GTM & Marketing Manager

Site IQ is an AI-driven intelligent facility operating system company transforming how buildings operate through autonomous cleaning robots, digital twin platforms, and predictive maintenance. The GTM & Marketing Manager owns go-to-market strategy and marketing, developing market segmentation, positioning, sales enablement, demand generation, analytics, and partner programs to create qualified pipeline and revenue.

Responsibilities:

• Define ICPs, buyer personas, buying committees, pain points, triggers, and purchasing processes across priority verticals including education, healthcare, manufacturing, corporate facilities, logistics/warehousing, and commercial cleaning/BSCs
• Work with the CEO, CRO, Product, and Sales to determine which markets, use cases, and segments to prioritize, and which to deliberately not pursue
• Develop GTM playbooks for Robot Management, indoor/outdoor robotic automation, FCA/FCI and capital planning, Asset Management, and the Spatial Intelligence platform
• Determine the market-entry wedge for each segment: what problem gets us in the door, who owns it, what proof is required, and how the deployment expands
• Build positioning, value propositions, competitive differentiation, packaging, and messaging for each target market and buyer, mapping buying committees across Facilities, EVS, Operations, Engineering, IT, Finance, Sustainability, Procurement, and executive leadership
• Build land-and-expand strategies connecting an initial deployment to broader platform adoption
• Develop GTM strategies for direct enterprise sales, BSCs, distributors, robot manufacturers, and technology partners, and conduct competitive intelligence across robotics, facility management software, CMMS/IWMS, digital twins, and asset management
• Turn customer deployments into repeatable vertical playbooks: problem, solution, implementation, measurable outcome, case study, sales play, campaign
• Own launch strategy for new products and capabilities, and establish a closed-loop GTM process using CRM and platform data to evaluate which verticals, messages, and channels produce qualified pipeline
• Create and maintain sales collateral: pitch decks, one-pagers, proposal templates, ROI calculators
• Translate each GTM play into a field-ready kit: target account criteria, discovery questions, persona talk tracks, proof points, and objection handling
• Develop vertical-specific messaging and competitive battle cards across robotics, CMMS/IWMS, digital twin, and asset-management alternatives
• Write FAQs and objection-handling scripts from actual sales calls, and maintain ROI and TCO models a rep can run live with a customer
• Produce partner and channel enablement kits, including co-branded collateral and deal-registration materials
• Run version control across the collateral library, and produce proposal and SOW templates from a reusable system
• Drive field adoption by tracking which assets and plays Sales actively uses
• Design and run demand-generation campaigns tied to specific segments, plays, and pipeline gaps, each with a target qualified-opportunity count
• Run ABM programs against named target accounts identified with Sales
• Own content strategy and editorial direction across LinkedIn, the website, YouTube, and additional channels
• Write case studies from customer pilots using platform and CRM data, and convert each into a sales play and campaign
• Develop whitepapers and use-case articles covering AI for buildings, automation ROI, FCA and capital planning, and ESG
• Own SEO and AI search strategy: keyword research, on-page optimization, schema markup, citable content structure
• Direct email nurture strategy in Zoho CRM: segmentation, lead scoring, nurture paths per persona and stage
• Own LinkedIn organic and paid strategy, plus co-marketing with BSCs, distributors, and technology partners
• Define the attribution model and UTM taxonomy, and ensure organizational adherence to both
• Build KPI dashboards tracking qualified opportunities, pipeline created and influenced, conversion by stage, sales-cycle length, expansion, and partner activation, segmented by vertical, play, and channel
• Own CRM marketing operations in Zoho: routing rules, lifecycle stages, scoring, data hygiene, form-to-CRM integrity
• Conduct closed-loop review on a defined cadence and discontinue what does not produce qualified pipeline
• Test and optimize conversion funnels: landing pages, forms, A/B tests, tag management
• Partner with external brand agency on messaging and positioning, and maintain the brand asset library and design token system
• Coordinate media outreach and partner with our external PR firm on press releases
• Set conference strategy: event selection, vertical focus, and objectives (ISSA, IFMA, Airports Council, and similar)

Requirements:

• 5+ years B2B marketing (SaaS, hardware, robotics, or PropTech preferred), including at least 2 years in product marketing, GTM, or demand generation owning strategy rather than execution alone
• Demonstrated ownership of a market-entry decision: defining an ICP or segment, selecting a wedge, and documenting the resulting pipeline impact. You should also be able to describe a segment you recommended against
• Experience selling into complex enterprise accounts with multi-stakeholder buying committees and long cycles
• Sales enablement materials with evidence of field adoption; a content writing portfolio; hands-on ownership of a live website
• Marketing automation and CRM experience (HubSpot, Marketo, or Zoho)
• AI-first marketer: fluent with ChatGPT, Claude, or similar, including reusable prompt systems and AI connected to live business systems rather than isolated chat sessions
• Web, presentation, and design: publishing in a CMS or site builder (Lovable, Webflow, Framer, WordPress) with basic HTML/CSS literacy; a template-driven deck tool such as Gamma plus PowerPoint; Figma and Canva; video from raw footage to published YouTube
• Marketing automation and CRM operations: campaigns, lead scoring, segmentation, deliverability (SPF/DKIM/DMARC), routing, data hygiene, form-to-CRM handoff, pipeline reporting
• Analytics, attribution, and SEO: GA4, Search Console, UTM taxonomy, Google Tag Manager, conversion tracking, dashboarding (Looker Studio or Zoho Analytics), Semrush or Ahrefs with schema markup, spreadsheet modeling for ROI/TCO, and Confluence or Notion
• Able to produce substantial output on a limited budget through effective use of AI tools
• Able to brief, manage, and quality-check external vendors and agencies
• Understands B2B sales cycles and communicates credibly with facilities and operations buyers
• Able to defend a recommendation to executive stakeholders, revise it when evidence warrants, and decline a market or request while explaining the trade-off
• Direct experience with Lovable or another prompt-to-code site builder, and with Gamma
• Zoho suite specifically: CRM, Campaigns, Analytics
• Facilities management, robotics, PropTech, IoT, CMMS/IWMS, or B2B hardware background, particularly where deployment and services are part of the sale
• Familiarity with AI platform concepts including RAG, agents, and tool integration
• Channel or distributor marketing (co-branded collateral, deal registration, MDF), or public-sector, education, or healthcare procurement including GPO contract vehicles