Head of GTM & Commercialization

Accountabilities: Go-to-Market Strategy: Define and execute comprehensive go-to-market strategies for payments, insurance, resident financial products, and AI-powered solutions, covering customer segmentation, product positioning, commercialization, launch, and growth. Partner Channel Growth: Develop the property management company (PMC) channel into a high-performing distribution engine by designing adoption journeys, incentives, and enablement strategies that increase resident engagement and payment volume. Collaborate with Sales and Customer Success teams to maximize partner relationships. Pricing and Packaging: Own pricing strategies, product bundles, and commercial packaging across customer segments and partner types. Evaluate performance using unit economics, take rates, product attachment, and contribution profit per active unit, refining strategies based on results. Commercial Launch Management: Partner with Marketing to establish a repeatable launch framework that includes commercial planning, target setting, sales and customer success enablement, partner training, resident campaigns, and measurable success criteria. Lead commercial decisions while collaborating on messaging, campaigns, and marketing content. AI Product Commercialization: Translate AI capabilities into compelling customer value propositions that property managers and residents can understand and adopt. Develop proof points, commercial narratives, and adoption strategies that demonstrate the practical value of AI-enabled products. Growth Analytics and Performance: Manage the full commercial funnel, from awareness and activation through conversion, adoption, and retention. Maintain a visible weekly performance scorecard and use insights to identify opportunities, address challenges, and improve results. Marketing Partnership: Work as a close partner to Marketing on product positioning, customer insights, launch campaigns, lifecycle communications, in-product marketing, partner co-marketing, and customer education. Establish shared goals, coordinated planning, and consistent performance measurement. Experimentation and Optimization: Run structured experiments across offers, pricing presentation, distribution channels, and adoption strategies, using rapid feedback loops to inform product and resident experience improvements. Sales and Partner Enablement: Equip property management partners, onsite teams, and customer-facing colleagues with the knowledge, tools, and training required to promote, support, and advocate for the solutions. Commercial Leadership: Establish the go-to-market operating model, launch playbooks, performance frameworks, and team capabilities needed to scale commercialization and deliver sustainable revenue growth. Requirements Professional Experience: At least 10 years of experience commercializing consumer, B2B2C, or B2B fintech products at scale, ideally across payments, lending, cards, investing, insurance, or embedded finance, with direct accountability for growth or revenue outcomes. Product Launch and Growth: Demonstrated success launching and scaling fintech or AI-powered products, including developing repeatable commercialization frameworks and go-to-market playbooks. Commercial and Financial Acumen: Strong expertise in pricing, packaging, unit economics, funnel analytics, and revenue performance, with the ability to connect financial outcomes to campaign execution and customer adoption. Channel and Partnership Strategy: Experience distributing products through partners or indirect channels, such as platforms, merchants, property managers, banks, or multi-site operators. Ability to drive adoption and growth without directly controlling the sales force. Marketing Collaboration: Proven ability to work closely with Marketing on shared launches, campaigns, commercial targets, and performance metrics, balancing market positioning with revenue objectives. AI Commercialization: Practical understanding of how to position, price, and drive adoption of AI-enabled products, along with curiosity about emerging capabilities and their commercial potential. Executive Communication: Strong communication and stakeholder management skills, with the ability to present a compelling business case to executive leadership, operational partners, and sales teams. Strategic and Operational Leadership: Ability to establish commercial priorities, develop scalable operating models, make data-informed decisions, and translate strategy into measurable execution. Preferred Industry Experience: Exposure to multifamily housing, real estate, or property technology is an advantage. Additional Preferred Experience: Familiarity with go-to-market strategies for regulated products, including payments, lending, and insurance, is beneficial. Experience launching a new or recently acquired business within a larger organization is also valued. Benefits Annual Salary: $174,000–$316,100, with final compensation subject to the applicable role and hiring terms. Executive Visibility: Direct reporting to the Chief Fintech Officer and participation in the leadership team, with performance metrics visible to the board. Commercial Ownership: The opportunity to establish the go-to-market operating model, launch framework, and team needed to scale a growing business. Established Distribution Network: Access to an existing property management channel, a resident customer base, and Sales and Customer Success teams that support product distribution. Innovative Product Portfolio: Opportunity to commercialize a connected portfolio of payments, insurance, rewards, embedded financial products, and resident-facing AI solutions. Strategic Impact: Significant influence over pricing, packaging, revenue growth, customer adoption, and the overall commercialization strategy. Collaborative Environment: Close partnership with Marketing and cross-functional leaders across Sales, Customer Success, Product, and Resident Experience. Healthcare and Retirement Benefits: Specific details about medical coverage, retirement plans, paid time off, and other employee benefits are not provided in the available job description and should be confirmed during recruitment. Work Arrangement: The position is listed as remote in the United States.