Senior GTM Strategy & Product Manager

Softbank Robotics America•San Francisco, CA

About The Position

SoftBank Robotics America (SBRA), a member of the SoftBank Group, develops and deploys intelligent robotics solutions at the intersection of artificial intelligence, automation, and real-world business applications. Our technology supports organizations across industries, including hospitality, retail, healthcare, logistics, facilities management and construction, in improving operational efficiency and enhancing customer experiences through robotics and automation. As we continue to scale our presence in physical AI and advanced automation, we are building a collaborative, high-performance environment that values curiosity, operational excellence, and disciplined execution. SoftBank Robotics America is seeking a strategic commercial leader to help define, commercialize, and scale our cleaning business. This is not a traditional Senior GTM Strategy & Product Manager role. It is a business leadership position responsible for owning how our cleaning business goes to market, how new products and services are commercialized, and how our commercial organization executes against a unified growth strategy. Reporting to executive leadership, you will serve as the commercial quarterback for the business—leading go-to-market strategy, commercialization planning, category creation, product launches, market positioning, customer proof, and cross-functional execution. Working across Product, Sales, Marketing, Customer Success, Partnerships, Fleet Operations, Revenue Operations, and Executive Leadership , you will own the commercial strategy that brings our products to market and ensures every function is aligned around common priorities, measurable outcomes, and revenue growth. Success in this role is measured by business impact—not by the collateral you create. You will be responsible for accelerating product adoption, increasing enterprise win rates, strengthening customer proof, improving partner readiness, enabling the field, and helping grow the cleaning business. Enterprise robotics is still defining its category. You will help establish how customers evaluate robotics, create the language that shapes the market, and position SBRA as the commercial leader in enterprise robotics.

Requirements

8+ years leading GTM strategy, commercialization, product marketing, or commercial strategy for enterprise technology companies
Demonstrated ownership of go-to-market strategy and commercialization initiatives
Experience leading cross-functional programs involving Product, Sales, Marketing, Customer Success, Partnerships, and Revenue Operations
Experience launching enterprise software, AI, robotics, automation, industrial technology, or other complex B2B solutions
Strong executive communication and storytelling skills
Experience creating customer proof programs, executive reference strategies, and commercialization assets
Strong enterprise sales enablement experience
Experience conducting win/loss analysis and translating findings into measurable business improvements
Ability to build ROI/TCO models and business cases that support enterprise buying decisions
Comfortable operating in fast-paced, high-growth environments with significant ambiguity

Nice To Haves

Robotics
AI
Enterprise SaaS
Automation
Industrial Technology
PropTech
Facilities Technology
Experience creating or defining emerging technology categories
Strong use of AI tools to improve productivity and content creation

Responsibilities

Own Go-to-Market Strategy & Commercialization: Lead the end-to-end commercialization strategy for the cleaning business. Own the overall go-to-market strategy across Product, Sales, Marketing, Customer Success, Partnerships, Fleet Operations, and Revenue Operations. Develop commercialization strategies for new products, services, verticals, and partnerships. Drive accountability across the organization to ensure every commercial function is executing against one unified plan. Partner directly with executive leadership to prioritize investments, vertical expansion, launch sequencing, and growth initiatives.
Lead Category Strategy & Market Positioning: Own SBRA's market narrative, messaging architecture, and category strategy. Define how enterprise buyers understand, evaluate, and purchase managed robotics programs. Ensure messaging consistency across direct sales, partner channels, marketing campaigns, executive presentations, customer success, and product launches. Position SBRA as the market leader for enterprise robotics orchestration—not simply another robotics manufacturer.
Own Product Commercialization: Lead commercialization for every significant product launch. Develop launch strategies, positioning, pricing recommendations, packaging guidance, and commercialization plans. Coordinate Product, Sales, Marketing, Customer Success, Fleet Operations, Partnerships, and RevOps to ensure successful execution. Measure launch performance and continuously optimize commercialization strategies.
Build the Customer Proof & Reference Engine: Own SBRA's customer proof strategy. Turn successful deployments into executive references, case studies, customer testimonials, ROI validation, industry benchmarks, and reference sites that accelerate enterprise sales. Partner with Customer Success and Operations to create a repeatable system that continually generates customer proof for both direct sales and partner channels.
Lead Enterprise Sales & Partner Enablement: Develop commercial playbooks, business cases, ROI/TCO models, competitive positioning, battlecards, executive presentations, proposal templates, and commercialization frameworks. Lead partner enablement so channel partners receive the same commercial tools, messaging, and positioning as SBRA's direct sales organization. Own the win/loss review process, identifying why opportunities are won, delayed, or lost—and translate those insights into improved messaging, qualification, competitive strategy, and sales execution.
Be the Voice of the Market: Develop deep customer, partner, and market intelligence. Travel regularly to customer sites, partner meetings, deployments, and industry events. Ensure Product, Sales, Customer Success, Marketing, and Executive Leadership remain aligned around evolving customer needs, competitive dynamics, and market opportunities.