The RoleThe General Manager leads the commercial engine of SnailWorks-owning revenue, customer relationships, and the health of the business.
You are responsible for growing the company while preserving what makes it valuable: trusted relationships, real-world expertise, and credibility in a nuanced, relationship-driven industry.
You will partner closely with Beacon's shared product and engineering teams, and with the founder, who remains actively engaged in industry leadership and key customer relationships.
What You'll OwnRevenue Growth & Commercial Strategy (~50%)- Own revenue targets and the operating rhythm required to hit them
- Lead and develop the sales team (structure, quotas, coaching, accountability)
- Build a credible pipeline and forecasting motion
- Refine pricing, packaging, and go-to-market approach
- Drive both new logo acquisition and expansion within existing accounts
- Identify and scale high-value use cases and add-on services
Customer Relationships & Retention (~25%)- Own customer satisfaction, retention, and expansion
- Build trusted relationships with key accounts
- Act as an executive presence in important customer conversations
- Ensure the business remains deeply aligned with how customers actually operate
Voice of the Customer & Market Insight- Develop a deep understanding of how mail moves, where it breaks, and what customers care about
- Translate real-world workflow insight into clear commercial and product priorities
- Partner with product leadership to ensure roadmap decisions reflect real customer impact
- Bring clarity and judgment-not just data-to prioritization
Team Leadership & Culture (~15%)- Lead a distributed commercial team across sales, account management, and marketing
- Hire, develop, and retain strong operators and relationship-driven talent
- Make clear, timely decisions on performance and structure
- Maintain continuity with the existing team while raising the level of execution
Operations & Business Management (~10%)- Own the operating cadence (pipeline reviews, business reviews, forecasting)
- Partner with Beacon on financial planning and performance
- Collaborate effectively with shared services (product, engineering, finance, GTM infrastructure)
ResponsibilitiesDay-to-Day Leadership of SnailWorksThe General Manager will lead day-to-day operations of the business - owning the commercial engine, customer relationships, team, and operating cadence - and partner with Beacon's Operating Partner, Group CTO, and Senior Product Manager on product priorities. The founder remains active in an industry-facing capacity to support customer continuity and industry presence.
Time allocation across four pillars:
Commercial Engine Ownership- Own revenue targets for SnailWorks and the operating cadence required to hit them.
- Lead and develop the sales team. Set territory, quota, methodology, and win/loss discipline.
- Build and run a credible pipeline reporting motion and a structured monthly pipeline review with Beacon.
- Shape pricing and packaging in partnership with the Group CPO, Sr PM, and Strategic Finance.
- Develop sales and account management motions to drive add-on services revenue.
- Drive new logo acquisition (mail houses, agencies, enterprise direct mail issuers in financial services, education, retail, political/advocacy) and expand service usage and attachment within named accounts.
- Represent SnailWorks externally at industry events (NPF, MFSA, MTAC, PostalVision) and earn credibility with USPS, mail industry trade groups, and major customers.
Customer Relationship and Retention- Own customer satisfaction, NPS, and gross/net revenue retention for SnailWorks.
- Lead account management and customer success.
- Build deep, trusted relationships with the top 20 accounts and serve as executive sponsor where appropriate.
- Surface customer pain points, workflow insight, and feature requests to the Sr PM and Operating Partner with rigorous prioritization and economic framing - not anecdotes.
Voice of the Customer to the Product Organization- Translate real-world workflow understanding (mail piece tracking, IMb data, postal scan events, predictive delivery, ROI reporting) into actionable product insight.
- Participate in pod product reviews as a consulted voice. Provide commercial context, urgency signals, and customer evidence.
- Collaborate with the Sr PM to validate hypotheses, prioritize feature requests by revenue impact, and test go-to-market readiness of new product launches.
Team Leadership and Culture- Lead a distributed commercial team across sales, account management, and marketing.
- Hire, develop, and retain top-quartile talent. Make hard people decisions promptly and thoughtfully.
- Set the cultural tone for the business, reinforcing Beacon's values: Humility, Honesty, Hunger, Horizon.
- Foster continuity with longstanding SnailWorks staff during the transition from founder-led operations, while introducing the operating discipline a Beacon-owned business requires.
Operations, Finance, and Pod Collaboration- Own the operating rhythm: monthly business review, weekly pipeline review, monthly customer health review.
- Partner with Strategic Finance on budgeting, forecasting, and P&L management. Deliver the FY26 plan and FY27 budget.
- Collaborate with Beacon to land transformation to shared infrastructure resources such as CRM tooling, billing, and accounting in collaboration with Beacon's Integration team.
- Participate actively in pod operating cadences and contribute to pod-level GTM strategy discussions.
Decision AuthorityQualifications- Demonstrated success in a commercial leadership role (GM, COO, VP Sales, Head of Revenue) at a B2B SaaS or vertical software company.
- Proven track record of leading and growing a sales organization, including coaching individual sellers, redesigning territory and quota, and improving win rates.
- Experience leading and performance managing a diversified team
- Strong P&L literacy and operating discipline, with comfort interrogating revenue mix, cost structure, and EBITDA drivers.
- Excellent written and verbal communication. You will be in front of customers, industry audiences, the SnailWorks team, and our investors regularly.
- Background in relationship-driven, reputation-led sales is strongly preferred.
- Comfort operating inside the structure of a buy and hold investor
- Mail industry experience (print, mail, postal, direct mail, mail logistics, marketing services, or direct marketing technology) is strongly preferred
What You'll Get- A profitable, growing business with real market position
- The opportunity to lead and shape the next phase of growth
- Partnership with experienced operators and industry leadership
- Exposure to multiple businesses within the Beacon portfolio
- An environment that values long-term thinking and compounding growth
