VP, Go-To-Market - Nylas

About Nylas

At Nylas, we specialize in making it easier for developers to add email, calendar, and contact management features into their applications. We provide APIs that streamline the integration of these functionalities, ensuring they are secure and effective. This enables better, safer, and more reliable communication within apps.

Supporting over 100,000 developers and collaborating with more than 900 companies globally, Nylas plays a pivotal role in how digital communication tools are built and utilized. Our technology spans various sectors, from healthcare to education, simplifying the complex process of app development related to communications.

The Team

At Nylas, we're building the communications infrastructure powering the next generation of AI-native applications. As our platform evolves, so does our go-to-market strategy.

We're looking for a VP of Go-to-Market to lead Nylas through our next stage of growth. This isn't a traditional functional leadership role. We're looking for a builder — someone who can architect a repeatable go-to-market engine, translate technical products into compelling customer value, and align Sales, Marketing, Product, and Customer Success around one shared strategy.

This role directly leads Sales and Marketing, including our Director of Sales and Director of Marketing, and owns the GTM operating model that connects those teams to Product, Customer Success, and Revenue Operations. The mandate is broader than running two functions: build a coherent system for where we play, how we win, and how we scale.

The Role

This leader will own how Nylas goes to market.

You'll define and refine our GTM motion, including ICP, segmentation, channels, enterprise sales execution, positioning, and how Sales and Marketing operate together as one integrated engine.

This role requires someone equally comfortable discussing API architecture with technical buyers, reviewing funnel trends with Revenue Operations, coaching Sales and Marketing leaders, collaborating with Product on priorities, and presenting GTM strategy and forecasts to the executive team and Board.

What You'll Do

GTM Strategy & Architecture

• Own Nylas's GTM strategy across segments, motions, channels, and teams.
• Define and continuously refine our ICP, segmentation, priority use cases, buyer personas, and routes to market.
• Choose where Nylas plays, how we win, and where we concentrate investment.
• Translate product capabilities into compelling business value and repeatable plays for technical and executive buyers.
• Partner with Product and Engineering on roadmap priorities, pricing, packaging, and launches to create successful commercial motions.
• Establish GTM rhythms, decision rights, shared metrics, and accountability.

Sales & Revenue Leadership

• Lead and mentor our Director of Sales and build an Account Executive team that consistently exceeds targets.
• Own new business revenue strategy and execution, with accountability for bookings, pipeline, productivity, and forecast accuracy.
• Improve pipeline quality, conversion, sales productivity, forecast accuracy, and win rates through disciplined inspection and coaching.
• Build scalable enterprise sales processes and repeatable plays for our highest-value use cases, verticals, and buyer personas.
• Partner with Sales Operations on forecasting, capacity planning, enablement, funnel health, and operating cadence.

Marketing Leadership

• Lead and mentor our Director of Marketing, setting clear priorities and accountability.
• Set marketing strategy and investment priorities around the GTM segments, use cases, and motions where Nylas has the strongest right to win.
• Guide positioning, messaging, launches, campaigns, events, developer marketing, customer stories, content, and demand generation.
• Align Marketing and Sales so market insight, pipeline creation, campaigns, conversion, and customer experience operate as one system.

Cross-Functional Leadership

• Serve as the executive connective tissue across Sales, Marketing, Product, Customer Success, Revenue Operations, and Partnerships.
• Connect acquisition, onboarding, adoption, expansion, and customer feedback.
• Represent the voice of the market and customer, ensuring GTM insight informs company and product priorities.
• Build a culture of accountability, transparency, customer obsession, and shared ownership of growth.

What You'll Bring

• 12+ years leading B2B SaaS go-to-market or revenue organizations, including scaling commercial teams through growth stages.
• Demonstrated success designing, building, or materially reshaping a go-to-market motion — not only operating an established one.
• Experience leading Sales and working deeply across Marketing, Product, Customer Success, and Revenue Operations; direct Marketing leadership preferred.
• Experience selling technical products such as APIs, infrastructure, developer platforms, AI platforms, or enterprise software.
• Deep understanding of enterprise sales methodology, forecasting, pipeline management, sales inspection, and revenue operating cadence.
• Strong command of ICP, segmentation, positioning, messaging, pricing, packaging, and product launch strategy.
• Proven ability to simplify complex technical products into compelling customer value for technical and executive buyers.
• Exceptional executive presence with experience presenting GTM strategy, forecasts, and business performance to leadership and Boards.
• Outstanding coaching, recruiting, analytical, and organizational leadership skills.

Success in Your First Year

Within your first 12 months, you'll:

• Establish a clear, company-wide GTM strategy focused on our highest-value customer segments and use cases.
• Build a predictable, repeatable enterprise sales motion and improve pipeline quality, conversion, productivity, and forecast accuracy.
• Align Sales and Marketing around the same buyers, use cases, value propositions, and revenue priorities.
• Turn pricing, packaging, product launches, and customer feedback into repeatable commercial plays.
• Create tighter integration across Sales, Marketing, Product, Customer Success, and Revenue Operations.
• Take clear executive ownership of GTM decisions and operating rhythms, with transparent visibility into pipeline and performance.
• Develop our Sales and Marketing leaders and organizations, increasing accountability, capability, and execution quality.

Interview Process

• Round 1 - The Intro: 45-minute discussion with the Hiring Manager.
• Round 2 - The Deep Dive: Take-home assignment followed by a 60-minute presentation with a panel.
• Round 3 - The Loop: A series of 45-minute conversations with the team (max 3 hours) covering the "what, why, and how" behind your best work.