engineering on roadmap priorities, pricing, packaging, and launches to create successful commercial motions. • Establish GTM rhythms, decision rights, shared metrics, and accountability. • SALES & REVENUE LEADERSHIP • Lead and mentor our Director of Sales and build an Account Executive team that consistently exceeds targets. • Own new business revenue strategy and execution, with accountability for bookings, pipeline, productivity, and forecast accuracy. • Improve pipeline quality, conversion, sales productivity, forecast accuracy, and win rates through disciplined inspection and coaching. • Build scalable enterprise sales processes and repeatable plays for our highest-value use cases, verticals, and buyer personas. • Partner with Sales Operations on forecasting, capacity planning, enablement, funnel health, and operating cadence. • MARKETING LEADERSHIP • Lead and mentor our Director of Marketing, setting clear priorities and accountability. • Set marketing strategy and investment priorities around the GTM segments, use cases, and motions where Nylas has the strongest right to win. • Guide positioning, messaging, launches, campaigns, events, developer marketing, customer stories, content, and demand generation. • Align Marketing and Sales so market insight, pipeline creation, campaigns, conversion, and customer experience operate as one system. • CROSS-FUNCTIONAL LEADERSHIP • Serve as the executive connective tissue across Sales, Marketing, Product, Customer Success, Revenue Operations, and Partnerships. • Connect acquisition, onboarding, adoption, expansion, and customer feedback. • Represent the voice of the market and customer, ensuring GTM insight informs company and product priorities. • Build a culture of accountability, transparency, customer obsession, and shared ownership of growth. • Establish a clear, company-wide GTM strategy focused on our highest-value customer segments and use cases. • Build a predictable, repeatable enterprise sales motion and improve pipeline quality, conversion, productivity, and forecast accuracy. • Align Sales and Marketing around the same buyers, use cases, value propositions, and revenue priorities. • Turn pricing, packaging, product launches, and customer feedback into repeatable commercial plays. • Create tighter integration across Sales, Marketing, Product, Customer Success, and Revenue Operations. • Take clear executive ownership of GTM decisions and operating rhythms, with transparent visibility into pipeline and performance. • Develop our Sales and Marketing leaders and organizations, increasing accountability, capability, and execution quality. • Interview Process (subject to change): • Round 1 - The Intro: 45 minute discussion with the Hiring Manager • Round 2 - The Deep Dive: Take home assignment to be followed by a 60 minute presentation with a panel • Round 3- The Loop: A series of 45-minute chats with the team (max 3 hours) where we look for the "what, why, and how" behind your best work. • During the various discussions, candidates selected to meet with us are strongly encouraged to not only discuss their knowledge, skills, experience, and abilities but also to showcase examples of their current or previous work. We expect you to clearly outline the "what," "why," and "how" behind your contributions. • Nylas is registered as an employer in many, but not all, states/provinces. If you are not located in or able to work from a state/province where Nylas is registered, you will not be eligible for employment. Visa sponsorship may not be available in certain remote locations.