Go-to-Market (GTM) Lead

What you will do

• Choose priority customer segments and accounts, and build a pipeline through direct outreach, introductions and relevant partners.
• Understand the customer's problem, who will use the software, who controls the budget and how a purchase gets approved. Focus effort where there is a clear need and a realistic route to a decision.
• Work with product and engineering on demonstrations and scoped pilots, with agreed outcomes and a clear route to a commercial agreement.
• Lead proposals, pricing discussions and negotiations, coordinating procurement steps and technical input through to signature.
• Create clear presentations and sales materials that explain the value of our software in the customer's terms. Feed recurring needs and objections back into product priorities.
• Keep opportunities, next steps and revenue forecasts current. Work with the team to identify further business where deployments have proved useful.

What you bring

• Experience winning business for software or another complex technical product, with examples of opportunities you personally developed and closed.
• The ability to build relationships with users, senior decision-makers and procurement teams, and keep a sale moving when several stakeholders are involved.
• Enough technical curiosity to understand our products, explain their value accurately and recognise when to bring in an engineer.
• Clear writing and confident communication, from an introductory email to a proposal or negotiation.
• The judgement to prioritise opportunities, organise your own work and follow through on commitments.

Additional experience

Experience selling to Swedish or Nordic public authorities, defence organisations or companies operating critical infrastructure would be useful. So would familiarity with public procurement, supply chains, civil preparedness or protective security, or experience building sales in an early-stage software company.