Head of Platform; 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 Gov Con , 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/Gov Con cycles

• 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

• 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

• 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

• "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

• 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,…