The Challenge
Lightspeed Commerce is hunting for someone to architect their outbound go-to-market machine across key European regions. You'll own the entire strategy—from ICP definition to territory optimization—and leverage AI to supercharge pipeline generation at scale.
Your Mission
Map TAM and define 2-3 high-value ICP segments for your assigned region in partnership with Product Marketing
Audit current outbound process end-to-end and document gaps; design refined playbook for initial contact through opportunity creation
Implement lead scoring model in Salesforce tied to close probability and deal size; validate with 50+ historical deals
Establish closed-loop feedback cadence with Sales leadership to capture win/loss insights weekly
Launch AI-powered lead generation and enrichment workflow using 2-3 tools (e.g., Clay, Apollo, ZoomInfo); measure lift in rep productivity
Redesign sales territories based on account density, rep capacity, and strategic priorities; execute first round of resource allocation
Drive 15%+ improvement in pipeline velocity or conversion rates through process refinement and messaging optimization
Build cross-functional GTM governance with Marketing, Sales, RevOps; achieve 90%+ adoption of new rules of engagement
KPIs You'll Own
Pipeline Velocity
Measure days from first contact to qualified opportunity; target 20-30% improvement YoY.
Lead Conversion Rate
Track % of outbound touches that convert to qualified opportunities; benchmark by ICP segment.
Sales Rep Efficiency
Dials, emails, and meetings per rep per week; measure impact of AI automation on activity throughput.
Territory Coverage
% of high-priority accounts with assigned rep; ensure no white space in target segments.
Win/Loss Insight Velocity
Time from deal closure to actionable feedback loop; target weekly cadence with <48hr turnaround.
Tools & Stack
Your Team
Your Manager
Head of Growth or VP Sales (not specified)
Current Team
Growth team + Sales org; cross-functional with Marketing and RevOps
New role
The Package
Salary
€65K-€85K base
Remote
On-site in Paris, Amsterdam, Ghent, Berlin, or London (choose one location)
Benefits & Perks
Company Intelligence
Lightspeed Commerce is a commerce platform serving retailers and restaurants globally. The company operates at scale with strong product-market fit. You'll be building outbound GTM strategy for a mature, multi-region business.
Culture
Performance-celebrated, empowering, voice-heard culture where you can make tangible impact.
Is This Role For You?
- You've shipped outbound sales strategy or sales ops in B2B SaaS and have metrics to prove it
- You're obsessed with data—pipeline velocity, conversion rates, territory design—and see patterns in noise
- You're fluent in Salesforce, Sales Engagement Platforms, and list-building tools; AI excites you, not scares you
- You thrive in cross-functional environments and can translate GTM plans into executable playbooks Sales actually uses
- You want a manager-level strategic role where you own outcomes, not just tasks
- You're looking for pure hands-on sales execution; this is strategy + operations, not quota-carrying
- You haven't worked with CRM platforms or Sales Engagement tech at a strategic level
- You prefer to avoid ambiguity; early-stage process design isn't your jam
Interview Process
Initial Conversation
Screen with Talent/Hiring Manager on background, GTM strategy examples, and AI fluency
Case Study
Present a past outbound strategy you've owned: ICP definition, process design, or territory optimization with results
Stakeholder Interviews
Meet with Sales leadership and RevOps to assess cross-functional collaboration fit
Final Round
Leadership conversation on vision for outbound GTM in assigned region and AI integration roadmap
Interested in this role?
Apply now and hear back within days, not weeks.
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