Head of Technical GTM

🔥 10 minutes ago

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LocalStack

WebsiteLinkedInAll Job Openings

51 - 200 employees

☁️ SaaS

🤝 B2B

🔌 API

💰 $25M Series A - LocalStack on 2024-11

SaaS • B2B • API

LocalStack is a local cloud development platform that simulates cloud environments on a customer's own infrastructure so software teams and AI agents can develop, test, debug, and validate cloud applications without provisioning real cloud resources. It runs as lightweight containerized emulators that expose the same APIs, SDKs, and Infrastructure-as-Code interfaces (CDK, Terraform, Pulumi) used in production, with support for 120+ AWS services and emulators for Snowflake (and Azure coming soon). LocalStack is designed to speed feedback loops, reduce cloud costs, surface security risks and bugs earlier, and enable AI-native development workflows. It is used by thousands of organizations and has scaled to hundreds of millions of Docker pulls.

📋 Description

• Define and own the Technical GTM strategy and operating model (TAM + SE motions), setting core metrics for technical win rate, sales-cycle velocity, adoption, and expansion. • Build, hire, coach, and retain a high-performing team of TAMs and Solutions Engineers; establish enablement, ramp, and career frameworks. • Partner with the commercial team to accelerate sales cycles and increase win rates through compelling technical discovery, demos, POCs, and objection handling. • Drive product adoption and expansion across customer accounts, translating technical engagement into measurable ARR growth and net revenue retention. • Build the technical GTM playbook: repeatable demo/POC frameworks, reference architectures, competitive positioning, and reusable technical content. • Establish a structured feedback loop with Product & Engineering, delivering prioritized customer insights, usage patterns, and feature gaps. • Represent LocalStack technically with senior (VP+/CTO) stakeholders and in the broader developer community.

🎯 Requirements

• 8–12+ years of professional experience, including 3–5+ years leading technical GTM, sales engineering, solutions engineering, or TAM teams in devtooling or adjacent space • Proven track record of building and scaling technical GTM functions and closing/expanding enterprise customers ($250K+). • Deep technical knowledge of cloud computing concepts and technologies (strong AWS skills strongly preferred). • Hands-on familiarity with Infrastructure as Code (IaC) and application development frameworks (e.g., Terraform, CDK, Pulumi, Serverless). • Strong understanding of developer/DevOps/SRE personas and cloud dev/test feedback loops; credibility with technical buyers and practitioners. • Data-driven approach to GTM, with expertise in metrics such as win rate, sales-cycle length, adoption/utilization, retention, and expansion. • Experience partnering closely with Product & Engineering to shape roadmap from customer feedback. • Experience in a startup / scale-up ecosystem (preferred).

🏖️ Benefits

• Fully remote • Competitive salary • Unlimited PTO • 401k and private medical • Annual company retreat • 2 extra company-wide holidays • Friendly and inclusive workplace culture (community guilds and online company events)