Program manager - GTM Strategy & Operations

Soch Street; Bengaluru; On-site; INR 3,000,000 - 6,000,000; Full time

Job summary

Soch Street is seeking a GTM Lead to discover and sharpen a repeatable go-to-market motion, working with founders, sales, marketing and product to understand customer needs, where demand comes from, what messaging works, and how we can turn early experiments into a scalable GTM playbook.

You will lead cross-functional GTM initiatives, run experiments across channels, engage with customers, and translate insights into repeatable processes that drive growth in an AI-first legal tech startup.

Qualifications

• Ability to thrive in ambiguous, early-stage environments.
• Experimental mindset; learn quickly and pivot with evidence.
• Strong customer curiosity and ability to speak with customers.
• Cross-functional coordination across sales, marketing, and product.
• Strong analytical thinking to identify patterns in data.
• Commercial instincts on leads, accounts, buyers, and sales cycles.
• Bias for action; move quickly and iterate.
• Clear communication and documentation skills.
• Ownership and curiosity in a startup setting.

Responsibilities

• Serve as glue across product, sales, and marketing to share GTM learnings.
• Run GTM experiments across channels, segments, messaging, and sales motions.
• Participate in hands-on activities: calls, discovery, campaigns, onboarding.
• Talk to customers to uncover pain points and buying triggers.
• Collaborate with sales on what works in conversations and demos.
• Coordinate with marketing to test positioning and content.
• Work with product to feed customer feedback into roadmap.
• Identify repeatable patterns across conversations and campaigns.
• Create lightweight processes, trackers, and analyses.
• Translate GTM questions into actionable experiments and steps.
• Document what works to build repeatable playbooks.

Skills

Ambiguity

Experimentation

Customer curiosity

Cross-functional coordination

Analytical thinking

Commercial instincts

Bias for action

Clear communication

Ownership

Tools

HubSpot

Salesforce

Apollo

Clay

Instantly

Smartlead

Customer.io

Segment

Metabase

Job description

Pay range and compensation package

30 - 60LPA

About the Company

As a GTM Lead, you will help the company discover and sharpen a repeatable go-to-market motion. You will work closely with founders, sales, marketing, and product to understand what customers need, where demand comes from, what messaging works, and how we can turn early experiments into a scalable GTM playbook.

About the Role

Responsibilities

• Be the glue across product, sales, and marketing so that GTM learnings flow quickly across the company.
• Help run GTM experiments across channels, segments, messaging, and sales motions.
• Get hands-on wherever needed - sales calls, customer discovery, campaign execution, onboarding conversations, research, analysis, or follow-ups.
• Speak with customers and prospects to understand pain points, buying triggers, objections, and product feedback.
• Work with sales to understand what is working in conversations, demos, objections, and conversions.
• Work with marketing to test positioning, content, campaigns, and channels.
• Work with product to bring customer and market feedback into product decisions.
• Look for patterns across conversations, campaigns, usage, and pipeline to identify what can be repeated.
• Create lightweight processes, trackers, notes, or analyses that help the team learn faster.
• Translate ambiguous GTM questions into practical experiments and clear next steps.
• Document what works so successful experiments can become repeatable playbooks.

Required Skills

• A strong desire to figure things out in ambiguous, early-stage environments.
• An experimental mindset - you are comfortable trying things, learning quickly, and changing direction based on evidence.
• Strong customer curiosity - you are willing and able to speak with customers and prospects directly.
• Ability to coordinate across sales, marketing, and product without needing everything to be neatly defined.
• Strong analytical thinking - you can look at conversations, campaigns, product usage, and pipeline data to identify patterns.
• Commercial instincts - you understand leads, accounts, buyers, sales cycles, messaging, and conversion.
• Bias for action - you can move quickly, do scrappy work when needed, learn from results, and iterate.
• Clear communication and documentation skills.
• High ownership, curiosity, and comfort operating in an early-stage startup environment.

Preferred Skills

• Experience in B2B SaaS, legal tech, AI products, or selling to professional services firms.
• Familiarity with enterprise/B2B sales motions, especially account-based thinking.
• Experience with tools like HubSpot, Salesforce, Apollo, Clay, Instantly, Smartlead, Customer.io, Segment, Metabase, or similar.
• Basic understanding of product-led growth, lifecycle marketing, customer success, or founder-led sales.
• Prior experience in a founder’s office, growth engineering, revops, or startup generalist role.

Success in This Role Looks Like

Within the first 90 days, you will have:

• Improved the quality and completeness of company's GTM data.
• Helped the team identify which customer segments, messages, and channels show the strongest pull.
• Supported sales, marketing, and product with clear customer and market learnings.
• Joined customer or prospect conversations and turned them into useful GTM and product insights.
• Launched experiments that improve outbound efficiency, lead conversion, onboarding, or product usage.
• Helped convert successful experiments into early GTM playbooks.

Why Join Us

• Work directly with the founding team on high-impact GTM problems.
• Build the operating system for how an AI-first legal tech company grows.
• Own meaningful projects from day one.
• Operate at the intersection of AI, legal workflows, product, and revenue.
• Help shape a category-defining company in legal AI.