GTM Manager / Head of GTM
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a GTM Manager / Head of GTM based in Brazil.
This is a hands-on commercial leadership opportunity at the intersection of AI, robotics, data, and model evaluation. You will own the development and execution of the go-to-market strategy, from defining target markets and customer profiles to building pipeline and closing revenue. Working directly with founders and closely with product, research, and engineering teams, you will translate complex technical capabilities into compelling commercial value. The role combines strategic GTM development with direct ownership of the full sales cycle. You will help turn early customer traction into repeatable acquisition, sales, and expansion processes. This is an early-stage environment offering significant autonomy, visibility, and influence over both commercial and product direction.
Accountabilities
Define and continuously refine the ideal customer profile, priority segments, buyer personas, target accounts, and market positioning across Physical AI and robotics.
Build and execute the go-to-market strategy, covering positioning, customer acquisition, sales channels, partnerships, and commercial development.
Generate qualified pipeline through targeted outbound prospecting, founder networks, strategic partnerships, industry events, and relevant inbound opportunities.
Own the full sales cycle, including prospecting, discovery, qualification, proposal development, negotiation, and closing.
Build relationships with technical decision-makers, budget owners, executive sponsors, and other stakeholders involved in complex purchasing decisions.
Understand customer data-generation and model-evaluation challenges, purchasing criteria, budgets, timelines, and decision-making processes.
Translate technical capabilities into clear business value, differentiated messaging, commercial materials, and compelling customer proposals.
Partner with technical teams to structure commercially viable pilots and proof-of-concept engagements with measurable success criteria and defined paths to paid adoption.
Support pricing and packaging decisions using customer feedback, willingness-to-pay signals, delivery economics, and market intelligence.
Convert pilots and early engagements into paid contracts, renewals, and opportunities for account expansion.
Identify and develop strategic partnerships that can create customer access and new revenue opportunities.
Maintain accurate pipeline data and provide realistic forecasts covering deal progress, priorities, risks, buying signals, and next steps.
Track key commercial metrics, including conversion rates, sales-cycle duration, deal value, and reasons for wins and losses.
Bring customer and market insights back to product, research, and engineering teams to inform positioning, offerings, and product direction.
Build repeatable sales processes, qualification frameworks, and commercial playbooks as the business scales.
Demonstrated experience in B2B go-to-market, business development, or full-cycle sales for technical products or services.
Proven track record of personally generating pipeline and closing revenue rather than solely managing a sales team.
Experience selling to technical buyers and navigating complex, multi-stakeholder sales processes.
Strong discovery and consultative selling skills, with the ability to connect customer challenges to compelling value propositions.
Confidence leading commercial conversations, developing proposals, negotiating terms, and progressing opportunities toward decisions.
Ability to understand and credibly communicate technical concepts while collaborating effectively with subject-matter experts.
Experience defining target segments, developing market positioning, and testing customer-acquisition channels.
Strong commercial judgment and disciplined approaches to qualification, prioritization, pipeline management, forecasting, and deal execution.
High ownership, initiative, and comfort building processes from the ground up in an early-stage environment.
Strong communication, relationship-building, negotiation, and presentation skills.
Experience with AI, robotics, data platforms, infrastructure, developer tools, enterprise SaaS, or technical services is an asset.
Existing relationships within robotics companies, AI labs, or enterprise AI teams are a plus.
Experience transitioning founder-led sales into scalable and repeatable commercial processes is highly valued.
Experience structuring technical pilots or proof-of-concept engagements and converting them into paid contracts is an advantage.
Familiarity with pricing and packaging for software, data, or technical services is beneficial.
Experience developing revenue-generating partnerships or helping a new offering enter a market is a plus.
Genuine curiosity about AI, robotics, data, and emerging technologies, with the ability to engage credibly with technical stakeholders.
Fully remote position.
Significant autonomy and ownership over the commercial function and go-to-market strategy.
Direct access to founders and close collaboration with product, research, and engineering leadership.
Opportunity to build a commercial engine and sales processes from an early stage rather than inheriting an established playbook.
Meaningful influence over revenue strategy, market positioning, customer development, and product direction.
Opportunity to work at the intersection of AI, robotics, data generation, and model evaluation.
High-impact environment with opportunities to shape repeatable acquisition, sales, partnership, and expansion processes.
Exposure to technical customers, emerging AI applications, and complex enterprise buying environments.