Director, Go-To-Market Strategy
At a glance
Director-level Revenue & Sales Operations role at Zoox. Foster City · full-time · $297,000–$356,000 base.
growthroles summary, based on the employer's posting.
What you'll do
- Build the city-selection, service-planning and fleet-sizing playbook, coordinating priorities with teams across the business
- Shape ride-hail pricing, monetization and sales plans with finance and business owners to win and retain customers
- Find and close commercial and product partnerships, serving as the senior contact for partner executives
- Use city mobility data and industry research to assess demand, trip patterns and strategic choices
- Present key decisions to senior leaders and guide cross-functional teams through execution
What you bring
- A bachelor's degree and at least fifteen years across strategy, business development and partnerships
- At least seven years managing people, including coaching, performance reviews and team development
- A record of negotiating and delivering complex partnerships with measurable business results
- Experience working directly with CEOs and other senior executives on consequential discussions and negotiations
Who this fits
This director role suits a leader who can carry both strategic planning and partnership deals through to execution. You’ll manage and develop a team while working across functions and engaging senior executives. The role is hybrid in Foster City.
From the employer
We are inventors, builders, and doers, passionate and purposeful in the work we do. We have a once-in-a-century opportunity to reinvent personal transportation, and we need your help.
In this role, you will be responsible for shaping, operationalizing, and continuously improving our go-to-market strategy for what could become a $10T global market for personal mobility. This is a dual-threat role: we need someone equally fluent in strategy and partnerships - able to go toe-to-toe with external counterparts to negotiate high-value deals, and just as capable of stepping back to set the strategic frame around the cities that we are serving, then expansions we are steering, and the unit economics we are driving. You will regularly engage with and present to senior leadership, including CEOs of partner organizations, so comfort operating in the room with top executives is essential, not optional.
This leader will partner closely with Finance, Strategy, Product, Marketing, and Operations to translate our GTM strategy into a focused set of priorities, integrated plans, and operational systems across our scaling new markets.
In this role, you will...
- Drive Zoox's go-to-market playbook and develop frameworks for city selection, service planning, and fleet sizing, ensuring alignment with corporate cross-functional teams in service of the company's overall business objectives.
- Collaborate with PnL owners, Corporate Strategy, and Finance on a comprehensive and tailored ride-hail commercial strategy that encompasses monetization strategies, models, pricing, and sales approaches to drive customer acquisition and retention.
- Identify, negotiate, and secure partnerships with key commercial and product players across different sectors to enhance product offerings and expand market reach, serving as a primary point of contact with executive counterparts - including CEOs - at partner organizations.
- Analyze various data-sets to understand mobility needs, demand profiles, and trip characteristics in cities.
- Conduct and incorporate comprehensive industry market research to support strategic decision-making.
- Build relationships with external organizations and experts to gather data-points and obtain expert opinions.
- Research, synthesize, and present key strategic decisions and business issues with senior leadership.
- Lead cross-functional teams to ensure successful project execution that aligns with strategic objectives.
Qualifications:
- Bachelor's degree required
- 15+ years of experience in strategy, business development, and partnerships.
- A demonstrated ability to operate as both dealmaker and strategist - you don't hand off partnerships to someone else once the strategy is set, and you don't hand off strategy once a deal is signed
- 7+ years of people management experience, including coaching, performance management, and team development within a high-growth or operationally complex organization
- Demonstrated experience leading complex, end-to-end partnership negotiations and executions with measurable business impact
- Track record of engaging directly with C-suite executives, including CEOs, at partner companies - comfortable leading high-stakes conversations and negotiations at that level
- Proven experience leading and developing teams, with the ability to drive accountability, influence organizational direction, and foster strong cross-functional collaboration
- Proven ability to influence senior stakeholders and drive alignment across highly cross-functional organizations
- Strong strategic thinking and analytical capabilities, including experience evaluating trade-offs, developing business cases, and supporting high-stakes decision-making
- Experience operating independently in fast-paced, ambiguous, and evolving environments
- Passion for autonomous vehicles, mobility, and building next-generation transportation solutions
- Excellent communication, stakeholder management, and executive presentation skills
Bonus Qualifications:
- MBA
- Experience working closely with product, engineering, and technical leadership teams
- Strong financial modeling and deal analysis experience
- Experience supporting city launches, marketplace operations, mobility platforms, or large-scale operational partnerships
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