Head of GTM Strategy

At XBOW, we’re redefining the future of cybersecurity by building the world's first autonomous pentester, powered by AI. Today, the gold standard for securing software systems is human pentesters, but with the rise of artificial intelligence, we’re stepping up to scale offensive security to meet the ever-growing demand.

AI is transforming the landscape of both cybersecurity and cyberattacks. While millions of people without security expertise are creating software, bad actors are using AI to launch more effective attacks. XBOW fights back with AI-driven superpowers, enabling security teams to stay one step ahead.

Backed by Sequoia Capital and Altimeter, and a team that includes the creators of GitHub Copilot and GitHub Advanced Security, XBOW is not just keeping up with the times—we’re shaping the future of cybersecurity. Our mission is simple: to defeat the bad actors before they strike, using AI to revolutionize how we approach offensive security.

We’re building something that must be built, and we’re the team to do it. Join us in shaping the next frontier of autonomous security.

We’re hiring a Head of GTM Strategy to build and lead GTM strategy as a dedicated function reporting to the CRO. This role exists to make our go-to-market repeatable, scalable, and measurable, aligning product, marketing, sales, partnerships, and customer success around the right customers, the right motions, and the right commercial plan.

You’ll own the GTM blueprint and operating system that turns strong product + strong product marketing into consistent revenue outcomes.

This role operates at the intersection of Product, Marketing, and Revenue. You will partner deeply with Product on market direction, with Product Marketing on positioning and narrative, and with Sales and RevOps on execution and pipeline performance.

You’ll thrive here if you’re equal parts strategist and operator: you can define a crisp plan, translate it into executable plays, and drive cross-functional adoption with clear metrics.

Own XBOW’s GTM strategy, planning, and operating cadence

• Build the annual and quarterly GTM plan (priorities, capacity assumptions, targets, risks, and mitigations).

• Establish a consistent GTM operating rhythm (weekly GTM reviews, pipeline + conversion inspection, QBR inputs, executive readouts).

• Define the north-star GTM metrics and leading indicators (pipeline health, conversion, velocity, retention/expansion signals where relevant).

• Ensure the organization is aligned on priorities and executing against a coherent commercial strategy.

Own ICP, segmentation, and where-to-play choices

• Partner with Product to define and maintain XBOW’s ICP, segmentation strategy.

• GTM Strategy owns the commercial lens on ICP (buying patterns, budget ownership, sales motion, expansion potential), while Product owns the product capability lens (customer needs, workflow fit, and roadmap alignment).

• Translate segmentation into territory strategy, account prioritization, and coverage models in partnership with Sales & Revenue Ops Leadership.

• Ensure where-to-play decisions reflect both market opportunity and product readiness, aligning commercial strategy with long-term product direction.

Own GTM motion design across self-serve, sales-assisted, and enterprise

• Define how our motions work end-to-end: entry → conversion → expansion, including handoffs between marketing, sales, solutions, and customer success.

• Partner with RevOps and Sales leadership on qualification, routing, stage definitions, and pipeline process.

• Drive experiments that improve conversion, cycle time, and win rate, and operationalize what works.

Own commercial offers, packaging, and pricing strategy (with cross-functional partners)

• Lead the strategy for offers and packaging architecture across self-serve and enterprise.

• Partner with Product on how pricing models interact with product capabilities such as usage metering, feature gating, and entitlement structures.

• Partner with Finance, Product, and Revenue Ops on pricing strategy, discounting guardrails, and monetization experiments.

• Partner with Product Marketing on how offers are communicated and positioned externally (PMM owns messaging).

Own GTM launch commercialization (not messaging)

• For new products/capabilities: own the commercial rollout plan (target segments, channel/motion, pipeline targets, enablement plan, success metrics).

• Partner with Product Marketing on launch positioning, messaging, and launch content (PMM owns the narrative and assets).

• Ensure launches translate into measurable outcomes: adoption, pipeline creation, conversion lift, expansion.

Own pipeline plays and cross-functional execution

• Design and operationalize “plays” tied to specific segments/use-cases (triggers, talk tracks requirements, proof points requirements, channel plans).

• Define triggers, talk tracks, proof points, and channel strategy required to activate the play.

• Partner with Demand Gen / Growth on pipeline programs and with Sales on execution and feedback loops.

• Partner with Product Marketing on the sales-facing assets and story (PMM owns decks, one-pagers, battlecards, launch copy).

Own partner GTM motions and co-sell strategy (in collaboration)

• Identify partner leverage points (channels, ecosystems, co-sell paths).

• Define partner segmentation, co-sell motion design, enablement requirements, and success metrics.

• Partner with Product Marketing on partner messaging and co-marketing narratives (PMM owns content).

Own competitive performance insights (win/loss) and strategic response

• Run win/loss and competitive deal inspection to identify why we win/lose and what to change.

• Translate insights into changes in plays, offers, coverage, and sales motion.

• Partner with Product Marketing on competitive messaging artifacts (PMM owns battlecards and positioning docs).

• Serve as the central point for synthesizing GTM feedback into structured inputs for product strategy conversations.

Evaluate expansion opportunities (segments, geographies, buyers)

• Identify expansion opportunities such as new segments, geographies, buyers, or sales motions.

• Build the business case and evaluate readiness in partnership with Product, Finance, and Sales leadership.

• Ensure expansion decisions consider product readiness, localization requirements, operational capacity, and long-term strategy before committing GTM resources.

• A clear, adopted GTM strategy: ICP + segmentation + priority motions + quarterly plan that the organization follows.

• Better predictability and quality of pipeline: improved conversion, velocity, and win rate driven by sharper plays and tighter execution.

• Clear commercialization muscle: launches that result in measurable revenue impact, not just “shipped and announced.”

• A scalable GTM operating system: metrics, cadences, and accountability that reduce thrash and increase output.

• Stronger alignment between Product and GTM on market direction and prioritization.

• 8–12+ years in GTM Strategy, Revenue Strategy, BizOps, Strategic Ops, Growth/RevOps leadership, or equivalent roles in B2B SaaS.

• Demonstrated ability to drive measurable improvements in pipeline creation, conversion, win rate, and sales execution.

• Strong cross-functional leadership: you can align stakeholders and drive adoption without relying on org-chart authority.

• Highly analytical with good judgment: you can do the math, but you can also make decisions under uncertainty.

• Comfortable operating in technical domains (security/dev tooling/AI) and partnering deeply with Product, PMM, and Sales.

• Experience with multi-motion go-to-market (self-serve + enterprise).

• Experience in cybersecurity or developer-first products.

• Early-stage startup experience building GTM systems from scratch.

• Compensation & Equity: Competitive salary, clear performance-based incentives, and equity package, making you an integral part of XBOW’s growth story.

• Career Growth: Significant opportunities to progress within the sales organization and shape your career trajectory as we scale.

• Meaningful Work: You’ll directly impact XBOW’s mission to revolutionize cybersecurity and protect organizations worldwide.

• Location: US Remote

• Contract: Full-time

• Hiring Process:

  • Introduction with TA screen

  • Hiring Manager Interview

  • Role Related Interviews

  • Final Interview

At XBOW, we leverage AI every day, it's embedded in our product and our sales approach. But for this role, we’re seeking someone who brings genuine curiosity, empathy, and persistence. If that's you, we'd love to connect.