Head of Technical GTM

About the role

LocalStack is a fast-growing Series A startup building cutting-edge technology to revolutionize cloud development processes and support highly efficient dev&test feedback loops. We've closed our last $25mil round in Q4 2024, led by Notable Capital, CRV and Heavybit. LocalStack is a local cloud development platform that makes it easier, faster, and less expensive for software teams to ship reliable, high-quality applications to the cloud. The cloud was built to run software, not to support AI-native development workflows. As the world's leading local cloud development platform, LocalStack provides secure local sandboxes that simulate cloud environments, enabling AI agents and software developers to find and fix risks faster and more effectively than they can in the cloud. Our customer base ranges from SMBs to Global Fortune 500 companies. Our clients include companies like NASA, Harness, IBM, Workday, Comcast, Apple, 3M, Block and many more. We are sustainably growing our globally distributed teams across GTM, operations and engineering. In 2025 we almost doubled in size and continue to grow across all areas in 2026. LocalStack is headquartered in Zurich/Switzerland 🇨🇭, with a small engineering office in Vienna/Austria 🇦🇹 and remote team members from 25 countries including 🇺🇸the US, 🇫🇷FR, 🇬🇧UK, 🇨🇦CA, 🇪🇸ES, and many more!

Responsibilities

• Define and own the Technical GTM strategy and operating model (TAM + SE motions), setting core metrics for technical win rate, sales-cycle velocity, adoption, and expansion
• Build, hire, coach, and retain a high-performing team of TAMs and Solutions Engineers; establish enablement, ramp, and career frameworks
• Partner with the commercial team to accelerate sales cycles and increase win rates through compelling technical discovery, demos, POCs, and objection handling
• Drive product adoption and expansion across customer accounts, translating technical engagement into measurable ARR growth and net revenue retention
• Build the technical GTM playbook: repeatable demo/POC frameworks, reference architectures, competitive positioning, and reusable technical content
• Establish a structured feedback loop with Product & Engineering, delivering prioritized customer insights, usage patterns, and feature gaps
• Represent LocalStack technically with senior (VP+/CTO) stakeholders and in the broader developer community

Qualifications

• 8–12+ years of professional experience, including 3–5+ years leading technical GTM, sales engineering, solutions engineering, or TAM teams in devtooling or adjacent space
• Proven track record of building and scaling technical GTM functions and closing/expanding enterprise customers ($250K+)
• Deep technical knowledge of cloud computing concepts and technologies (strong AWS skills strongly preferred)
• Hands-on familiarity with Infrastructure as Code (IaC) and application development frameworks (e.g., Terraform, CDK, Pulumi, Serverless)
• Strong understanding of developer/DevOps/SRE personas and cloud dev/test feedback loops; credibility with technical buyers and practitioners
• Data-driven approach to GTM, with expertise in metrics such as win rate, sales-cycle length, adoption/utilization, retention, and expansion
• Experience partnering closely with Product & Engineering to shape roadmap from customer feedback
• Experience in a startup / scale-up ecosystem (preferred)

Values we hold at LocalStack

• Care: we create with compassion. We prioritize empathy and understanding in every interaction. By genuinely caring for our team, customers, and community, we create an environment where people thrive and impactful work flourishes
• Ownership: we own the outcome. We take responsibility for our work and are passionate about its impact. We foster autonomy, inspire ambition, encourage ownership, and empower everyone to unlock their potential and make an impact
• Openness: we build trust together. We build trust through open communication and honest feedback. By sharing ideas and embracing diverse perspectives, we create stronger, more connected teams that work toward shared goals
• Courage: we dare to innovate. We embrace bold challenges and take calculated risks to move the needle. We step outside our comfort zones, experiment fearlessly, and turn setbacks into springboards for growth
• Excellence: we chase the extraordinary. We chase excellence by pushing boundaries and delivering results that go beyond the ordinary, constantly raising the bar and striving for greatness in everything we do. Excellence is not just the outcome, it's how we approach every task with purpose, passion, and a commitment to delivering exceptional value

Benefits

• Fully remote
• Competitive salary
• Unlimited PTO
• 401k and private medical
• Annual company retreat
• 2 extra company-wide holidays
• Friendly and inclusive workplace culture (community guilds and online company events)

Compensation Range: $220K - $340K