Go-to-Market Principal, Primary Venture Partners
Primary Venture Partners, a seed stage VC firm focused on ecommerce and enterprise SaaS, is looking for a GTM Principal to provide support to Primary’s existing portfolio of 60+ NYC tech companies.
A few things interested candidates should know before we get into details:
- Primary Venture Partners has helped launch and support successful NYC startups like Alma, Slice, and Mirror. The performance of its portfolio companies has driven results that place them in the top 5% of all U.S. venture firms.
- The right candidate has 7+ years of experience in go-to-market strategy or commercial operations roles at high-growth B2B companies, and is available to work full-time in NYC.
- This role is pretty hands-on — you’ll be working closely with Operating Partner Cassie Young.
- The right person for this role is a proactive, “customer”-facing self-starter who will build strong and enduring relationships with portfolio leaders.
- Candidates will need to complete an application assessment to better understand how they approach GTM spending decisions to be considered.
Job Description:
As the GTM Principal at Primary Venture Partners, you will partner closely with Operating Partner Cassie Young to provide in-the-trenches functional support to Primary’s existing portfolio of 60+ NYC tech companies. Qualified candidates must demonstrate extremely strong executive presence and have previous work experience supporting sales, marketing, and/or customer success executives, ideally in a B2B/SaaS environment. Compensation is market competitive and will include upside in Primary Venture Partners’ fund.
Responsibilities & Expectations:
Providing strategic advice around general GTM strategy, including ICP definition and deal qualification
Coaching founders on early-stage go-to-market org design Advising on variable compensation and commission plans for GTM teams
Developing templates for SaaS metrics and scorecards Lending support for revenue/commercial ops, including reporting and forecasting support Providing pitch and call coaching to sales reps as well as offering feedback on sales artifacts and collateral (mutual action plans, etc.)
Supporting portfolio companies with GTM talent acquisition efforts, including interviewing candidates and designing and participating in case exercises Advising on NPS and CSAT methodologies Authoring blog posts and playbooks on go-to-market FAQs
Requirements:
You have at least 7 years of experience in go-to-market strategy or commercial operations roles at high-growth B2B companies
You’re a metrics fiend — you are comfortable talking about metrics such as magic number, gross churn, MQL>SQL conversion, and LTV/CAC ad nauseum.
You have history providing BoD or fundraising support — you have supported executives in building board packs and/or diligence materials for a fundraise.
You’re a business model junkie — you love learning about new businesses and can come up to speed on new business models quickly.
You have strong cross-functional working relationships — you’ve proven an ability to build rich cross-functional relationships and to dive deep into different facets of a business. You’ve built the type of trust that makes it easy to deliver challenging feedback, and you’re not shy to do so.
You’re a friend to ICs — you have cultivated lasting relationships with individual contributors in sales and/or CSM functions, and those ICs would say great things about you.
You have a passion for venture and NYC tech — you track the NYC startup market and have an incredible network in the ecosystem.
You have a strong track record exceeding expectations — you are goal-oriented and a high performer by nature, and you have a history of exceeding expectations and targets.
Application Assessment:
Assume you are working for a Series A B2B SaaS business selling into the enterprise. The CEO has generously offered the GTM teams an incremental $1MM (annually) to spend on growth. Describe the framework you would use to determine how to allocate those dollars. Feel free to make assumptions, just be sure to share them as part of your write-up. Primary Venture Partners recommends spending no more than one hour on this assignment.
About Primary Venture Partners
Primary Venture Partners is a seed-stage venture capital fund based in NYC. The fund is run by Brad Svrluga and Ben Sun, who have a combined 30-year track record as successful investors and operators.
Primary offers unparalleled experience, resources, and networks for New York’s most promising founders. The fund serves as the first call for its portfolio companies, dedicating significant resources to best position its companies for the journey from Seed to Series A and beyond. From the Primary Expert Network, a network of over 200 seasoned technology operators and functional experts, to a Talent Program headed by NYC Tech recruiting veterans, Primary helps its founders solve their biggest tactical problems and build world-class teams from the ground up.
To date, the Primary team’s successes include seed investments in Jet.com, Ticketfly, TxVia, Mirror, and Coupang, and it counts some of New York’s most promising startups—including Slice, K Health, Chief, Ollie, Latch, and Vestwell—among its portfolio. You can view details about its portfolio past and present, here.
To apply, upload your resume, completed application assessment, a two-minute video intro, and a link to your LinkedIn profile here.
Backstory Responsibility Statement
This position has been hand vetted by the Backstory Jobs team, ensuring that the company is actively invested in its DEI (diversity, inclusion, and equity) efforts. As people from historically minoritized backgrounds ourselves, we understand the specific challenges that people from these communities face in getting hired, and understand our responsibility in operating our jobs board. While we have vetted posted roles to the best of our ability, we cannot be held liable for any dissatisfaction that occurs during or after the hiring process. But, should an offense or injustice occur, please let us know at thebackstorynetwork@tellyourbackstory.com and we’ll do our best to help troubleshoot and offer up support.