Senior Go-to-Market Lead

Overview

At Quarterhill we're looking for a strategic, commercially-mindedSenior 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.

Qualifications

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.