LocalStack - tools and services that revolutionize the development flow for modern cloud&AI applications.
Head of Technical GTM
Location
Worldwide
Posted
7 days ago
Salary
$220K - $340K / year
Seniority
Lead
No structured requirement data.
Job Description
Head of Technical GTM
LocalStack
Role Description Define and own the Technical GTM strategy and operating model (TAM + SE motions), setting core metrics for technical win rate, sales-cycle velocity, adoption, and expansion. - Build, hire, coach, and retain a high-performing team of TAMs and Solutions Engineers; establish enablement, ramp, and career frameworks. - Partner with the commercial team to accelerate sales cycles and increase win rates through compelling technical discovery, demos, POCs, and objection handling. - Drive product adoption and expansion across customer accounts, translating technical engagement into measurable ARR growth and net revenue retention. - Build the technical GTM playbook: repeatable demo/POC frameworks, reference architectures, competitive positioning, and reusable technical content. - Establish a structured feedback loop with Product & Engineering, delivering prioritized customer insights, usage patterns, and feature gaps. - Represent LocalStack technically with senior (VP+/CTO) stakeholders and in the broader developer community. Qualifications - 8–12+ years of professional experience, including 3–5+ years leading technical GTM, sales engineering, solutions engineering, or TAM teams in devtooling or adjacent space. - Proven track record of building and scaling technical GTM functions and closing/expanding enterprise customers ($250K+). - Deep technical knowledge of cloud computing concepts and technologies (strong AWS skills strongly preferred). - Hands-on familiarity with Infrastructure as Code (IaC) and application development frameworks (e.g., Terraform, CDK, Pulumi, Serverless). - Strong understanding of developer/DevOps/SRE personas and cloud dev/test feedback loops; credibility with technical buyers and practitioners. - Data-driven approach to GTM, with expertise in metrics such as win rate, sales-cycle length, adoption/utilization, retention, and expansion. - Experience partnering closely with Product & Engineering to shape roadmap from customer feedback. - Experience in a startup / scale-up ecosystem (preferred). Benefits - Fully remote - Competitive salary - Unlimited PTO - 401k and private medical - Annual company retreat - 2 extra company-wide holidays - Friendly and inclusive workplace culture (community guilds and online company events)
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Technical Editor
CoalfireCoalfire is a cyber risk management and compliance company. It was founded in 2001 in response to increasing cyber threats and complex compliance mandates. Coal
• Provide quality control (QC) reviews of customer-facing and internal documents with specific focus on consistency, clarity, and conciseness for at least two verticals • Ensure that deliverable content follows standard templates, conforms to Coalfire brand guidelines, and is in accordance with Coalfire policies, processes, and guidance • Enforce consistent use of templates • Complete QC checks for each client-facing document reviewed • Identify and log risks and issues for analysis • Properly store records of work and revisions, including the reviewed document, checklist, and template.


