Director Of Gtm

## About the Role This is a founding pipeline seat. You will own how Victory Lap fills its funnel across two distinct buyer motions: - Sales leaders — VPs of Sales and CROs buying custom training engagements. Founder-led, relationship-driven, proposal-based. - Talent leaders — Heads of Talent, HR, and Sales VPs owning headcount, buying assessment platform access, recruiting services, or marketplace candidates. Demo-driven, higher volume. You will not be handed a playbook. The brand package, content calendar, outbound infrastructure, and named accounts exist — you'll iterate on them, plug the gaps, and turn the pieces into a repeatable engine. This is a player-coach role. You will manage outside contractors, but you will also write copy, build lists, run outbound, book meetings, and personally test the motions that future hires will scale. If you need a manager to tell you what your quarter looks like, this is not the seat for you. If the idea of building the growth engine at a profitable, founder-led company sitting on a 10-year track record and a real product is the kind of thing that gets you out of bed, keep reading. ## Player-Coach This is not a role for someone who only manages agencies, reviews dashboards, or delegates execution. In the early days, you will personally source accounts, call prospects, write copy, coordinate events, manage contractors, and create the operating rhythm. Over time, you will turn that motion into a team. ## What You'll Own - Pipeline accountability. SQLs, demos booked, proposals out, and closed revenue. You own the number. - Top-of-funnel strategy. Set and run the plan for how VL fills its pipeline — by segment, by channel, by quarter. - Account-based outbound. Build and maintain named-account lists. I personally run cadences for the top tier. Build the playbook the next BDR will inherit. - Founder-led selling orchestration. Get Brian into the rooms that close. Manage his calendar of priority conversations, prep, and follow-through. Make sure no warm relationship goes cold. - Content engine. Operationalize Brian's LinkedIn calendar, turn training and hiring insights into a steady drumbeat of content sales and talent leaders actually want to read. Manage freelance writers and editors as needed. - Conferences and field marketing. Own the event calendar — sales and HR/talent industry conferences, executive dinners in Chicago, customer roundtables. Decide where we show up, why, and what we bring back. - Vendor and contractor management. Hire, fire, and hold accountable any outside resources across brand, design, paid, SEO, lifecycle, and BDR support. Measurable outcomes only. - Funnel operations. CRM hygiene, source attribution, lead routing, weekly pipeline review with Brian, dashboards we don't have yet. - University and marketplace flywheel. Coordinate with the university outreach system in motion — candidate flow feeds the marketplace, which feeds employer conversations. ## What Success Looks Like ### First 30 Days - Deep on both product lines, both buyer journeys, and the brand package. - Sat in on 10+ Brian-led calls. ICP profiles documented in your own words. - Audit of current spend, contractors, content cadence, and CRM. Recommendations on what to keep, kill, or replace. ### First 90 Days - Outbound motion live — lists, copy, sequencing, dial cadence — with you on the phone. - Pipeline reporting cadence with Brian, weekly. Source attribution working. - LinkedIn calendar executing on schedule with measurable engagement-to-meeting conversion. - Event calendar locked through the next two quarters with clear ROI hypotheses per event. - First 3–5 net-new qualified opportunities sourced through outbound. ### First 6–12 Months - A repeatable, attributable pipeline engine producing predictable monthly SQLs. - Clear CAC and CAC payback by channel. - Victory Lap is the name sales and talent leaders mention first when the topic of building a sales team comes up. - Plan and budget for first BDR or marketing hire reporting into you. ## About the Company Victory Lap helps B2B companies hire the right sellers and train them to perform. Since 2016, we've worked with 600+ companies -- from Series A startups to Fortune 500s -- across three connected product lines: - Custom sales training that turns average reps into producers - AI-powered, skills-based hiring that cuts the cost of bad hires - A pre-vetted, pre-trained talent marketplace that puts qualified sellers in front of hiring teams in days, not months We sit at the intersection of the two problems every sales leader and talent leader faces: hiring the wrong people and failing to develop the right ones. No one else owns both sides. We are founder-led by Brian Bar, a 20-year sales operator who has built and scaled go-to-market teams across multiple companies. The product works. The logos are landing. Now we need someone to own how the next hundred customers find us. ## Who You Are - You have built or led top-of-funnel growth at an early-stage B2B services or SaaS company — ideally something sold to VPs of Sales, CROs, or talent leaders. - You are a self-starter. You write your own brief and ship. You don't wait for permission. - You can sit in a room with a CRO and hold the conversation, then walk out and write the follow-up email yourself. - You are not afraid of outbound. Phone, email, LinkedIn — you've done all three at volume and you treat it as a craft. - You are equally comfortable managing a roster of contractors and freelancers as you are doing the work yourself when it needs doing. - You think in pipeline math: conversion rates, CAC, CAC payback, win rate, cycle time. - You write well. You can take a complicated product story and turn it into a sentence a busy executive w