Head of Technical GTM

$220k - $340k

Full-time

LocalStack

Role Description

Define and own the Technical GTM strategy and operating model (TAM + SE motions), setting core metrics for technical win rate, sales-cycle velocity, adoption, and expansion.

Build, hire, coach, and retain a high-performing team of TAMs and Solutions Engineers; establish enablement, ramp, and career frameworks.
Partner with the commercial team to accelerate sales cycles and increase win rates through compelling technical discovery, demos, POCs, and objection handling.
Drive product adoption and expansion across customer accounts, translating technical engagement into measurable ARR growth and net revenue retention.
Build the technical GTM playbook: repeatable demo/POC frameworks, reference architectures, competitive positioning, and reusable technical content.
Establish a structured feedback loop with Product & Engineering, delivering prioritized customer insights, usage patterns, and feature gaps.
Represent LocalStack technically with senior (VP+/CTO) stakeholders and in the broader developer community.

Qualifications

8–12+ years of professional experience, including 3–5+ years leading technical GTM, sales engineering, solutions engineering, or TAM teams in devtooling or adjacent space.
Proven track record of building and scaling technical GTM functions and closing/expanding enterprise customers ($250K+).
Deep technical knowledge of cloud computing concepts and technologies (strong AWS skills strongly preferred).
Hands-on familiarity with Infrastructure as Code (IaC) and application development frameworks (e.g., Terraform, CDK, Pulumi, Serverless).
Strong understanding of developer/DevOps/SRE personas and cloud dev/test feedback loops; credibility with technical buyers and practitioners.
Data-driven approach to GTM, with expertise in metrics such as win rate, sales-cycle length, adoption/utilization, retention, and expansion.
Experience partnering closely with Product & Engineering to shape roadmap from customer feedback.
Experience in a startup / scale-up ecosystem (preferred).

Benefits

Fully remote
Competitive salary
Unlimited PTO
401k and private medical
Annual company retreat
2 extra company-wide holidays
Friendly and inclusive workplace culture (community guilds and online company events)

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Vacancy posted 1 day ago

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