Job Description
Job DescriptionDescriptionThe VP, New Product Commercialization (GTM Overlay) owns the Stage Gate process, go-to-market strategy and revenue performance for Zappi’s newest product lines. Operating at the intersection of Product, Marketing, Sales, and Customer Success, this leader drives adoption, captures learnings, and builds the scalable sales motion that transitions new innovations into the core business once product-market fit and repeatable success are established.
- Accelerate Adoption: Lead commercialization and early revenue growth for new and evolved Zappi offerings.
- Partner with Mainline Sales: Collaborate with account owners who maintain their account-level quota and relationships. Co-sell and coach field teams to expand adoption while ensuring full credit alignment.
- Own Product-Line Quota: Carry revenue accountability for assigned product lines while ensuring that mainline reps receive quota credit for overlay sales in their accounts.
- Build Repeatability: Identify winning pitches, objection handling, and proof points; codify these into GTM playbooks and enablement materials.
- Graduate to Scale: Define and lead the transition of successful products into full mainline ownership once commercial patterns, economics, and fit are validated.
Key Responsibilities:
- Lead the test–learn–scale commercialization cycle for new products, finalising and managing formal Stage Gate KPIs and communicating updates to key stakeholders.
- Co-sell with Sales and CS to land lighthouse deals and generate case studies.
- Partner cross-functionally with Product, Product Marketing, Enablement, GSS (Pre Sales), and Professional Services to ensure launch readiness and field clarity.
- Establish feedback loops with Product and Marketing to inform roadmap and messaging based on real-world selling experience.
- Develop and refine the graduation framework defining success thresholds and timing for moving from overlay to mainline GTM ownership.
- Over time Build and manage a small, agile overlay team dedicated to new product adoption.
- Overlay team achieves or exceeds product-line revenue targets.
- Mainline reps actively engage, advocate, and introduce new products into their accounts.
- Repeatable GTM playbooks and enablement assets created and adopted.
- Product transitions smoothly to full mainline ownership with sustained revenue growth.
Skills, Knowledge & Expertise
- 7-10+ years sales and or product experience within Market Research, Insights or Martech based SaaS solutions
- Proven success launching and scaling new products or business lines.
- Skilled collaborator able to influence cross-functionally and build structure from ambiguity.
- Strong commercial acumen, storytelling, and strategic thinking.
- Entrepreneurial mindset energized by experimentation, iteration, and measurable results.
Why join us!
- Salary range $180K–$200K base + 40% variable commission per annum. Salaries are benchmarked annually
- One company-paid mental health day of rest every quarter (these are pre-scheduled, so the entire company can take the same days off regularly to reset)
- Generous PTO - Minimum of 20 days of paid time off per year, plus national holidays. Leave over 30 days requires manager and People team approval
- Flexible working arrangements, including remote (unless otherwise specified)
- Thoughtfully designed offices to support both individual work and collaboration without interrupting others
- Support setting up your home office, if appropriate
- Wellbeing benefits and access to trained therapists / counsellors
- Company paid Life, AD&D, Short term & Long term disability
- Immediate access to Zappi's Health, Dental and Vision Insurance Plan
- Option to enter Zappi's 401k program after 90 days of employment, matched up to 4%
- Tailored personal development through training allowances, coaching, mentorship and career frameworks
Why join us?
We’ve been recognized as one of the hottest martech companies in 2022 by Business Insider and named Best Place to Work by Quirk’s Media for our engaging and inclusive workplace culture. We’re committed to both people and the planet.
Our belief in inclusion means we’re building an organisation of diverse individuals and helping brands eliminate cultural presumptions in their research. Read our Diversity Manifesto here.
We are a values and behaviours driven business and believe that Trust, Truth, Ownership, Ambition and Humility describe Zappi employees on our best day. This is how we strive to show up for our customers, for each other and for our communities.
Earning B Corp certification assures us we’re on the right track and have structures in place to become the business we want to be.
Our commitment to minimise our impact on the environment means being honest with ourselves and transparent with you—about everything from carbon emissions to tree-planting initiatives. We achieved our goal of becoming Net Zero in 2021!
Zappi Company Culture Highlights
- Winner of Comparably's Award for Best Company for Women 2022
- Winner of Comparably's Award for Best Company Work-Life Balance 2022
- Winner of Comparably's Award for Best Company Compensation 2022
- Winner of Comparably's Award for Best CEO for Women 2022
- Winner of Comparably's Award for Best Company for Diversity 2022
- Winner of Comparably's Award for Best Company Culture 2022
- Winner of Comparably's Award for Best CEO 2022
- Winner of Comparably's Award for Best Happiness 2022
- Winner of Comparably's Award for Best Leadership Teams 2023
- Winner of Comparably's Award for Best CEOs for Diversity 2023
- Winner of Comparably's Award for Best Engineering Teams 2023
- Winner of Comparably's Award for Best Company Outlook 2023
- Winner of Newsweek’s Top 100 Most Loved Workplaces in the UK 2022 & 2023
- Recognised by Fast Company’s Best Workplaces for Innovators 2023
- Winner of Best Marketing Insights Platform in the MarTech Breakthrough Awards 2023 & 2024
Equal OpportunityZappi is an equal opportunity employer; our diversity is a major strength. We are committed to providing equal opportunities for all individuals, regardless of their race, gender, sexual orientation, disability, or any other characteristic protected by applicable laws.
We believe that a diverse and inclusive workforce fosters innovation, creativity, and success. Our hiring decisions are based solely on merit, qualifications, and abilities, ensuring fairness and equity throughout our recruitment process. We welcome applications from all backgrounds and encourage candidates from underrepresented groups to apply. Join our team and contribute to an inclusive environment where everyone's unique perspectives and talents are valued and respected.