Senior, Ice Hockey Strategy & Solutions Serve as the commercial-facing strategy leader for a defined market vertical (sport or technology).
This role acts as the structured liaison between Sales and Product, ensuring that customer priorities, competitive dynamics, and revenue opportunities are clearly represented in vertical planning and execution.
This role:
- Strengthens your influence on ACV growth.
- Positions you as the strategic market voice within the vertical.
- Formalizes your role in key demos, executive meetings, and industry events.
- Clarifies how roadmap requests are coordinated with the Market Vertical.
You will not own Product Marketing or GTM execution. Those functions remain within their teams. You will act as a key stakeholder to ensure those efforts are optimized for your vertical.
WHAT YOU'LL DO Strategic Market Engagement- Lead Senior Leader-level discussions within the vertical.
- Support high-value renewals and expansion opportunities.
- Deliver advanced demos for strategic accounts.
- Represent Catapult at industry events, conferences, and tradeshows.
- Build credibility and relationships within the vertical ecosystem.
Commercial-Product Liaison- Serve as the structured intake channel for roadmap requests from Sales.
- Consolidate and prioritize field feedback before surfacing to the STL.
- Align closely with the STL on positioning, feasibility, and commitments.
- Prevent ad hoc roadmap commitments from the field.
Revenue Enablement- Partner with Sales leadership to drive ACV uplift within the vertical.
- Identify cross-sell and packaging opportunities.
- Support renewal narratives tied to measurable product value.
- Provide input into pricing and value articulation.
GTM Optimization Stakeholder- Act as a key stakeholder in launch and GTM planning discussions.
- Provide vertical-specific insight into positioning and messaging.
- Ensure launch plans reflect real market dynamics.
- Partner with Product Marketing and Marketing on:
- Events
- Campaign input
- Case studies
- Field enablement feedback
WHAT YOU'LL NEED- 5+ Years of Cross-Functional Experience: A proven track record in roles like Product Strategy, Technical Product Management, Strategic Sales Engineering, or Vertical GTM Leadership.
- Domain Expertise: Deep, undeniable domain knowledge in the Ice Hockey space specific vertical.
- Pipeline & ACV Impact: Experience actively participating in large enterprise deals (e.g., contracts valued at $100k-$1M+ ACV). You must know how to tie product capabilities directly to a buyer's ROI.
- Executive Presence: Comfort acting as the "expert in the room" during C-suite pitches, high-value renewals, and when representing a brand at major industry events.
- Stakeholder Management: The ability to influence cross-functional teams (Product Marketing, Sales, Corporate Marketing) without having direct hierarchical authority over them.
- Synthesis of Feedback: Proven ability to take a chaotic influx of qualitative feedback from multiple commercial team members and distill it into a clean, data-backed quantitative business case for the product team.
WHAT YOUR SUCCESS WILL LOOK LIKE (30,60, 90 Day)Days 1-30: Absorption, Alignment & Trust-BuildingThe goal of the first month is deep context-gathering. You need to build immediate credibility with Sales (so they trust you with senior leaders) and with the Strategic Technology/Product Leader (STL) so they trust your intake process.
Key Focus Areas- Internal Landscape Mapping: Build deep relationships with Sales leadership, the STL, and Product Marketing (PMM). Understand their current friction points.
- Product & Value Mastery: Shadow advanced demos. Master the current product capabilities, value articulation, and the existing pricing/packaging structures.
- Listen & Learn: Attend Sales pipeline reviews and client renewal discussions as a passive observer to absorb the "ground truth" of the vertical.
What Success Looks Like at Day 30- The Intake Blueprint: You have established a preliminary, structured channel for Sales to submit roadmap requests, effectively putting an end to "drive-by" requests to engineering.
- Demo Readiness: You can confidently deliver the core strategic demo without assistance.
- Relationship Baseline: You have held 1:1 alignment meetings with key Sales directors and the STL, establishing clear boundaries and expectations for your role.
Days 31-60: Execution, Guardrails & Quick WinsThe second month is about shifting from observer to active partner. You start taking over senior-level discussions and enforcing the new commercial-product boundaries.
Key Focus Areas- Active Market Engagement: Lead your first few senior leader-level discussions and strategic account demos. Support at least 2-3 high-value renewal or expansion narratives.
- Roadmap Gatekeeping: Actively filter, consolidate, and prioritize field feedback. Hold your first formal prioritization session with the STL to align on feasibility.
- Revenue & GTM Collaboration: Partner with Marketing/PMM to review upcoming campaign inputs and event strategies. Identify 1-2 immediate cross-sell or packaging opportunities to drive ACV uplift.
What Success Looks Like at Day 60- Zero Ad-Hoc Commitments: The field is successfully routed through you for roadmap requests, and no rogue commitments are reaching the product team.
- Value-Driven Renewals: You have successfully injected measurable product value narratives into upcoming at-risk or high-value renewals.
- Field Feedback Loop: You have created a structured, prioritized dashboard of field requests that the STL agrees accurately reflects market realities.
Days 61-90: Optimization, Autonomy & Strategic ImpactBy day 90, you are fully owning the vertical. You are driving revenue growth, influencing the GTM engine, and recognized as the definitive expert for this ecosystem.
Key Focus Areas- Commercial Engine Acceleration: Proactively identify and propose new packaging, pricing tweaks, or cross-sell plays to Sales leadership to measurably impact ACV.
- Industry Evangelism: Represent Catapult at a major industry event, conference, or tradeshow, actively building the vertical ecosystem network.
- Full GTM Integration: Act as a core stakeholder in launch planning, ensuring Product Marketing's messaging perfectly aligns with the real-world feedback you've gathered from the field.
What Success Looks Like at Day 90- Measurable Commercial Impact: Your involvement in strategic demos, renewal narratives, and expansion plays has contributed to a visible lift in vertical pipeline velocity or ACV.
- Streamlined Product Alignment: The STL-to-Sales communication loop is seamless. Sales feels heard, and Product feels protected and aligned.
- Thought Leadership Asset: You have partnered with Marketing to deliver at least one vertical-specific asset (e.g., a case study framework, event strategy, or localized positioning guide) based on real market dynamics.
Compensation & BenefitsThe target Total Compensation range for this position is $92,752 - $185,504 per year. This range is inclusive of base salary and a target incentive plan (which may include equity, commission, or other bonus structures).
Your specific compensation within this range will be determined by factors such as your geographic location, relevant experience, and job-related skills.
In addition to this compensation, Catapult also offers generous paid leave and recognized company holidays, and the opportunity to participate in our comprehensive benefits package, including Health, Dental, and Vision insurance, and 401(k) retirement plan with company match.
