Head of GTM

BlueCargo; New York (NY); Hybrid; USD 180,000 - 220,000; Full time

Benefits offered by this job

Medical benefits

Unlimited PTO

Flexible work environment

Job summary

BlueCargo is seeking a Head of GTM to own revenue strategy and execution across the GTM team in NYC. You will manage an existing team from day one, refine the sales process, and partner directly with the founders to hit aggressive growth targets. This player/coach role demands building scalable systems for continued expansion.

The role emphasizes enterprise, long-cycle deals, CRM discipline, and AI-native GTM approaches in a fast-paced startup. NYC-based with 3 days in office per week.

Qualifications

• 8+ years in B2B SaaS sales/GTM leadership with team management experience.
• Hands-on experience building AI-driven GTM workflows.
• Proven track record hitting revenue targets in high-growth settings.
• Experience partnering with founders and cross-functional leaders.

Responsibilities

• Own revenue strategy and pipeline forecast across the GTM team.
• Lead, coach, and scale the existing sales team and cross-functional partners.
• Define sales processes, playbooks, and compensation structures.
• Drive cross-functional alignment with Marketing, CS, and Product.

Skills

B2B SaaS sales

GTM leadership

AI-driven GTM workflows

Pipeline management

Forecasting

CRM discipline (HubSpot)

Tools

Claude Code

Codex

GitHub

Job description

BLUECARGO

BlueCargo is revolutionizing the logistics industry with solutions that streamline freight audit processes and track millions of containers worldwide. Founded by two female entrepreneurs from Y Combinator's 2018 batch and backed by a Series A in 2022, we have strong product-market fit, an established platform, and thousands of daily active users, and we’re entering our next phase of growth.

If transforming logistics with cutting‑edge technology excites you, we’d love to connect. We’re looking for a sales leader to own revenue and take our existing team to the next level.

Opportunity Overview

As Head of GTM, you’ll own revenue strategy and execution across our GTM team. You’ll step in and manage an existing team from day one, sharpen our sales process, and partner directly with the founders to hit aggressive growth targets.

This is a high‑leverage role for someone who wants a player/coach role at a scaling startup; you’ll be accountable for the team’s output and for building the systems that let it scale.

Key Responsibilities

• Own Revenue Strategy: Set targets, own the pipeline forecast, and drive predictable, repeatable revenue growth.
• Lead the Team: Manage, coach, and develop our existing team; run pipeline reviews, deal strategy, and performance management.
• Build GTM Infrastructure: Define the sales process, playbooks, and comp structure needed to scale beyond the current team.
• Drive Cross-Functional Alignment: Partner with Marketing, Customer Success, and Product on ICP, positioning, and deal support.
• Manage Industry Relationships: Own key relationships with ports, shipping lines, and other industry players.
• Lead on Major Deals: Act as the senior leadership and drive on strategic accounts.
• Own the Numbers: Build and own the sales OKR framework; track pipeline coverage, win rates, and forecast accuracy, and course‑correct when performance trends off‑track.
• Partner with Leadership: Contribute to GTM strategy, hiring plans, and comp design as the team scales.

Qualifications

• 8+ years in B2B SaaS sales/GTM leadership, with at least 3 years managing a team including marketing or sales ops.
• AI-native: hands‑on experience building or running AI‑driven GTM workflows (e.g., tools like Claude Code, Codex, GitHub, markdown‑based systems).
• Proven track record hitting and exceeding revenue targets in a high‑growth environment.
• Background in a high‑urgency, fast‑paced culture (e.g., a leading AI company or high‑growth Series A startup).
• Enterprise sales experience: complex, long‑cycle deals and RFPs.
• Strong coach; track record developing team members and improving team performance.
• Fluent in pipeline management, forecasting, and CRM discipline (HubSpot).
• Strong executive presence; comfortable partnering with founders and influencing cross‑functionally.
• Logistics or supply chain experience strongly preferred

Location

NYC‑based, 3 days/week in office.

What We Offer

• A seat at the table in a YC‑backed company on a strong growth trajectory
• Medical benefits, unlimited PTO, and a flexible work environment
• An international, inclusive team that values collaboration and personal growth
• Pay range for this role will be $180k-$220k base, $350k-$450k OTE