Senior Go-to-Market (GTM) Lead

About the Role

At Quarterhill, we're looking for a strategic, commercially-minded Senior Go-to-Market (GTM) Lead to build and scale our market engagement strategy, influence high-value pursuits before they become formal procurements, and create stronger alignment between sales, marketing, product, and executive leadership. The Senior GTM Lead will own and lead Quarterhill's go-to-market motion outside of the traditional RFP process. This individual will develop and execute account-based growth strategies focused on our most strategic customers, establish repeatable pre-RFP engagement programs, drive actionable market intelligence through win/loss analysis, and help accelerate revenue growth across the organization.

Working closely with executive leadership, including the CRO and marketing leadership, the Senior GTM Lead will co-lead strategic planning forums, prioritize target accounts, and ensure Quarterhill is positioned early and effectively in critical opportunities.

Responsibilities

• Strategic Account Growth & Market Engagement
  • Own and maintain Quarterhill's top 100 strategic account portfolio within Salesforce, including:
    • Buyer stage tracking
    • Decision-maker and stakeholder mapping
    • Product fit assessments
    • Account engagement history
    • Next-step action plans
  • Refresh account insights weekly and present recommendations to GTM leadership forums.
  • Develop and execute account-based marketing (ABM) strategies for Tier 1 accounts and priority growth opportunities.
  • Partner with sales leadership to drive executive sponsor engagement and coordinated account planning.
• Pre-RFP Opportunity Development
  • Design, implement, and scale Quarterhill's pre-RFP engagement framework.
  • Ensure consistent engagement across Tier 1 accounts through:
    • Executive relationship-building activities
    • Strategic business reviews and technical briefings
    • Thought leadership content and bylined industry perspectives
    • Agency and industry stakeholder engagement
  • Increase Quarterhill's influence and visibility during the early stages of the customer buying journey.
• GTM Leadership & Cross-Functional Alignment
  • Co-chair the GTM Steering Committee alongside marketing leadership and the Chief Revenue Officer.
  • Partner with leadership teams on:
    • Account prioritization
    • Resource allocation
    • Growth strategy decisions
    • GTM execution cadence
  • Align sales, marketing, and product teams around strategic growth initiatives.
• Pipeline & Performance Management
  • Establish and manage marketing-influenced pipeline reporting and performance visibility.
  • Present GTM progress, pipeline insights, and account engagement outcomes to executive leadership and board-level audiences.
  • Develop measurement frameworks that connect marketing activities to business outcomes and revenue performance.
• Win/Loss Intelligence
  • Lead Quarterhill's win/loss analysis program.
  • Ensure every major pursuit and RFP is reviewed to identify trends, strengths, gaps, and competitive insights.
  • Translate findings into actionable recommendations for:
    • Sales
    • Product Management
    • Product Marketing
    • Executive Leadership
• Launch & Growth Initiatives
  • Partner with Product Marketing to develop and execute launch strategies within strategic accounts, beginning with priority offerings such as BOS.
  • Work closely with the Brand and Marketing teams to create account-specific messaging and positioning.
  • Manage relationships with external agencies and partners supporting:
    • ABM programs
    • Intent data platforms
    • Market intelligence initiatives
    • Pre-RFP engagement activities
• Success Measures

  Within the first 12 months, success in this role will be demonstrated through:

  • Increasing Tier 1 tolling agency engagement from approximately 40% to 50% within six months.
  • Establishing joint marketing and account plans across:
    • 25%–30% of priority accounts within six months
    • 50%+ of priority accounts within twelve months
  • Influencing 30%+ of targeted pre-RFP pursuits within twelve months.
  • Enabling 1–2 multi-business-unit pursuits through integrated marketing programs.
  • Improving year-over-year RFP win-rate performance.
  • Delivering measurable growth in marketing-influenced pipeline and strategic account engagement.

Requirements

• Required Experience
  • 8–12 years of experience in B2G, public sector, infrastructure, transportation, technology, or complex B2B go-to-market environments.
  • Demonstrated success managing long and complex buying cycles, ideally ranging from 18–36 months.
  • Proven experience building, leading, and scaling account-based marketing or account-based growth programs.
  • Strong expertise with Salesforce and modern ABM technologies.
  • Experience owning or reporting against marketing-influenced pipeline objectives and revenue metrics.
  • Exceptional stakeholder management and executive communication skills.
  • Strong analytical and strategic planning capabilities with the ability to translate insights into action.
• Preferred Experience
  • Tolling, Intelligent Transportation Systems (ITS), mobility, transportation technology, or government infrastructure industry experience.
  • Experience working with public agencies, transportation authorities, or government stakeholders.
  • Familiarity with enterprise pursuit management and strategic account planning methodologies.

Benefits

• Paid days off (e.g., vacation, sick days, bereavement leave)
• Health and Dental plans
• Retirement plans
• Employee and Family Assistance Program (EFAP)
• Employee referral program