Head of Platform (0 1 SaaS Product & Go-To-Market)

Head of Platform (

0 1

SaaS Product & Go-To-Market)

Location:

McLean, VA 22102

Clearance:

US Citizen, Must be able to pass a background check.

Potential to obtain and maintain a DoD Secret or higher security clearance may be required in the future.

Relocation: Candidates

willing to relocate within reasonable time from offer will be considered.

Relocation assistance may be provided.

Compensation Target:

300-400K++ Annual bonus is roughly ~25% of base range. Equity based on product success. Compensation is based on a combination experience level, education level, and industry experience as described below.

Individual that do not meet all requirements may be subject to additional compensation factors,

plus

or minus.

Mission of the Role

The Head of Platform (0 1 Product & Go-To-Market will work directly with our client's founders and senior technical leaders to define what they build, who they serve, and how they win shaping not just a product, but a durable growth engine for the company.

Own and build the platform from 0 1 through early scale

, with full accountability for turning a concept into a commercially viable business inside the company. This includes defining

what they build, who they sell to, how they price and package it, how they go to market, and how they convert early traction into repeatable revenue.

The initial focus is on regulated commercial markets

, with a deliberate expansion path into GovCon

, leveraging our client's existing footprint. This role is responsible for creating product-market fit, establishing the first revenue streams, and building a scalable commercial engine; not managing an existing product.

Success in this role requires operating comfortably in ambiguity, making fast decisions with imperfect data, and building both the product and the business in parallel.

This is not a traditional Product Owner/Manager role. This is a Product Go-To-Market role with full Go-To-Market accountability,

Qualifications
Required Experience

8 12+ years in

product, GM, or equivalent builder/operator roles

Proven experience

building and launching B2B SaaS platforms from 0 1, not just scaling existing products

Track record of operate in early-stage, ambiguous environments

Meaningful exposure to

enterprise sales motions, including direct involvement with deal shaping and closing

Experience in B2B/enterprise software

, ideally within regulated or complex environments

Ability to operate across dual-speed GTM environments, faster commercial cycles alongside longer, compliance-driven enterprise/GovCon cycles

Domain Experience (Strongly Preferred

2+ areas)

GovCon / federal or public-sector environments

Cybersecurity, infrastructure, automation, or cloud platforms

Regulated enterprise SaaS (finance, healthcare, critical infrastructure, etc.)

Commercial Ownership & Credibility:

Direct ownership of pricing, packaging, and monetization strategy

Comfortable operating in six- to seven-figure ACV enterprise deal environments

Demonstrated ability to build pipeline, influence ARR, and convert early traction into revenue

Has personally contributed to early customer acquisition and pilot-to-paid conversion

Technical Fluency (Sufficient to Lead, Not Code):

Strong understanding of SaaS architecture and platform design tradeoffs

Familiarity with security and compliance frameworks (SOC 2, FedRAMP concepts, enterprise security expectations)

Ability to translate between technical teams and enterprise buyers effectively

Ideal Candidate Fit Signals (High-Confidence Indicators):

Former Product GM / Head of Product in a 0 1 or early-scale environment

Experience productizing services, consulting IP, or internal platforms into external offerings

Exposure to partner-led or SI-led GTM models

Has launched or scaled a commercial enterprise SaaS product with sub-9-month sales cycles

Demonstrated ability to adapt enterprise GTM for speed without sacrificing security, trust, or compliance

Prior experience in founding team, startup leadership, or internal venture incubation

Hard

"No

Profiles (Disqualifiers):

"Backlog managers , candidates focused only on requirements gathering and roadmap execution

Purely consumer or SMB product backgrounds without enterprise complexity

No ownership of pricing, GTM strategy, or revenue outcomes

Candidates who have only operated within fully built, well-resourced product organizations

Individuals who require clear structure before operating, rather than creating it

Candidates primarily motivated by risk minimization over value creation

Compensation Philosophy

Competitive senior base salary with performance-based variable compensation (target ~25%), tied directly to clearly defined KPIs and measurable outcomes

Equity participation aligned to long-term value creation, structured through our Client's UAR plan and tied to enterprise value growth and exit outcomes, not short-term product milestones

Compensation structure is designed to reward builders who create real commercial traction, not simply manage activity

Resource allocation (team size, budget, and investment) is intentionally phased based on validated traction, customer adoption, and revenue signals, ensuring disciplined growth rather than upfront overcommitment

The overall model balances near-term stability with meaningful long-term upside, aligning incentives between the platform leader and our Client's broader strategic objectives

Benefits:

401K Retirement Plan

Medical Plan options with significant financial investments from our Client

Prescription benefit plan

Dental and Vision coverage

Employee Assistance Program

Short term / Long-term disability

Supplemental group life and AD&D options

Yearly Bonuses

Generous Paid Time Off / Paid Holidays

Career/Professional Development Program

Spot Bonus Program