As the Go To Market (GTM) Lead for Australia, you will be responsible for growth and profitability for your market. You will work with our Finance and Strategy (F&S) team, Product Management, and other functional leads to set growth goals, develop a GTM strategy to achieve those goals, and lead and partner with functional experts in your market (i.e., Sales, Partnerships, Product Marketing, Marketing, Account Management, Customer Success) to implement this strategy. You will understand the needs and experiences of your customers, and ensure that Square’s products have product market fit to generate long-term Square value within your market. You will translate your vision into a product and GTM roadmap and gain agreement across all counterparts.
You will report to Square’s International and Partnerships Lead and directly manage individuals spanning the Product Marketing and Strategy and Planning functions and indirectly manage (i.e. dotted-line) the rest of the GTM functions for your region (e.g. Sales, Central Marketing, Partnerships, Account Management). Over time, depending on experience, functional alignment, and success in the market, there may be a path to directly manage these functions as well.
You will:
- Set the product and business vision for the market. This includes setting growth goals and developing a strategy to achieve - and exceed - targets. Directly manage and influence the cross-functional teams to ensure they are executing our strategy and working well together.
- Manage the Country P&L down to direct EBITDA.
- Define the full-funnel GTM strategy across all channels (Sales, Marketing, Partnerships, Self-Serve Product Onboarding, etc), oversee implementation to ensure it is properly executed, and closely monitor success and adapt the strategy. Identify which GTM functions and channels we will use to take our product to market and optimize our GTM investment mix (both allocation across channels and spend levels within channels).
- Operate with a data-driven approach and make investment reallocation decisions with speed, optimizing to achieve maximal and profitable growth.
- Determine Ideal Customer Profile (ICP), target audiences, and the optimal product portfolio through a deep understanding of customer needs, behaviors, decision criteria, and competitive landscape. Identify the gaps that exist in our product portfolio and in the market today, and form a thoughtful perspective on how we should prioritize product and feature development efforts to best support the market.
- Guide pricing and packaging decisions to maximize growth, retention and profitability; develop a differentiated messaging framework.
- Help prioritize features by quantifying the business opportunity and expected impact, monitoring product quality, and assessing our evolving product market fit. Work with Product Managers to scope efforts and size the investments and expected returns from new product development, and collaborate throughout the development cycle to ensure we are shipping the right products and features for your market.
- Ensure we support and engage our sellers so they continue using Square and become vocal advocates and promoters for our products to other sellers.
- Engage senior stakeholders across the company to keep them informed about performance and quickly escalate and unblock any challenges; effectively iterate on the strategy based on feedback and results.
- Represent Square externally for major product launches and GTM-oriented initiatives and in strategic customer and partner conversations.
- Partner with the Industry Relations & Operations Lead to ensure alignment with the business and regulatory requirements in the market.
