Head of Technical GTM

LocalStack • Boston, MA

3d • $220,000 - $340,000 • Remote

About The Position

LocalStack is a fast-growing Series A startup building cutting-edge technology to revolutionize cloud development processes and support highly efficient dev&test feedback loops. They have closed a $25 million round in Q4 2024, led by Notable Capital, CRV, and Heavybit. LocalStack provides a local cloud development platform that makes it easier, faster, and less expensive for software teams to ship reliable, high-quality applications to the cloud. It offers secure local sandboxes that simulate cloud environments, enabling AI agents and software developers to find and fix risks faster and more effectively than in the cloud. Their customer base ranges from SMBs to Global Fortune 500 companies, including NASA, Harness, IBM, Workday, Comcast, Apple, 3M, and Block. LocalStack is sustainably growing its globally distributed teams across GTM, operations, and engineering, having almost doubled in size in 2025 and continuing to grow in 2026. The company is headquartered in Zurich, Switzerland, with an engineering office in Vienna, Austria, and remote team members from 25 countries.

Requirements

• 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.

Nice To Haves

• Experience in a startup / scale-up ecosystem (preferred).

Responsibilities

• 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.

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)

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed