Head of Growth

Scope and Responsibilities

The Head of Growth will be responsible for the revenue growth and increased profitability of iTradeNetwork as well as lead all commercial strategy development and deployment, and drive operational execution to achieve sustained attainment of financial goals.

This executive will lead and execute the GTM strategy for the organization, develop new areas of growth for the business and bring predictability and scalability to iTradeNetwork’s commercial organization.  The executive will be collaborative with peers to leverage customer insights to aid in the future development of market leading products. The leader will also need to continually assess talent and organizational structures to facilitate the next phase of the company’s growth with a focus on recruiting, developing, and engaging a strong performance-oriented team and building a culture that aligns with iTradeNetworks’s leadership principles.  As a member of iTradeNetworks’ executive leadership team, this executive will achieve the above objectives without burdening the organization with undue bureaucracy or processes and instead will support a lean entrepreneurial culture, demonstrating high degrees of integrity, accountability and humility.  Additionally, this executive will not be satisfied with the status quo and will continuously look for ways to improve processes and build enduring capabilities.

Specific Responsibilities         

• Build a scalable GTM model to achieve and exceed sales quota by selling new logos and optimizing upsells and cross sells while keeping retention levels and customer satisfaction at high levels
• Be a strategic leader in moving the organization from a sales funnel mentality to a customer buyer journey mindset
• Identify channel partners to help market and sell our products, including consulting firms, ERP providers and other F&B industry players
• Drive predictable bookings and revenue growth, working proactively with cross functional peers. Demonstrate rigor and focus on the entire GTM process, especially around pipeline development and conversion, ICP identification and lead generation, inbound and outbound activity measurement and funnel development and conversion
• Bring focus and rigor to the sales process and drive strategic initiatives to identify core and adjacent market opportunities to grow our market share and expand the market, provide feedback for new product ideas, and improve Company brand, industry reputation, and financial performance
• Track and use data to inform decisions. Define the sales-tech strategy to achieve transformational outcomes through user adoption, change management, and data to underpin every decision. 
• Expand existing relationships along with finding opportunities for new business development and new logos
• Work collaboratively with CPO and CTO on collecting prospect and client feedback on new product ideas, and testing products in POC stage
• Model iTradeNetwork’s Leadership Principles and build a team culture aligned with those Principles
• Partner with the People team in developing an effective talent strategy that includes competitive compensation models and incentive structure, combined with learning and development opportunities, and a strong culture
• Lead with creativity, strategic thinking, nimbleness, agility and compassion
• Set three-to-five-year strategy for revenue and market share growth
• Achieve short, medium and long-term plans to execute the strategy
• Build strong relationships with key customers and partners to ensure an understanding of their needs, communicating a sense of commitment to them and to the marketplace
• Develop and create a strong sense of brand loyalty within the customer base
• Drive and own orders and revenue growth, performance to operating plans and forecasts
• Lead growth through commercial execution of new product introductions, improve market and deal awareness, lead generation, improve win rates while exploring underutilized channels and market adjacencies
• Build lean management practices for daily work while building capacity for process improvements and breakthrough objectives. Leveraging systems and frameworks to drive consistency while staying adaptable
• Understand the customer journey and ensure that ease of doing business and being proactive are key components of the differentiated customer experience
• Drive a culture of accountability, collaboration, inclusion, and learning
• Address competitive threats by crafting new business opportunities

Key Selection Criteria

• The Head of Growth will have a minimum of 10-15 years of experience growing a B2B SaaS organization
• Strong process orientation, ideally with exposure to continuous improvement methodologies
• A bachelor’s degree is required; MBA degree is preferred
• Ability to balance new business development/sales with growing existing client base
• Talent builder who can coach and mentor employees to achieve goals, and when needed move out underperforming talent from the organization
• Experience in creating and defining performance metrics and deliverables for teams across sales, marketing, and customer success
• Experience with best-in-class sales training, methodologies and processes
• Ability to enhance sales/revenue operations and create a strategic function with strong tactical capabilities
• Proven metrics models to provide predictable vision into Sales growth and planning
• Experience influencing and cultivating strong operational culture with new product Development
• Experience in GTM strategy deployment, execution, and ability to articulate clear results
• Demonstrated executive level experience spanning market scaling to build a meaningful and sustainable business
• Possess a combination of commercial and financial acumen. Experience managing a business with multiple products, technologies, markets and customers, in a B2B SaaS environment.
• Successfully enabled business strategy development and execution