About the role
By the 1970s, the travel industry had quietly figured out something that most businesses hadn't: growth at scale required three different go-to-market motions happening at once. Individual travelers booked directly — they walked in, called up, and bought. Corporate travel programs needed a sales rep to negotiate rates and sign contracts. And then there were travel agents: independent businesses with deep client relationships who effectively decided what their clients bought. The airlines and hotel chains that grew fastest were the ones that recognized all of these distribution motions and invested in each of them in the right ways. Mercury runs the same three motions. Most of our growth is self-serve and product-led: Founders discover us, sign up, and stay. Our fast-growing sales team closes meaningful deals with larger businesses. And our partners — incorporators, accountants, investors, and platforms that already have the trust of the businesses we want to reach — refer customers to us the same way a great travel agent would: because they believe in our product and its value to their clients. We are looking for a go-to-market leader who can make all three of these motions work harder together with a data-driven strategy and consistent positioning across the customer journey.
What You'll Do Own end-to-end GTM strategy across Mercury's three primary growth motions — product-led, sales-led, and partner-led — including segmentation, messaging, channel planning, and cross-functional execution Build and maintain the customer journey, messaging, and infrastructure that works across all three motions: shared value propositions and personas that flex appropriately for self-serve onboarding flows, sales conversations, and partner co-marketing Partner closely with the Growth product org on strategy and execution for driving top-of-funnel, conversion, activation, and virality. Drive pipeline and revenue contribution by partnering with sales leadership on enablement, from battlecards and objection-handling frameworks to deal acceleration content and segment-specific playbooks Develop Mercury's partner marketing strategy in collaboration with the partnerships team — including co-marketing programs, partner enablement materials, and joint GTM playbooks that make Mercury the easiest partner to go to market with Lead customer and market research to stay ahead of competitive dynamics, identify growth opportunities across segments, and feed insights into product, pricing, and roadmap decisions Define and track the PMM metrics that matter for growth — activation rates, pipeline influence, partner-sourced revenue, segment-level conversion — and use them to continuously improve GTM strategy You Should Have 10+ years of B2B product marketing experience, with full ownership of GTM strategy — not just launch coordination Demonstrated experience driving growth across multiple GTM motions; you've run product-led, sales-led, and partner-led programs, and you understand how they interact Strong messaging and positioning craft — you can develop a compelling narrative from scratch, test it with customers, and translate it into assets that actually get used by sales and partners Revenue mindset — you track contribution to pipeline, activation, and retention, and you know how to use data to argue for, refine, and defend your strategy Experience building sales enablement that lands: playbooks, battlecards, and training that get adopted because they're grounded in real customer conversations Ability to lead cross-functional initiatives without direct authority — aligning sales, product, partnerships, and growth teams around a shared GTM plan
