The Head of GTM & Nonprofit Partnerships plays a dual role in defining and executing market entry and growth strategies while actively building and nurturing key relationships to expand the business. The Head of GTM & Nonprofit Partnerships is responsible for driving market growth through strategic execution of go-to-market plans and building strong relationships with key partners and clients. The role focuses on aligning product and business strategies with organizational OKRs, ensuring that market entry, product launches, and partnership efforts contribute to measurable business outcomes.

Key Responsibilities

Go-to-Market Strategy

Develop and execute comprehensive GTM strategies to introduce new products/services to target markets.
Collaborate with product, marketing, and sales teams to lead a cohesive market entry strategy.
Analyze market trends, competition, and customer needs to tailor the messaging, positioning, and pricing strategies.
Lead cross-functional teams in launching initiatives, ensuring alignment with business objectives.
Continuously monitor the performance of GTM efforts, adjusting strategies to optimize impact and market reach.

Nonprofit Partnerships

Identify new partnership opportunities by tapping into their established network of social service and/or impact organizations network
Support Change Machine in establishing enterprise networks of similarly aligned nonprofit and impact focused organizations
Connect the organization to trends and changes in the industry that are being surfaced through their network

Business Development & Relationship Management

Build relationships with key stakeholders, including potential clients, partners, and industry influencers.
Develop strong, long-term relationships with strategic partners to expand business reach and co-create value propositions.
Work closely with the sales team to identify leads, negotiate deals, and ensure successful onboarding of new clients.
Serve as the primary point of contact for high-value clients, ensuring their needs are met and fostering long-term loyalty.
Execute and refine a sales process to move prospects from leads to partners.
Improve lead conversations with prospects around proposals, quotes, contracts, and customizations.
Drive closing of high-value deals and ensure a smooth handoff to the customer success team.

OKR Alignment & Performance Tracking

Collaborate with leadership to define GTM and business development objectives that align with company-wide OKRs.
Break down OKRs into actionable plans and initiatives, ensuring all GTM efforts and business development activities are focused on achieving specific, measurable outcomes.
Regularly review and report on progress toward OKRs, using data-driven insights to adjust strategies as needed.
Ensure key business development relationships and partnerships contribute to achieving long-term goals outlined in the company’s OKRs.

Cross-functional Collaboration

Liaise between product development and sales teams to ensure market feedback is incorporated into future product improvements.
Provide regular updates on market trends, business opportunities, and partnership developments to senior management.
Partner with marketing to create tailored content, presentations, and sales enablement tools to support business development efforts.

Market Insights & Analysis

Conduct thorough market research and analysis to identify potential areas for business expansion.
Use data-driven insights to refine GTM strategies and improve business development approaches.
Analyze competitive landscapes to uncover gaps and opportunities in the market.

Application Instructions

To apply, please submit a resume and cover letter. If you require any assistance or accommodations throughout the application and/or interview process, please contact hr@change-machine.org. We're aiming to close applications by Friday, September 27.

Requirements

At least 5+ years of experience in GTM strategy, sales, account management, partnership building, or similar spaces, ideally in a technology oriented environment
At least 3+ years of experience in the nonprofit or social good sector, ideally in a role that involved establishing and managing relationships or partnerships with other impact minded organizations
Bachelor’s degree in Business, Marketing, Sales, or a related field or extensive experience (5+ years) in a leadership role in the field
Strong track record of the sales process and the ability to collaborate with a sales team, from lead to close.
Deep understanding of market trends, competition, and customer behaviors.
Experience with setting, managing, and achieving OKRs.
Excellent communication, negotiation, and interpersonal skills.
Ability to work independently and manage multiple accounts simultaneously.
Proficiency with Salesforce, Data Analysis and other GTM/Sales tools.
Highly organized, with strong time management and problem-solving skills.
Ability to collaborate effectively with cross-functional teams.
Data-driven mindset to optimize both GTM strategies and business development efforts.

Preferred

Demonstrated success in building strategic alliances with C-level executives, government agencies, or large enterprise clients.
Master’s degree in Business, Marketing, Sales, or a related field.

Change Machine aims to offer an equitable and competitive compensation package, including:

The salary range for this position is $100,000-$130,000, commensurate with experience
Excellent health coverage including medical, dental, and vision
Life Insurance (Basic, Voluntary & AD&D)
Short term and long term disability coverage
Retirement Plan (401k, IRA) with a generous employer match
Flexible schedules and ample time off: four weeks of paid vacation accumulated during the year plus sick time and 12 paid holidays.

Change Machine is an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Change Machine participates in the E-Verify process, see links below for details:

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Head of GTM & Nonprofit Partnerships