Field GTM Manager
Richpanel
Field GTM Manager
Richpanel
Ecommerce customer-service platform with automation
Richpanel · United States (Remote) · Full-time · Posted 2026-08-20
Salary: USD 85,000–95,000
Workplace: remote
Department: Sales
Quick highlights
• Your goal: Turn the best ecommerce events and communities into 10–15 qualified demos each month.
• Your field: Attend or host 3–4 focused events each month across North America.
• Your audience: Ecommerce founders, operators, Heads of CX and agency leaders.
• Your ownership: Choose the room, build the guest list, host the experience and turn conversations into pipeline.
• Location: North America. Remote, with frequent travel across the US and Canada.
• Reports to: Head of Partnerships. You will also work directly with Richpanel's CEO and sales team.
• Compensation: $85,000–$95,000 base, $75,000 target variable, $160,000–$170,000 OTE, uncapped upside, meaningful stock options and benefits.
About Richpanel
Richpanel is the AI-native helpdesk.
Brands hire an AI support team that resolves repeat customer questions from start to finish. Their people stay in control of the moments that need judgment.
Richpanel replaces the old helpdesk and the next few support hires. The AI handles order tracking, returns, subscription changes and the repeat work that buries CX teams. Human agents handle the exceptions in the same workspace.
We are profitable, backed by Sequoia and growing 110% YoY at 8-figure ARR. We already serve 3,000+ paying brands, and we built all of it with a small team.
About the role
The best deals rarely begin at a booth.
They begin at a private dinner, a founder retreat or a small room where the right operators speak honestly about what is not working.
Your job is to put Richpanel in those rooms and turn the right conversations into qualified demos.
You will also own the commercial result. This is not a brand-awareness or event-logistics role. Your scorecard is qualified demos, pipeline and closed ARR.
What you will own
• Build the annual calendar of dinners, roundtables, retreats and community events.
• Review attendee lists before we spend. Know which target accounts will be in the room.
• Pre-book conversations with high-value prospects before each event.
• Work with agencies, BPOs, technology partners and operator communities on joint events.
• Own the guest experience end to end: the invitation, the room, the introductions, the follow-up.
• Host dinners and moderate discussions people are glad they came to.
• Keep event-sourced pipeline accurate in our CRM.
• Measure cost per qualified demo, pipeline and closed ARR by event.
• Build a repeatable playbook that tells us which rooms to return to and which ones to skip.
What counts as a qualified demo
A qualified demo is not a badge scan or a friendly chat.
It means:
• The company fits Richpanel's target customer profile.
• The buyer has a real customer-support problem worth solving.
• A decision-maker or strong internal champion joins the meeting.
• The buyer has agreed to evaluate Richpanel, not simply receive information.
• The demo is held and accepted by the sales team.
You may be a fit if
• You have 3+ years in field GTM, events, community, business development, hospitality, brand marketing or a related customer-facing role.
• You come from an arts, humanities, communications, hospitality, theatre, design or event-production background and know how to create an experience people remember.
• You are a natural host. You notice who is standing alone, make introductions and help a room come alive.
• You are also commercial. You have owned a pipeline, meetings or revenue target before.
• You can show events that produced qualified sales conversations, not just attendance or social reach.
• You write warm, personal invitations that busy founders want to answer.
• You can speak with a founder, a Head of CX and an agency owner without sounding scripted.
• You are organized enough to manage travel, vendors, guest lists, budgets and follow-up without dropping details.
• You take ownership. If an event is not producing meetings, you change the plan.
Strong signals
• You have worked at an ecommerce brand, agency, BPO, Shopify app or customer-experience company.
• You already know ecommerce founders, operators, agency leaders or community hosts.
• You have run private dinners, executive roundtables, retreats or small conferences.
• You have sold or generated pipeline for B2B SaaS.
• You have moderated a panel, hosted a podcast, performed on stage or built a community.
This role is not for you if
• You measure success through registrations, impressions, booth scans or LinkedIn posts.
• You enjoy planning events but do not want a sales target.
• You wait for people to walk up to you.
• You prefer large vendor conferences over small, focused rooms.
• You need a detailed playbook before taking action.
• You dislike frequent travel or fast follow-up.
What success looks like
In your first 30 days
• Learn Richpanel's product, customers and target buyer.
• Build a map of the communities, events and partners that reach our best prospects.
• Create a six-month field calendar with a clear reason for every event.
• Build the first target-account and guest lists.
In your first 60 days
• Run your first month at 3–4 focused events, and your first Richpanel-led dinner or roundtable.
• Generate your first 8–10 qualified demos.
• Show clean event attribution and fast follow-up in the CRM.
• Identify the events and communities we should stop funding.
In your first 90 days
• Hold the rhythm: 3–4 strong events and 10–15 qualified demos a month.
• Create measurable pipeline from field programs.
• Build relationships with the partners and community leaders who can fill future rooms.
• Own a field playbook that another teammate could follow.
Why join Richpanel
• Your work reaches revenue: You will see the demos, pipeline and customers created by the rooms you build.
• Real ownership: You will own the field calendar, event choices, guest strategy and budget recommendations.
• A strong starting point: Referrals, partners, podcasts and events already create most of our best opportunities.
• Direct access: You will work closely with the CEO, partnerships and sales.
Compensation
• Base salary: $85,000–$95,000 USD, based on experience and location.
• Target variable compensation: $75,000 USD.
• Target cash compensation: $160,000–$170,000 USD.
• Variable compensation: Uncapped above target.
• Equity: Meaningful stock options with 4-year vesting.
• Benefits: Paid time off, learning support, company offsites and the tools you need to work remotely.
Variable compensation rewards held demos accepted by Sales, sourced pipeline and closed ARR. Registrations and booked no-shows do not earn credit.
How we work
• Customer obsession: Put the buyer's interests first. Never push someone into a meeting that is not useful.
• Curiosity: Learn how ecommerce operators work and why they buy.
• Drive: Own the number. Find a way through when the first plan fails.
• Taste: Create thoughtful experiences, not noisy events.
• Integrity: Report the real result, even when an event misses.
Interview process
We aim to finish the process within two weeks.
1. Past-results conversation: Walk us through an event or field program you owned. Bring the targets, spend, meetings, pipeline and lessons.
2. Field plan: Build a 30-day plan for reaching ecommerce founders and Heads of CX through 3–4 events.
3. Hosting exercise: Lead a short roundtable discussion and show how you turn it into natural follow-up.
4. Final conversation: Meet the CEO and the people you will work with across partnerships and sales.
How to apply
Send us:
• The best event or community experience you have created.
• The commercial result it produced.
• Three ecommerce communities or events you believe Richpanel should enter.
If you have a portfolio, event recap, video, podcast, campaign or writing sample, include it. We care more about proof and judgment than a perfect resume.
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Richpanel provides a customer service platform for ecommerce teams. It centralizes support work with a ticketing system, live chat and messaging, a self-service portal, and an agent console to handle conversations. The product automates routine tasks and routes inquiries across channels while keeping interactions personal through context from integrated data sources. It connects with various data sources to show customer lifecycles and revenue analytics, helping teams understand which customers generate value and where to intervene. Richpanel competes by focusing on ecommerce-specific needs, offering inline automation and a unified view of customer data, rather than generic helpdesk tools. Its pricing is subscription-based with tiers that add more features and support. The goal is to help online retailers scale customer support as they grow, improving response times, customer satisfaction, and revenue insight.
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