Director, Product & GTM

About the role

We’re launching a new enterprise-focused business: helping companies sell their unused devices and/or source high-quality used devices to save money and support their sustainability goals. 
 
We’re looking for a founding Product & GTM Leader who can take this initiative from 0 → 1: validating the opportunity, shaping the offering, and winning the first customers. This is not a “take a playbook and run it” role—this is for someone who writes the playbook. 
 
You’ll combine: 
- Product thinking (what should we build and why?) 
- Sales & BD skills (who needs this and how do we win them?) 
- Operational know-how (how do we actually deliver reliably, at scale?) 
 
You’ll be the person who figures it out—using common sense, hustle, and your network to open doors and turn a concept into a revenue-generating business. 

What You’ll Do 

0 → 1 Product & Strategy 

• Translate a broad idea (enterprises buying/selling used devices via ecoATM”) into a concrete product offering, pricing, and go-to-market plan. 

• Identify priority customer segments (e.g., mid-market/enterprise IT, finance, procurement, mobility, ITAD partners) and the most compelling initial use cases. 

• Build the early value proposition, product positioning, and messaging; iterate quickly based on customer feedback. 

Customer Development & Sales 

• Use your network, outbound prospecting, and creative hustle to secure meetings with decision-makers and influencers in target accounts. 

• Lead the full sales cycle from discovery → solution design → proposal → negotiation → close for the first wave of customers. 

• Partner with internal teams to design pilots and proof-of-concepts; own the feedback loop and iteratively improve the offering. 

Operations & Delivery 

• Work cross-functionally with operations, logistics, finance, pricing, legal, and product/engineering to design practical, scalable workflows for device intake, testing, data wipe, grading, pricing, and fulfillment. 

• Define and refine SLAs, SOPs, and handoffs, ensuring we can deliver reliably on what we sell. 

• Identify gaps in our existing processes or systems and drive solutions (even if they’re scrappy at first). 

Internal Leadership & Playbook Building 

• Act as the internal “GM” for this initiative: you see across sales, product, and operations and connect the dots. 

• Create the playbooks, tools, and templates (sales decks, discovery guides, pricing frameworks, process docs) that will later scale to a team. 

• Provide clear visibility into progress, learnings, and risks through simple, data-informed reporting. 

Who You Are 

• Entrepreneurial builder: You’ve taken something from vague concept to real business, product line, or program. You’re comfortable with ambiguity and light structure. 

• Product-minded seller: You enjoy both talking to customers and shaping what we offer. You ask “why” a lot and use insight from the field to guide product and operational decisions. 

• Operator at heart: You care about how things actually work. You’ve been close to operations, logistics, or service delivery and understand what it takes to fulfill complex agreements. 

• Door-opener: You know how to get in front of the right people—through your network, creative outreach, and persistent but thoughtful follow-up. 

• Pragmatic and resourceful: You bias toward action, make good trade-offs with imperfect information, and know when “good enough” is actually better than perfect. 

• Low-ego collaborator: You’re comfortable working across teams and levels, from executives to front-line operators. 

Qualifications 

• 10+ years of relevant experience in a combination of B2B product, business development / sales, and operations roles. 

• Experience in one or more of the following is a strong plus: 
  - Device lifecycle management, IT asset disposition (ITAD), device trade-in, or mobile fleet management 
  - Reverse logistics, electronics recycling, or circular-economy businesses 
  - Selling hardware and/or services into mid-market or enterprise customers 

• Demonstrated experience building something new: founding a team, launching a new product line, standing up a new program, or similar. 

• Proven ability to personally run a sales process: prospecting, discovery, solution design, proposals, negotiation, closing. 

• Strong analytical and financial fluency: comfortable with unit economics, pricing, and business cases. 

• Excellent communication skills—able to speak credibly with executives, translate complexity into simple narratives, and create clear internal documentation. 

• Willingness to travel to customers and internal locations as needed. 

Location: Remote

Travel: 25-50%