GTM Lead - AI Operational Intelligence

The GTM Lead for IFS.ai Operational Intelligence (OI) owns and drives the commercial success of the product globally. This is the commercial single point of accountability for OI, responsible for the revenue outcome, the pipeline that feeds it, and the go-to-market engine that enables repeatable growth.

Operational Intelligence is a strategic growth offering within the IFS Industrial AI portfolio: a unified, real-time operations platform that connects OT and IT data across assets, processes and systems, applies AI-powered insights and anomaly detection, and helps organisations turn operational signals into measurable business outcomes.

The role sits at the centre of Product, Sales and Presales. Acting as the voice of the market, the GTM Lead connects customer needs, product innovation and field execution to accelerate growth and adoption globally. The role reports into the Industrial AI leadership team and is expected to operate entrepreneurially, building the motion where none exists, aligning teams without direct authority, and scaling what works.

This is a builder's role, not a caretaker's role. Success will be measured by revenue growth, pipeline coverage, sales-play adoption and win rate, not by the number of assets produced. 

Key Responsibilities

Own the Number

• Carry global commercial accountability for the Operational Intelligence revenue target across both standalone and broader portfolio sales motions.
• Own pipeline performance end-to-end, including generation, quality, coverage, velocity and conversion.
• Drive a disciplined forecasting and inspection cadence with regional sales leadership.
• Maintain an accurate and defensible view of quarterly and annual performance.
• Diagnose commercial challenges early and intervene whether the constraint is demand generation, qualification, positioning, packaging or field capability.
Build and Scale the Sales Engine

• Design, launch and continuously optimise Operational Intelligence sales plays aligned to customer challenges and industry use cases.
• Define and evolve land-and-expand motions that drive long-term customer value and account growth.
• Establish qualification frameworks, discovery standards and ideal customer profile criteria.
• Build the commercial toolkit required by the field, including ROI models, business cases, pricing guidance, messaging frameworks and expansion playbooks.
• Develop targeting strategies and account prioritisation approaches for key industries and growth segments.
Partner with Product (R&D;)

• Act as the voice of the market by bringing customer feedback, field insight and competitive intelligence into product planning discussions.
• Support roadmap prioritisation through structured market input and commercial understanding.
• Translate roadmap investments and new releases into compelling commercial narratives and sales plays.
• Partner on product packaging, positioning and commercialisation strategies.
• Ensure product innovation remains aligned with customer demand and revenue opportunities.
Partner with Field CTO and Presales

• Work closely with presales and technical teams to convert product differentiation into commercial advantage.
• Strengthen the technical credibility and business value of the solution in strategic opportunities.
• Ensure demonstrations, solution design and customer engagements align with customer outcomes and sales strategy.
• Personally support key strategic pursuits alongside regional sales teams.
• Capture and scale best practice from successful opportunities to improve future win rates.
Orchestrate Across Functions

• Coordinate Sales, Product, Marketing, Presales, Enablement, Customer Success and Partners around a shared go-to-market strategy.
• Partner with Product Marketing to ensure messaging and positioning remain consistent and compelling.
• Work with Sales Enablement to improve seller readiness, capability and adoption.
• Align with the wider Industrial AI organisation to maximise growth opportunities and minimise overlap.
• Enable partners and the wider ecosystem to extend market reach and accelerate adoption.
Drive Demand and Commercial Performance

• Partner with Marketing on demand generation, campaigns, thought leadership and customer advocacy initiatives.
• Build and maintain a strong customer proof engine through references, measurable outcomes and business value stories.
• Define and monitor the commercial metrics that matter, including pipeline creation, conversion, win rate, deal velocity and expansion performance.
• Report progress, risks and recommendations to senior leadership.
• Continuously simplify and optimise the go-to-market motion, eliminating friction and scaling successful approaches.

Department: Sales
Function: Engineering
Experience Level: Director