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The Snr Director, New Product Commercialization (GTM Overlay) owns the commercial stage gates, go-to-market strategy, and revenue performance for Zappi ’s AI capabilities, and our API products. Working across Product, Marketing, Sales, and Customer Success, this leader drives early adoption, turns what we learn into a repeatable sales motion, and graduates proven products into the core business.
Key Responsibilities:
Accelerate adoption . Drive commercialization and early revenue for Amp AI, new AI capabilities and API offerings.
Co-sell with Sales and CS to land lighthouse Amp AI and API deals with enterprise brands and agencies, and turn them into referenceable case studies.
Partner with Enablement, GSS (Pre-Sales) and Professional Services on launch readiness, including technical onboarding for API customers (integration scoping, sandbox access, first data pull).
Lead AI-specific buyer conversations alongside GSS: data use, model transparency, security and procurement questions.
Own product-line revenue. Partner with the commercial team to grow assigned new product lines and manage their revenue target.
Own forecasting and pipeline reporting for Amp AI, AI add-ons and API products.
Provide input on pricing and packaging, including AI add-on vs. bundled pricing, usage- or volume-based API tiers, and platform vs. partner licensing.
Track attach and expansion: how Amp AI and API usage drive upsell into the core Zappi platform.
Build repeatability. Turn early wins into playbooks and proof points mainline reps can run on their own.
Coach Sales and CS, and codify winning pitches, demos and objection handling into GTM playbooks.
Run win/loss analysis and feedback loops with Product and Product Marketing to shape the AI and API roadmap and messaging.
Identify the use cases and buyer personas (insights, brand, media, data and engineering teams) where each product wins.
Graduate to scale. Move proven products into the core sales motion once fit, economics and repeatable patterns are validated.
Own the commercial gates of the Stage Gate process, including scale, pivot or sunset recommendations for each AI and API offering.
Run the graduation framework (success thresholds and timing) set with the VP, and manage hand-off to mainline Sales and CS.
Skills, Knowledge & Expertise
5-8+ 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.
Success Metrics
Overlay team achieves or exceeds product-line revenue targets.
Sales and CS 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.
What we offer:
Three company-paid mental health days of rest per year (these are pre-scheduled, so the entire company can take the same days off regularly to reset) Generous PTO policy - Minimum of 20 days of paid time off per year, plus national holidays. Leave over 30 days requires manager and People team approval.
Private medical healthcare cover Group risk, life & disability contributions Flexible working arrangements, including remote (unless otherwise specified) Thoughtfully designed offices to support both individual work and collaboration without interrupting others Wellbeing benefits such as free yoga and access to trained therapists / counsellors Enhanced parental leave policies
Free lunch in the office Tuesday-Thursday
Tax efficient pension contributions via salary sacrifice scheme
Salary sacrifice cycle to work scheme
Salary sacrifice nursery scheme
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
