Director of Enterprise Go-To-Market Strategy

Eko • Emeryville, CA

32d

About The Position

The Director of Enterprise Go-to-Market is a key role in the continued evolution of Eko’s Enterprise business. This is a highly analytical and strategic role that is tasked with developing and supporting execution of the go-to-market strategy across several verticals/target markets. Reporting into the SVP of Strategy and Business Development, this role is focused on all aspects of quantifying and defining market opportunity across multiple verticals and developing the strategies and tactics associated with successful commercialization.

This role requires the ability to “work without a playbook” and build and execute in white space. While the role sits upstream of product marketing, product development, and sales, there will be close coordination and partnership with these functions. This role will execute on a vision end-to-end, starting with capturing key market insights, translating into commercial opportunity, and developing actionable go-to-market strategies to yield a scalable commercial model and highly profitable business.

Requirements

• MBA with 8+ years in GTM strategy roles, and/or top tier management consulting experience
• Advanced financial modeling experience, inclusive of market sizing analysis, ROI modeling, pricing models, and sales forecasting
• Highly fluent in and comfortable with complex clinical science and associated technical solutions
• Extensive experience with executive presentation and deck development
• Experience developing and executing commercial strategies in life science or health tech
• Quantitative analysis and financial modeling
• Demonstrated fluency in complex clinical concepts
• A demonstrated passion for clinical and scientific concepts is a core requirement of the job
• Ability to perform the essential functions of the role with or without reasonable accommodation

Nice To Haves

• Clinical/scientific background
• Experience in a startup or high-growth environment

Responsibilities

• Across a set of market verticals, define the market opportunity in terms of: Unmet needs – clinical, operational, financial, TAM/SAM
• Macro factors, system structural dynamics, market headwinds/tailwinds
• Work closely with clinical, product, and marketing teams to ensure the value proposition aligns with the market opportunity and is reflected in the go-to-market and product strategy.
• Establish the product value proposition in the context of customer unmet needs and buying dynamics, aligning value delivered with pricing and sales strategy.
• Develop and validate product positioning and messaging and ensure its properly reflected in the marketing strategy and collateral development.
• Develop sophisticated market segmentation schemas, associated customer target profiles, targeting strategies, and databases for sales execution. Evolve through continuous market monitoring to ensure an evergreen, optimized target database.
• Forecast sales and preform related financial modeling.
• Drive sales productivity and sales cycle optimization. Guide and support marketing and sales execution. Ensure deep understanding of value proposition across key functions, particularly sales/account execs.
• Inform product requirements and improvements to maximize the market opportunity.
• Other duties as assigned
• Note: Job duties may change at any time with or without notice.

Benefits

• The opportunity to work on products that impact the health of millions of people.
• Generous paid-time off
• Stock incentive plans
• Medical/Dental/Vision, Disability + Life Insurance
• One Medical membership
• Parental Leave
• 401k Matching
• Wellness programs and perks (Headspace, Ginger, Aaptiv, Physera)
• Learning and Development stipend

What This Job Offers

• Job Type: Full-time
• Career Level: Director