GTM Strategy & Ops Lead

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October 29

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12Go

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Transport • Travel

12Go is an online travel agency that offers ticket booking services for various modes of transportation across the Asia-Pacific region and beyond. Their platform enables users to book tickets for trains, buses, ferries, and flights, connecting passengers within countries as well as internationally. 12Go aims to simplify travel planning by providing a comprehensive booking experience, catering to both individual travelers and group bookings. With offices in multiple locations, including Singapore and Cyprus, 12Go is positioned as a significant player in the travel and transport industry, focusing on convenience and accessibility in travel arrangements.

51 - 200 employees

Founded 2012

🚗 Transport

📋 Description

• Own the multi-market GTM engine for 12Go across Thailand, Vietnam and other Asian markets. • Set portfolio strategy and quarterly sequencing; • Hold cross-country decision rights on trade-offs; • Turn plans into revenue, tickets, CVR, and margin. • Work closely with the Supply teams on tier-1 partnerships with inventory commitments or inventory allocation and premium visibility. • Orchestrate market-facing plays, and de-risk operations to protect continuity during peaks. • Set quarterly multi-market GTM strategy and 6–8-week sequencing; define what ships/launches, where, and in what order across markets. • Maintain the portfolio GTM roadmap standard (owners, dependencies, critical path, risks, decision checkpoints); • Co-run multi-market GTM forums; the Manager runs country stand-ups. • Mediate Product/Marketing/Supply/CS trade-offs using DACI/RACI; make final cross-country calls when data is ambiguous; escalate with options and impact ranges. • Collaborate with the Supply team on tier-1 partners (bus/ferry/train/cars) with clear throughput and margin theses. • Align co-marketing and pricing/offer constructs with measurable targets and ROI guardrails; • Ensure launch sequencing creates portfolio lift. • Anticipate and neutralize portfolio-level operational risks with Supply/CS/Product. • Lead cross-team performance improvement programs to close systemic gaps. • Institutionalize the weekly country digest template and definitions. • Partner with Biz Ops Data on portfolio readouts and decision-ready dashboards; prioritize accuracy where it changes decisions.

🎯 Requirements

• 7–10+ years in GTM/Commercial Ops/Strategy within OTA/marketplace/e-commerce; must have Asian market exposure with Thailand and/or Vietnam depth. • Scope: Proven multi-market ownership or national P&L with cross-functional leadership and decision rights (without needing line management). • Commercial: Advanced partner negotiation (inventory allocation/commitments, priority availability, visibility placement, take-rate, SLAs) and ability to structure growth-for-margin trade-offs. • Analytical: Strong decision math (uplift ranges, sensitivity, funnel mechanics); comfortable specifying dashboards; SQL a plus. • Communication: Executive-grade writing and facilitation; simplifies complexity; runs crisp decision forums.

🏖️ Benefits

• Engaging work on a product that enables millions of travelers to book their trips daily; • Full-time remote working - 5 days week, 8 hours per day; • Development opportunities (budget for self-paced learning, global training workshops, online English language classes, e-learning platforms); • Internal growth and internal mobility opportunities; • Competitive annual leave, sick leave, and public holidays; • Annual company offsite in Thailand;