Go-to-Market Champion

About the role

You will define and drive the global Go-to-Market strategy for Impossible Cloud and Impossible Cloud Network, owning the end-to-end commercial motion for GPU cloud and AI infrastructure. This role demands hands-on ownership of market segmentation, value proposition development, pricing, and packaging targeted at enterprise, startup, and research segments. You will establish scalable customer acquisition and retention strategies through direct sales, channel, and partnerships, while managing the full client buying journey across commercial and technical dimensions. You will build and lead a high-performing global GTM team, including presales, direct sales, partnerships, solutions engineering, marketing, and customer success, developing playbooks and performance metrics. Close collaboration with Product and Engineering will ensure GTM plans align with the roadmap, channeling direct client insights and market intelligence to anticipate shifts in AI and cloud adoption. You will identify, close, and lead strategic partnerships with AI companies, ISVs, integrators, and cloud marketplaces, serving as a trusted advisor for Enterprise and AI Native customers. Finally, you will drive thought leadership and market presence via industry events, content creation, and executive engagement, embodying the culture of relentless innovation, ownership, and accountability.

Key facts

What you'll do

Define and execute the end-to-end Go-to-Market strategy for Impossible Cloud and ICN, covering segmentation, positioning, pricing, and packaging for decentralized GPU infrastructure.

Establish scalable customer acquisition and retention motions through direct sales, channel, and partnerships, optimizing the commercial and technical client journey.

Build, mentor, and scale a global GTM organization, including presales, direct sales, partnerships, solutions engineering, marketing, and customer success teams.

Develop and maintain GTM playbooks, performance metrics, and forecasting models to drive predictable revenue growth in high-growth environments.

Partner with Product and Engineering to align GTM plans with the product roadmap, translating client insights and market intelligence into actionable requirements.

Identify and close strategic partnerships with AI companies, ISVs, integrators, and cloud marketplaces to accelerate adoption and distribution.

Serve as a trusted advisor to Enterprise and AI Native customers, orchestrating tailored solutions that address complex GPU cloud and AI workload requirements.

Champion customer obsession by building trusted relationships, conducting deep customer discovery, and escalating feedback to product and leadership.

Drive thought leadership and market presence through industry events, executive communication, and targeted content creation.

Own the commercial enablement of the sales organization, equipping teams with battle-tested tools, messaging, and competitive intelligence.

Anticipate shifts in AI and cloud adoption, adjusting GTM strategies and partner ecosystems to maintain first-mover advantage.

Collaborate cross-functionally to ensure seamless execution from initial contact through onboarding and expansion within client portfolios.

Leverage data and experimentation to continuously refine sales motions, channel programs, and partnership models for maximum impact.

Act as the primary link between the market and the organization, synthesizing opportunities and risks for executive decision-making.

Requirements

8-10+ years of Go-to-Market leadership experience in cloud, infrastructure, or AI technology companies, with a proven ability to scale revenue.

Deep technical expertise in GPUs, cloud technologies, and AI/ML workloads, enabling credible communication with technical and executive stakeholders.

Demonstrated success building and executing global GTM strategies that drive predictable growth in fast-paced, high-growth environments.

Proven ability to scale global technical GTM teams, including presales, solutions engineering, and customer success, with clear performance metrics.

Strong experience developing and managing strategic partnerships and ecosystem plays with ISVs, integrators, and marketplace providers.

Deep understanding of GPU cloud, AI/ML workloads, and enterprise adoption dynamics, including cost, performance, and compliance considerations.

Exceptional executive presence and communication skills, with the ability to engage confidently at both technical and business levels.

Track record of building trusted client and partner relationships through rigorous customer discovery and insight synthesis.

Exceptional leadership, communication, and organizational skills, with the capacity to manage multiple priorities in a dynamic environment.

Entrepreneurial mindset with the agility to thrive in a fast-moving, international scale-up environment while maintaining operational rigor.

Nice to have

None specified.

Practical notes

The role is full-time based in Hamburg. No specific working hours, travel expectations, visa requirements, or application deadlines are stated in the source.