GTM Head SaaS ProductsMPIN

Role Summary

The Head of GTM (SaaS Products) is responsible for building and leading the global commercial engine for Bosch MPS SaaS platforms such as FleetME SCS (cWMS SDeX) and .
The role owns revenue and gross margin targets and ensures successful GTM execution across India Europe and North America.

 

Key Responsibilities

Commercial & Revenue Management

• Own global ARR Gross Margin and billing targets.
• Convert product readiness into clear segment strategies and revenue plays.
• Drive pipeline generation forecasting accuracy customer retention and upsell.

GTM Strategy & System Design

• Build scalable and repeatable GTM playbooks (PLG partner-led enterprise).
• Establish governance through CRM SPARK and CF integration.
• Use data analytics and AI-driven insights to improve funnel health and renewal rates.

Partner & Ecosystem Development

• Develop and manage partnerships with ISVs ERP VARs OEMs 3PL techs and fintech partners.
• Define partner programs MDF frameworks and joint business plans.
• Leverage public digital rails (ULIP ONDC OCEN) for SMB expansion.

Regional Leadership

• Lead GTM teams across India EU and North America.
• Ensure consistent execution while adapting to local market conditions.
• Drive quarterly operating rhythmspipeline reviews billing cadence partner activation.

Team Leadership

• Build and develop cross-functional GTM teams across sales marketing partnerships customer success and revenue operations.
• Foster a culture of ownership accountability and data-driven decision-making.

Stakeholder & Matrix Management

• Align closely with Product Engineering Finance and Regional Business Leads.
• Communicate GTM priorities progress and risks to senior leadership.
• Ensure governance discipline and alignment to Bosch processes.

Key Performance Indicators

• Annual Recurring Revenue (ARR) 6M
• Gross Margin 25%
• CAC Payback < 9 months
• Partner Contribution 40% of pipeline
• Pipeline-to-Billing Conversion 25% QoQ
• Forecast Accuracy 5%
• Net Revenue Retention (NRR) 115%

Qualifications :

Candidate Profile

Experience

• 1518 years of total experience with at least 7 years in B2B SaaS GTM leadership.
• Experience across PLG partner channels enterprise sales and multi-region scale.
• Background in mobility logistics or vertical SaaS is an advantage.

Skills

• Strong understanding of ARR CAC/LTV pricing NRR and gross margin levers.
• Ability to design scalable GTM systems and rev-ops processes.
• Strong partner ecosystem and channel management experience.
• Excellent communication stakeholder alignment and executive presence.
• High proficiency with CRM analytics tools and AI-driven GTM insights.

Education

• MBA or equivalent degree preferred.
• Engineering background is a plus.

Behavioral Competencies

• Strategic thinker with hands-on execution capability.
• Comfortable working in structured governance environments.
• Entrepreneurial mindset high ownership and results-driven approach.
• Ability to lead teams across functions and geographies.

Additional Information :

Reporting Structure

• Reports To: Global Head of GTM MPS
• Matrix Reporting: Chief Product Officer; Regional Business Leads
• Collaborates With: Product Finance Engineering Marketing Customer Success Procurement

Remote Work :

No

Employment Type :

Full-time