GTM Lead – AI Optimization Product

Job Description

The GTM Lead - AI Optimization Product is responsible for driving the global go-to-market (GTM) success of IFS's Optimisation portfolio — Planning & Scheduling Optimization (PSO), Manufacturing Scheduling & Optimization (MSO), and the What-If Scenario Explorer (WISE). Acting as the commercial and proposition owner across these offerings, this role works across Product, Sales, Marketing, Customer Success, and Partner teams to define the GTM strategy, build the proposition, and accelerate pipeline growth and strategic deal execution. 

This is a cross-portfolio role rather than a single-product sales role. AI is a collection of capabilities spanning machine learning through to agentic and frontier large language models, and the Optimisation portfolio completes that stack: PSO, MSO, and WISE apply machine learning to autonomous scheduling, planning, and predictive decisioning, increasingly integrated with agentic and frontier AI approaches to extend what customers can do with them. The AI Optimisation GTM Lead is responsible for defining the strategy and narrative that connects PSO, MSO, and WISE within this broader AI stack: how optimisation, scheduling, and predictive modeling combine to help customers make better decisions, faster, with less manual effort. The role owns the offering GTM plan, faces off directly to the product teams, and carries a number for the portfolio. 

Success in this role is measured through pipeline generation, proposition and GTM adoption, strategic deal influence, and overall commercial performance of the Optimisation portfolio. 

Key Responsibilities 

Portfolio Strategy & Proposition 

• Own and execute the global GTM strategy for the Optimisation portfolio (PSO, MSO, WISE), ensuring alignment across Product, Sales, Marketing, Customer Success, and Partners. 

• Act as the commercial owner and cross-portfolio AI strategist for Optimisation, defining the common theme and narrative that connects PSO, MSO, and WISE as a single proposition rather than three disconnected products. 

• Face off directly to the product teams to shape roadmap priorities, packaging, and monetisation based on market and customer feedback. 

• Develop and continuously refine repeatable GTM motions that accelerate market penetration and revenue growth across the portfolio. 

Sales Plays & Commercial Strategy 

• Define, launch, and optimise high-impact sales plays for PSO, MSO, and WISE — individually and as a combined optimisation proposition. 

• Build commercial motions that enable both standalone Optimisation opportunities and attach opportunities alongside IFS Cloud and adjacent AI offerings such as Nexus Black and IFS.ai. 

• Identify market opportunities, competitive positioning, and customer use cases across field service, high-tech and discrete manufacturing, and scenario planning. 

• Continuously evaluate sales performance and refine GTM approaches based on market feedback and commercial outcomes. 

Strategic Deal Leadership 

• Personally support and influence the company's largest global Optimisation opportunities, including the top strategic standalone deals. 

• Partner with regional sales leaders throughout complex sales cycles to improve deal quality, competitive positioning, and win rates. 

• Facilitate executive engagement and cross-functional collaboration for strategic pursuits. 

• Capture and share best practices from major opportunities to improve repeatability across the organisation. 

Pipeline Growth & Revenue Enablement 

• Drive a sustainable pipeline strategy targeting a minimum four-times pipeline coverage against revenue objectives for the Optimisation portfolio. 

• Partner with Marketing to develop and execute demand generation campaigns that create qualified pipeline for PSO, MSO, and WISE. 

• Monitor pipeline health, campaign effectiveness, and conversion metrics, recommending corrective actions where required. 

• Identify opportunities to improve pipeline quality, sales velocity, and forecast accuracy. 

Cross-Functional Collaboration 

• Work closely with Product Management across PSO, MSO, and WISE to ensure market feedback influences product direction and roadmap priorities. 

• Partner with Marketing to create compelling messaging, customer stories, thought leadership, and campaign content that articulate the Optimisation portfolio's AI narrative. 

• Collaborate with Sales Enablement to develop training, playbooks, and sales resources that increase field effectiveness. 

• Support Partner teams with GTM strategies that expand market reach through the ecosystem. 

Performance Management & Continuous Improvement 

• Define and monitor key commercial performance metrics across pipeline generation, win rates, deal progression, and GTM effectiveness for the portfolio. 

• Provide regular updates and recommendations to senior leadership, including the AI Business Unit, on market performance, strategic opportunities, and execution priorities. 

• Foster a culture of continuous improvement by identifying opportunities to simplify processes, improve execution, and increase commercial impact. 

Success Measures 

Success in this role will be demonstrated through: 

• Delivery of global GTM campaigns that generate measurable pipeline growth across PSO, MSO, and WISE. 

• Achievement of at least a 4x pipeline multiple against commercial targets. 

• Growth in standalone Optimisation revenue alongside increased IFS Cloud attachment rates. 

• Establishment of a single, coherent Optimisation portfolio narrative and proposition across PSO, MSO, and WISE. 

• Successful support and influence of the company's top strategic Optimisation opportunities globally. 

• Increased adoption of Optimisation sales plays across global sales teams. 

• Improved win rates, pipeline conversion, and commercial predictability. 

• Strong cross-functional alignment that accelerates market execution and customer adoption. 

Qualifications

Qualifications & Experience 

• 7+ years of experience in enterprise software, SaaS, or technology organisations within Go-to-Market, Product Marketing, Sales Strategy, Business Development, or related commercial roles. 

• Demonstrated success developing and executing global GTM strategies for enterprise software products, ideally spanning multiple products or a portfolio. 

• Experience supporting complex enterprise sales cycles and influencing strategic customer opportunities. 

• Strong understanding of enterprise software sales motions, including pipeline generation, solution selling, and partner ecosystems. 

• Experience working across multiple business functions including Sales, Marketing, Product Management, Customer Success, and Executive Leadership. 

• Domain knowledge of optimisation, scheduling, or planning technologies is highly advantageous — for example, field service planning and scheduling optimisation (PSO), manufacturing scheduling and digital-twin-based planning (MSO), or scenario modeling and predictive analytics (WISE / what-if analysis). 

• Familiarity with the full spectrum of AI capabilities, from machine learning through to agentic and frontier AI approaches, and the ability to translate technical AI capability into a clear commercial proposition. 

• Knowledge of Field Service Management, Enterprise Asset Management, Manufacturing, ERP, Industrial AI, or enterprise business applications is advantageous. 

• Bachelor's degree in Business, Marketing, Engineering, Technology, or a related discipline. MBA is beneficial. 

Skills & Competencies 

• Commercial mindset with strong business and revenue acumen. 

• Strategic thinking combined with hands-on execution. 

• Excellent stakeholder management and cross-functional leadership skills. 

• Ability to influence senior executives and global sales organisations without direct authority. 

• Ability to translate complex AI, optimisation, and scheduling concepts into clear, customer-facing propositions. 

• Strong presentation, communication, and storytelling skills. 

• Data-driven decision making with the ability to translate insights into commercial action. 

• Strong project and program management capabilities. 

• Ability to thrive in fast-paced, global, and matrixed environments. 

• Passion for building repeatable GTM motions that drive measurable business outcomes. 

Additional Information

We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.