Director, GTM Operations - Product Led Growth

Our Why At Dotmatics At Dotmatics, we believe science, data, and decision-making must be deeply intertwined for innovation to thrive. Our Portfolio includes Luma, LumaLab Connect, ELN Platform, Graphpad Prism, Geneious, SnapGene, Protein Metrics, OMIQ, FCS Express, LabArchives, NQuery, EasyPanel, MStar, SoftGenetics and Virscidian. We have a vision for a new Lab of the Future that will change the future of scientific research. We have created the world’s most comprehensive digital science platform – best-of-breed software applications already used by more than 2 million scientists, together in a single ecosystem united by a powerful, flexible enterprise data platform. This is not flat data buried away in digital graveyards. This is dynamic, multi-dimensional decision-making. Scientific enterprises need a new level of effectiveness to achieve tomorrow’s breakthroughs. Illness will not wait. The biosphere will not wait. We are tireless in our vision, because the time for innovation is now. Shaping the Future of Science At Dotmatics Our global team of more than 800 colleagues are dedicated to supporting our customers in over 180 countries. Together, with our scientific community of users, we accelerate scientific innovation in order to make the world a healthier, cleaner, and safer place to live. You’ll join a collaborative, global team pushing the boundaries of scientific innovation. Your ideas and efforts will have a tangible impact, accelerating scientific progress and discovery. We offer a dynamic, remote-friendly environment that fosters high integrity and collaboration, empowering you to excel. Dotmatics is a company built by scientists, for scientists. Combined, we are now the world’s largest cloud-based scientific research R&D platform. We need your help to keep growing and pioneering the future. We are Science Driven. We are Customer Centric. We are Better Together. What do we need We are seeking an analytical, hands-on Director to scale and optimize the Go-to-Market (GTM) strategy for three market-leading products within our Product-Led Growth (PLG) portfolio: GraphPad, SnapGene, Geneious. These products are undergoing a major value proposition transformation for distinct customer segments, which requires evolving, standardizing and coordinating the GTM playbook across functions and products. In this role, you will leverage existing teams (Customer Success, Sales, Marketing, Product, Data Engineering) to drive revenue acceleration by operationalizing, executing, measuring and supporting our upsell motions, cross-sell motions and core commercial strategies across channels and customer segments. You are a proven operator and tactical analyst adept at translating high-level strategy and objectives into measurable, cross-functional programs, using deep data analysis to drive execution and inform future strategy. In this role you will get to : Operationalise, manage and maintain the GTM playbook, roadmaps, and execution milestones across all sales channels (self-serve e-commerce, CS, Enterprise sales) and customer segments (B2C, SMB, Enterprise) Establish GTM OKRs, track real-time performance, and provide actionable insights to all stakeholders Collaborate closely with Customer Success, Sales and Marketing to ensure consistent and coordinated execution of the GTM playbook (e.g. tests, strategies, tactics) Identify, evaluate and manage new sales channels and opportunities (e.g. reseller partners, underpenetrated geographies, underpenetrated organizations) that can accelerate growth profitably Collaborate with Analytics Engineering to deliver reliable, accurate, and standardised reporting, and ad hoc insights as needed Support pricing and packaging strategy, advise executive leadership, and perform quantitative pricing analysis (e.g. competitive benchmarks, price elasticities) Provide essential performance and customer feedback to Product Management to inform the product roadmaps We are looking fo r people who have a degree or higher in quantitative field (e.g. Economics, Statistics, Business) or equivalent experience, and hands-on experience scaling GTM strategies in a multi-product PLG environment, specifically understanding the intersection of self-serve and Product-led Sales channels across B2C, SMB and Enterprise customer segments Proven experience in scaling GTM strategies in a multi-product PLG environment Demonstrated ability to drive complex, cross-functional execution and alignment without relying on direct reports. Highly analytical and tactical thinker; proven ability to produce actionable data insights to inform strategy and execution, especially under business ambiguity Proven experience defining, testing and optimizing GTM tactics across channels Strong quantitative and analytical skills; must have medium proficiency in SQL to self-serve insights and guide the Data function Demonstrated experience in commercial analysis, and pricing and packaging strategies Highly collaborative, open to incorporating existing strategies, and focused on driving tangible results through operational excellence Excellent written and verbal communication skills, including high-impact sales copywriting fundamentals, to elevate the performance of existing teams Total Rewards Dotmatics utilises a national market-based approach to base pay benchmarking and pay band development. The candidate's final starting pay is based on job-related skills, experience, job specific qualifications & location. In addition to base salary, Dotmatics has implemented a total rewards strategy, which is the combination of compensation, benefits and recognition. Certain positions are also eligible for variable pay; your recruiter will discuss the full compensation package details. Other Total Rewards Offered Medical, Dental, Vision, Insurance Health Spending Accounts Wellness Benefits (Mental Health Apps and Fitness Perks) Company-paid Life and Disability Insurance 401k Retirement Plan (with 4% company match; immediate vesting) Flexible Time off Plan (for US exempt employees) This is the range that we, in good faith, believe is the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future. Starting Base Pay Range $143,500 — $168,900 USD Research shows us the confidence gap and imposter syndrome can get in the way of meeting outstanding candidates, so please don’t hesitate to apply — we’d love to hear from you. By submitting your application, you agree that Dotmatics may collect your personal data for recruiting, global organization planning, and related purposes. Dotmatics Privacy Notice explains what personal information we may process, where we may process your personal information, our purposes for processing your personal information, and the rights you can exercise over Dotmatics use of your personal information. Dotmatics is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work.