AI Optimisation GTM Lead London, England, United Kingdom Sales

IFS is a billion-dollar revenue company with 7000+ employees on all continents.

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By joining our team, you will have the opportunity to be part of a global, diverse environment; you will be joining a winning team with a commitment to sustainability; and a company where we get things done so that you can make a positive impact on the world.

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Job Description

The AIOptimisation GTM Leadis responsible fordriving the global go-to-market (GTM) success of IFS's Optimisationportfolio — Planning & Scheduling Optimization (PSO), Manufacturing Scheduling & Optimization (MSO), and the What-If Scenario Explorer (WISE).

Acting as the commercial and proposition owner across these offerings, this role works across Product, Sales, Marketing, Customer Success, and Partner teams to define the GTM strategy, build the proposition, and accelerate pipeline growth and strategic deal execution.

This is a cross-portfolio role rather than a single-product sales role.

AI is a collection of capabilities spanning machine learning through to agentic and frontier large language models, and the Optimisationportfolio completes that stack: PSO, MSO, and WISE apply machine learning to autonomous scheduling, planning, and predictive decisioning, increasingly integrated with agentic and frontier AI approaches to extend what customers can do with them.

The AIOptimisation GTM Leadis responsible fordefining the strategy and narrative that connects PSO, MSO, and WISE within this broader AI stack: howoptimisation, scheduling, and predictive modeling combine to help customers make better decisions, faster, with less manual effort.

The role owns the offering GTM plan, faces offdirectly to the product teams, and carries a number for the portfolio.

Success in this role is measured through pipeline generation, proposition and GTM adoption, strategic deal influence, and overall commercial performance of the Optimisationportfolio.

Key Responsibilities

• Own and execute the global GTM strategy for the Optimisationportfolio (PSO, MSO, WISE), ensuring alignment across Product, Sales, Marketing, Customer Success, and Partners.
• Act as the commercial owner and cross-portfolio AI strategist for Optimisation, defining the common theme and narrative that connects PSO, MSO, and WISE as a single proposition rather than three disconnected products.
• Face off directly to the product teams to shape roadmap priorities, packaging, andmonetisationbased on market and customer feedback.
• Develop and continuously refine repeatable GTM motions that accelerate market penetration and revenue growth across the portfolio.
• Sales Plays & Commercial Strategy
• Define, launch, andoptimisehigh-impact sales plays for PSO, MSO, and WISE — individually and as a combinedoptimisationproposition.
• Build commercial motions thatenable bothstandalone Optimisationopportunities and attach opportunities alongside IFS Cloud and adjacent AI offerings such as Nexus Black and IFS. ai.
• Identifymarket opportunities, competitive positioning, and customer use cases across field service, high-tech and discrete manufacturing, and scenario planning.
• Continuously evaluate sales performance and refine GTM approaches based on market feedback and commercial outcomes.
• Strategic Deal Leadership
• Personally support and influence the company's largest global Optimisationopportunities, including the top strategic standalone deals.
• Partner with regional sales leaders throughout complex sales cycles to improve deal quality, competitive positioning, and win rates.
• Facilitate executive engagement and cross-functional collaboration for strategic pursuits.
• Capture and share best practices from major opportunities to improve repeatability across theorganisation.
• Drive a sustainable pipeline strategy targeting a minimum four-timespipeline coverage against revenueobjectivesfor the Optimisationportfolio.
• Partner with Marketing to develop and execute demand generation campaigns that create qualifiedpipelinefor PSO, MSO, and WISE.
• Monitor pipeline health, campaign effectiveness, and conversion metrics, recommending corrective actions whererequired.
• Identifyopportunities to improve pipeline quality, sales velocity, and forecast accuracy.
• Cross-Functional Collaboration
• Work closely with Product Management across PSO, MSO, and WISE to ensure market feedback influences product direction and roadmap priorities.
• Partner with Marketing to create compelling messaging, customer stories, thought leadership, and campaign content that articulate the Optimisationportfolio's AI narrative.
• Collaborate with Sales Enablement to develop training, playbooks, and sales resources that increase field effectiveness.
• Support Partner teams with GTM strategies that expand market reach through the ecosystem.
• Performance Management & Continuous Improvement
• Define andmonitorkey commercial performance metrics across pipeline generation, win rates, deal progression, and GTM effectiveness for the portfolio.
• Provide regular updates and recommendations to senior leadership, including the AI Business Unit, on market performance, strategic opportunities, and execution priorities.
• Foster a culture of continuous improvement byidentifyingopportunities to simplify processes, improve execution, and increase commercial impact.
• Success Measures

Success in this role will bedemonstratedthrough

• Delivery of global GTM campaigns that generate measurable pipeline growth across PSO, MSO, and WISE.
• Achievement of at least a 4x pipeline multiple against commercial targets.
• Growth in standalone Optimisationrevenue alongside increased IFS Cloud attachment rates.
• Establishment of a single, coherent Optimisationportfolionarrative and proposition across PSO, MSO, and WISE.
• Successful support and influence of the company's top strategic Optimisationopportunities globally.
• Increased adoption of Optimisationsales plays across global sales teams.
• Improved win rates, pipeline conversion, and commercial predictability.
• Strong cross-functional alignment that accelerates market execution and customer adoption.

Qualifications

Qualifications & Experience

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