DIrector, Growth & Commercialization

Ari Agency Executive Search & Digital Recruitment; Toronto; Hybrid; CAD 140,000 - 190,000; Full time

Benefits offered by this job

Competitive PTO and compensation

Hybrid workplace

Mental health coverage

Lifestyle subsidy and reimbursements

Company social events and awards

Job summary

Ari Agency Executive Search & Digital Recruitment is seeking a Director of Growth & Commercialization to create new commercial offerings that increase ASP, ACV and market share. This hands-on role analyzes markets, customers and performance, translating insights into go-to-market opportunities and new packaged offerings.

You will own the process end-to-end—from research and customer conversations to building the offer, aligning internal teams and partner ecosystems, and testing the go-to-market

Qualifications

• 8-12+ years in B2B SaaS commercialization, product marketing, growth or strategic marketing.
• Proven track record turning ideas into offerings customers actually buy.
• Experience researching and developing vertical markets, incl. buyers, needs and dynamics.

Responsibilities

• Identify platform capabilities and data to package into new paid or value-added offerings.
• Decide how each offering should be sold and at what price.
• Build the value proposition including problem, buyer, use case and business value.
• Make the business case with demand, revenue potential, investment, scalability.
• Own commercialization from concept through market test and launch.

Skills

B2B SaaS

Product marketing

Growth strategy

Pricing strategy

Sales enablement

Customer discovery

Cross-functional leadership

Job description

We’re on the search for a Director of Growth & Commercialization to create new commercial offerings that increase customer value, average selling price (ASP), annual contract value (ACV) and share of wallet.

This is a hands-on strategic commercialization role. You will assess markets, customers and commercial performance to identify where Liferaft can grow, determine what needs to change, and translate those insights into new offerings and go-to-market opportunities.

The opportunity may start with our client’s capability that could be packaged differently, an unmet need within a priority vertical, or a joint solution with a strategic partner. We need someone who owns it end to end - does the research, talks to customers, builds the offer, works the details through internal teams and partners, equips Sales, tests the motion and adjusts based on what they learn. This is not a corporate strategy role and it is not a demand generation role.

What You’ll Do

Create and Package New Offerings

• Identify platform capabilities, data and expertise that can be packaged into new paid or value-added offerings.
• Decide how each should be sold - standalone, add-on, premium capability, service or bundle - and at what price.
• Build the value proposition: customer problem, target buyer, use case, differentiation and business value.
• Make the business case (demand, revenue potential, investment, ability to scale) and set the metrics that say scale it, refine it or stop it.

Develop Vertical Opportunities

• Assess priority and emerging verticals to find where the company's capabilities and new offerings solve the most valuable customer problems.
• Research the security priorities, use cases, buyers, buying triggers and competitive dynamics within each target vertical.
• Size and prioritize vertical opportunities, and adapt the offering, positioning and sales approach where needs differ by industry.
• Validate vertical needs directly with customers, prospects, Sales and Customer Success rather than internal assumptions.

Grow Share of Wallet in Existing Accounts

• Use product usage, customer feedback and CS/Sales insight to find value customers already get that isn’t reflected in current packaging or pricing.
• Surface unmet needs inside existing accounts that could become broader commercial
• Turn those into offerings, packaging or use cases that lift adoption, expansion, ASP and ACV.

Build Joint Offerings with Strategic Partners

• Work with Pinkerton and other Securitas partners to find where combined capabilities create an offering neither can sell alone.
• Define the customer problem, combined value proposition, target market, commercial model and ownership.
• Work through the practical details of taking a joint solution to market - positioning, pricing, sales motion, enablement.
• Test joint offerings with shared customers alongside internal and partner sellers, and refine based on what comes back.
• Own commercialization from concept through market test and launch.
• Work with Product and Product Marketing on what’s required to deliver and differentiate the offering, and with Marketing on the messaging, content and programs to launch it.
• Define target accounts, buyers and the sales story with Sales and BDRs, and build the enablement they need to position and sell it confidently.
• Get into early customer conversations and live deals to hear what resonates, where objections come up and what has to change - then measure results and refine.

What We’re Looking For

• 8-12+ years in B2B SaaS commercialization, product marketing, growth or strategic marketing.
• A track record of personally driving an idea from 'we think customers might want this' to an offering customers actually buy.
• Experience researching and developing vertical markets, including industry-specific buyers, needs, use cases and buying dynamics.
• Strong command of SaaS packaging, pricing and ASP/ACV expansion, plus the strategic marketing fundamentals - segmentation, ICP development, positioning, value proposition and competitive differentiation.
• Skilled at customer discovery, and at turning what you hear into an offering and a credible business case.
• Solid understanding of B2B sales motions and what Sales needs to successfully sell something new.
• Comfortable with ambiguity: decides with imperfect information, moves from recommendation into execution, and gets work done across Product, Sales, Customer Success and Marketing without direct authority.

What Will Make You Stand Out

• Experience in security, intelligence, risk management or another complex B2B technology category.
• Created new revenue streams from existing SaaS products or capabilities - add-ons, premium offerings or solution bundles built to lift ASP, ACV or share of wallet.
• Built a vertical market from initial research and customer discovery through a repeatable commercial motion.
• Developed and commercialized joint offerings with strategic partners or channel.
• Experience with pricing, packaging and willingness-to-pay research.

About the Company

They provide a leading open-source intelligence (OSINT) software company providing threat intelligence solutions that helps corporate security teams worldwide identify, track and validate risks from open-source channels - surface, deep and dark web -related to executive safety, fraud prevention and asset protection. We’re a diverse, collaborative team solving hard problems in open-source data to help keep people and operations safe.

What We Offer

• Competitive compensation and flexible PTO (15+ days/year, no cap)
• Hybrid workplace with flexible hours
• Mental health coverage up to $3,000/year for employees and dependents, plus free EAP and wellness-platform access
• $750 yearly lifestyle subsidy, plus monthly cell phone and parking reimbursement
• Company-sponsored social events, peer-nominated "Cheers" awards, and quarterly performance awards