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Nylas is a developer infrastructure company that provides APIs for email, calendar, and contact management integration. The platform serves over 100,000 developers and 900+ companies globally, enabling secure and reliable communication features within applications across healthcare, education, and other sectors.
You will lead Nylas's go-to-market strategy and execution as VP of Go-to-Market, reporting to executive leadership. This is a builder role focused on architecting a repeatable GTM engine that translates technical products into compelling customer value and aligns Sales, Marketing, Product, and Customer Success around shared strategy.
You will directly manage the Director of Sales and Director of Marketing, owning the GTM operating model that connects these teams to Product, Customer Success, and Revenue Operations. Your mandate spans defining ICP, segmentation, channels, enterprise sales execution, positioning, and how Sales and Marketing operate as an integrated engine.
Key responsibilities include:
**GTM Strategy & Architecture:** Own GTM strategy across segments, motions, and channels. Define and refine ICP, segmentation, priority use cases, buyer personas, and routes to market. Translate product capabilities into compelling business value for technical and executive buyers. Partner with Product on roadmap priorities, pricing, packaging, and launches. Establish GTM rhythms, decision rights, shared metrics, and accountability.
**Sales & Revenue Leadership:** Lead and mentor the Director of Sales and build an Account Executive team. Own new business revenue strategy with accountability for bookings, pipeline, productivity, and forecast accuracy. Improve pipeline quality, conversion, sales productivity, and win rates through disciplined inspection and coaching. Build scalable enterprise sales processes and repeatable plays for high-value use cases and verticals. Partner with Sales Operations on forecasting, capacity planning, enablement, and funnel health.
**Marketing Leadership:** Lead and mentor the Director of Marketing. Set marketing strategy and investment priorities around GTM segments where Nylas has the strongest right to win. Guide positioning, messaging, launches, campaigns, events, developer marketing, and demand generation. Align Marketing and Sales so pipeline creation, campaigns, conversion, and customer experience operate as one system.
**Cross-Functional Leadership:** Serve as executive connective tissue across Sales, Marketing, Product, Customer Success, Revenue Operations, and Partnerships. Connect acquisition, onboarding, adoption, expansion, and customer feedback. Represent the voice of the market and customer to inform company and product priorities. Build a culture of accountability, transparency, customer obsession, and shared ownership of growth.
Within your first 12 months, you will establish a clear, company-wide GTM strategy focused on highest-value customer segments; build a predictable, repeatable enterprise sales motion; align Sales and Marketing around the same buyers and value propositions; turn pricing, packaging, and product launches into repeatable commercial plays; create tighter integration across functions; take clear executive ownership of GTM decisions with transparent visibility into pipeline and performance; and develop Sales and Marketing leaders and organizations.
**Requirements:**
- 12+ years leading B2B SaaS go-to-market or revenue organizations, including scaling commercial teams through growth stages
- Demonstrated success designing, building, or materially reshaping a go-to-market motion (not only operating an established one)
- Experience leading Sales and working deeply across Marketing, Product, Customer Success, and Revenue Operations; direct Marketing leadership preferred
- Experience selling technical products such as APIs, infrastructure, developer platforms, AI platforms, or enterprise software
- Deep understanding of enterprise sales methodology, forecasting, pipeline management, sales inspection, and revenue operating cadence
- Strong command of ICP, segmentation, positioning, messaging, pricing, packaging, and product launch strategy
- Proven ability to simplify complex technical products into compelling customer value for technical and executive buyers
- Exceptional executive presence with experience presenting GTM strategy, forecasts, and business performance to leadership and Boards
- Outstanding coaching, recruiting, analytical, and organizational leadership skills
