Senior Go-to-Market (GTM) Lead

Quarterhill•UNAVAILABLE, UNAVAILABLE

About The Position

At Quarterhill, we are seeking a strategic, commercially-minded Senior Go-to-Market (GTM) Lead to develop and scale our market engagement strategy. This role will focus on influencing high-value pursuits before they become formal procurements and fostering stronger alignment between sales, marketing, product, and executive leadership. The Senior GTM Lead will be responsible for Quarterhill's go-to-market motion outside of the traditional RFP process, developing and executing account-based growth strategies for our most strategic customers, establishing repeatable pre-RFP engagement programs, and driving actionable market intelligence through win/loss analysis to accelerate revenue growth. In collaboration with executive leadership, including the CRO and marketing leadership, this individual will co-lead strategic planning, prioritize target accounts, and ensure Quarterhill is positioned effectively in critical opportunities.

Requirements

8–12 years of experience in B2G, public sector, infrastructure, transportation, technology, or complex B2B go-to-market environments.
Demonstrated success managing long and complex buying cycles, ideally ranging from 18–36 months.
Proven experience building, leading, and scaling account-based marketing or account-based growth programs.
Strong expertise with Salesforce and modern ABM technologies.
Experience owning or reporting against marketing-influenced pipeline objectives and revenue metrics.
Exceptional stakeholder management and executive communication skills.
Strong analytical and strategic planning capabilities with the ability to translate insights into action.

Nice To Haves

Tolling, Intelligent Transportation Systems (ITS), mobility, transportation technology, or government infrastructure industry experience.
Experience working with public agencies, transportation authorities, or government stakeholders.
Familiarity with enterprise pursuit management and strategic account planning methodologies.

Responsibilities

Own and maintain Quarterhill's top 100 strategic account portfolio within Salesforce, including buyer stage tracking, decision-maker and stakeholder mapping, product fit assessments, account engagement history, and next-step action plans.
Refresh account insights weekly and present recommendations to GTM leadership forums.
Develop and execute account-based marketing (ABM) strategies for Tier 1 accounts and priority growth opportunities.
Partner with sales leadership to drive executive sponsor engagement and coordinated account planning.
Design, implement, and scale Quarterhill's pre-RFP engagement framework.
Ensure consistent engagement across Tier 1 accounts through executive relationship-building activities, strategic business reviews, technical briefings, thought leadership content, and agency/industry stakeholder engagement.
Increase Quarterhill's influence and visibility during the early stages of the customer buying journey.
Co-chair the GTM Steering Committee alongside marketing leadership and the Chief Revenue Officer.
Partner with leadership teams on account prioritization, resource allocation, growth strategy decisions, and GTM execution cadence.
Align sales, marketing, and product teams around strategic growth initiatives.
Establish and manage marketing-influenced pipeline reporting and performance visibility.
Present GTM progress, pipeline insights, and account engagement outcomes to executive leadership and board-level audiences.
Develop measurement frameworks that connect marketing activities to business outcomes and revenue performance.
Lead Quarterhill's win/loss analysis program, ensuring every major pursuit and RFP is reviewed to identify trends, strengths, gaps, and competitive insights.
Translate win/loss findings into actionable recommendations for Sales, Product Management, Product Marketing, and Executive Leadership.
Partner with Product Marketing to develop and execute launch strategies within strategic accounts, beginning with priority offerings such as BOS.
Work closely with the Brand and Marketing teams to create account-specific messaging and positioning.
Manage relationships with external agencies and partners supporting ABM programs, intent data platforms, market intelligence initiatives, and pre-RFP engagement activities.