The Role

You will lead the team that converts pipeline into customers and expands revenue within the existing customer base. This is not a marketing-only or sales-only role - it sits at the intersection of product, sales, and customer success, owning how Absorb shows up in every buying and expansion conversation.

You will own product marketing, product evangelism, solution engineering, and analyst relations. Your team is the bridge between what we build and what customers buy. You are equally accountable for new-logo conversion and for positioning new products and capabilities to drive expansion within the installed base.

This role reports to the CMO & CPO and is part of the Product to Revenue leadership team - a unified organization spanning product, marketing, and go-to-market.

Why This Role Matters

Absorb is at an inflection point. We're launching Aura (our AI learning agent), expanding into new product lines, and competing against legacy incumbents who are slower to innovate. The VP of GTM will be the person who translates that product advantage into revenue - both from new customers and from the thousands of existing customers who haven't yet seen what's possible.

Four of five functions in our Product to Revenue organization directly own GRR and NRR outcomes. This role is central to that mission.

What you'll do:

• Positioning: Product Marketing & Messaging -

Own Absorb's market positioning, competitive messaging, and product narratives for both prospects and existing customers. Ensure every sales conversation, product launch, and customer touchpoint tells a compelling, consistent story.

• Proof of Value: Solution Engineering -

Lead a 21-person SE team that delivers demos, POCs, and technical validation. Drive win rates by making the buying experience as compelling as the product itself. Extend SE capabilities to expansion motions for existing customers evaluating new products.

• Market Presence: Product Evangelism -

Build Absorb's presence in the enterprise learning market through thought leadership, speaking, and community engagement. Position Absorb as the leader in AI-powered learning.

• Market Credibility: Analyst Relations -

Own relationships with Forrester, Gartner, Brandon Hall, and other analysts. Drive placements and recognition that shorten sales cycles and validate our AI leadership position.

• NRR: Expansion Positioning -

Partner with Customer Enablement and Sales to position new products, features, and use cases to existing customers. Create the materials, narratives, and proof points that drive upsell and cross-sell conversations.

Key Metrics You'll Be Measured On

• New-logo win rate improvement

• Sales cycle length reduction

• Expansion revenue influenced (cross-sell and upsell pipeline)

• Competitive win rate in head-to-head evaluations

• Analyst recognition and placement improvements

• NRR contribution from GTM-sourced expansion opportunities

What you'll bring:

• 10+ years in B2B SaaS, with at least 5 years leading product marketing, GTM, or revenue-facing teams at scale

• Demonstrated track record of improving win rates and shortening sales cycles through positioning, enablement, and proof-of-value programs

• Experience owning both new-logo conversion AND expansion/retention outcomes - not just top-of-funnel

• Deep comfort with solution engineering or pre-sales teams; you understand the demo-to-close motion

• Experience in enterprise software (LMS, HCM, EdTech, or adjacent markets preferred but not required)

• Strong analytical mindset: you make decisions with data, run experiments, and measure everything

• Executive presence: you can present to a Fortune 500 CHRO and brief a Gartner analyst in the same week

• AI fluency: you understand how AI is reshaping the market and can articulate our differentiation

Are you ready to become an Absorber?

What we offer:

• Fully remote-first work with flexible work arrangements

• Comprehensive Health and Wellness Benefits including retirement savings programs, eligibility for two different bonus plans, generous time off, comprehensive medical and dental benefits based on your country of location

• New Hire Equipment Allowance and monthly Flex Allowance to support your success 📦

• Endless opportunity for career growth and internal mobility

• Employee driven DE&I programs