GTM Strategy Senior Director - Lab37

About the role

Lab37 Robotics is a technology company focused on the development and deployment of robots designed specifically for direct-to-customer food production. Our mission is to revolutionize the food industry by creating innovative robotic solutions that enhance efficiency, quality, and customer satisfaction.

Responsibilities

• Own GTM strategy: Build out and evolve use cases, value proposition, pricing, and terms as Bowl Builder scales into large-scale deployment.
• Own the sales process: Run a disciplined sales motion end-to-end, from top of funnel through close, with restaurant and foodservice operators.
• Own onboarding and go-live: Build repeatable playbooks to get new customers live and delivering value quickly.
• Own account management: Manage the ongoing customer relationship, ensuring accounts renew, expand, and stay healthy.
• Build the GTM function: Stand up the processes, tools, and team needed to take Lab37 from a skeleton, borrowed GTM effort to a scalable function with its own playbook.

Requirements

• 7+ years of experience in consulting, business operations or strategy, or private equity, with direct experience advising on or building GTM strategy.
• Strategic Relationship Building: An epic storyteller and nuanced communicator, seen as trustworthy and likable by restaurant C-levels and executives.
• Food Industry Expertise: Deep restaurant knowledge and a nuanced understanding of key issues and trends, credible going toe-to-toe with restaurant folk.
• Financial Analysis: Analytical, no stranger to P&Ls, able to lead nuanced conversations on revenue, profit, and returns, and can build a labor model from scratch.
• Efficient Project Management: Able to stay on top of parallel work streams, direct various technical teams, and find shortcuts wherever possible.
• Assertive Negotiation: A keen understanding of our business model and our customers', with the judgment to know where to give, what to ask for, and when to stand ground or walk away.

Why join us

• Demand for online food delivery is growing rapidly. In the last 5 years, just in the US, the overall market has expanded 10X from $10B to $100B and could expand to $500B–$1T by 2030.
• Changing the restaurant industry: You’ll be part of a team that helps restaurants succeed in online food delivery.
• Collaborative environment: You will receive support and guidance from experienced colleagues and managers, helping you learn, grow, and achieve your goals, and you’ll work closely with other teams to ensure our customers' success.

Location & Schedule

This role is based in our Pittsburgh office. All office-based teams work onsite, five days a week.

Pay

The base salary range for this role is $182,000 - $230,000 per year. Actual compensation will be determined on an individual basis and may vary depending on experience, skills, and qualifications. You may also be eligible for equity awards and an annual performance-based bonus.

Benefits

• Medical, dental, and vision insurance (multiple plans, including HSA options).
• Company-paid life and disability insurance (short- and long-term).
• Voluntary insurance: accident, critical illness, hospital indemnity.
• Optional supplemental life insurance for self, spouse, and children.
• Pet insurance discount.
• 401(k).
• Health Savings Account (HSA).
• Flexible Spending Accounts (Healthcare, Dependent Care, Commuter).
• Time Off policies:
  • Discretionary vacation days.
  • 8 paid holidays per year.
  • Paid sick time.
  • Paid Bereavement leave.
  • Paid Parental Leave.

Benefits are subject to change at the company's discretion.