GTM Lead

Hi! We're Forerunner. We believe that climate adaptation is a necessity, not a luxury, and communities deserve access to powerful software that helps them plan for the future. The challenge of climate change is complex – it implicates how municipalities plan, manage capital, and communicate to both residents and higher levels of government. Forerunner helps local communities do these things better by empowering them to access, understand, and mobilize local-level data at scale. About the Position We’re looking for a GTM Lead to drive the commercial success of our new product lines at Forerunner. In this role, you’ll sit at the intersection of Product, Sales, Marketing, and Customer success—building and refining the strategy that drives new logo wins, expansion, and retained usage for these critical workflows. We’ll also ask that you support additional parts of our GTM team, including partnerships, government affairs, and other areas of the organization beyond core sales. You will own commercial outcomes: pipeline generation, sales readiness, close rates, and adoption metrics. You’ll be responsible for ensuring that the market understands our value proposition, our sales teams can win confidently, and our customers successfully activate the modules they purchase. As a high-autonomy team member reporting directly to the CEO, you will operate cross-functionally to turn these product lines into repeatable, scalable growth engines for the company. About You You are a commercially‑minded strategist who thrives on solving ambiguous business problems. You have a proven track record of leading GTM motions for technical or workflow‑driven products and prefer thinking in systems and processes rather than one‑off fixes. You might be a good fit if you: Have extensive experience leading GTM strategy, product marketing, or sales enablement for B2B SaaS (experience with government or regulatory tech is a big plus). Are a cross‑functional diplomat who can move diverse teams thoughtfully and aggressively toward shared revenue goals. Are analytical and data‑driven, capable of translating market signals and "urgency drivers" into actionable sales plays. Possess a "builder" mindset, energized by the challenge of creating playbooks, demo scripts, and pricing narratives from the ground up. Are obsessed with the full customer lifecycle, understanding that a deal is only successful if the customer actually activates and uses the product. Excel in evolving environments, enjoying the challenge of designing and operationalizing new market entry strategies from the ground up. What You'll Be Doing GTM Strategy & Commercial Outcomes Drive the overarching commercial strategy to increase the percentage of new logos purchasing Stormwater and Code Enforcement modules. Act as the primary coordinator between Product, Sales, and Marketing to ensure positioning shows up clearly and consistently in the market. Monitor the health of our product line funnel, identifying friction points in the sales cycle and deploying solutions to accelerate deals. Work cross‑disciplinarily to refine positioning, pricing narratives, objection handling, and messaging frameworks for our Sales and CS teams. Monitor renewal health and partner with Customer Success to design adoption plays that ensure long‑term retention. Identify competitive threats and market tailwinds (e.g., regulatory changes) to create timely "plays" for the sales team. Sales & Customer Success Enablement Build and maintain the "source of truth" for sales assets: playbooks, demo scripts, email sequences, and proof points. Lead recurring training, role‑plays, and enablement cycles to ensure AEs can confidently defend and sell these product lines. Partner with CS to define onboarding workflows, activation checkpoints, and customer‑facing resources to reduce friction after the handoff. Collaborate with Marketing to execute high‑impact demand programs, including webinars, campaigns, and association partnerships. Build a library of reference stories, case studies, and ROI narratives that reinforce market urgency. Performance & Optimization Own key KPIs including quarterly revenue contribution, close rates for specific workflows, and live usage activation rates within the first 60 days. Work closely with Product to align the roadmap with market validation and customer feedback. Drive clarity across the organization by establishing repeatable processes and escalating execution or alignment gaps. Our Team Has a Lot to Offer Forerunner is an early‑stage company with an interdisciplinary team. We are motivated by seemingly intractable problems and work hard to support one another. We're mission‑driven. Our mission orients our business strategy and pushes us to work with a sense of urgency. We’re in the weeds - our entire team spends time engaging with our partners in the field to better understand the real‑world problems they face. We're a small team. As a member of our growing team, you will quickly become an invaluable part of our organization and have a meaningful impact on our business and technical direction. We welcome unique perspectives and backgrounds. Your opinion matters and we hope you'll share it. We build each other up. A team works best when its members are adequately equipped with the tools to tackle the problems they are facing. Forerunner strives to provide adequate feedback and appropriate learning opportunities to help all its team members expand their skills. We want you to be happy and healthy. Forerunner offers competitive compensation, health/vision/dental coverage, a 401k plan, and one expensed lunch per week. We also have a quarterly wellness reimbursement so that you can have flexibility in defining what “health” means to you. The salary range for this position is $160,000- $220,000 with an OTE of $220,000-$300,000. This posting may span more than one career level. Compensation is determined based on a variety of factors, including an individual’s skills, experience, and qualifications. #J-18808-Ljbffr Forerunner