GTM Lead - AI Optimization Product London, England, United Kingdom Sales

IFS is a billion-dollar revenue company with 7000+ employees on all continents. Our leading AI technology is the backbone of our award-winning enterprise software solutions, enabling our customers to be their best when it really matters–at the Moment of Service™.

At IFS, we’re flexible, we’re innovative, and we’re focused not only on how we can engage with our customers but on how we can make a real change and have a worldwide impact. We help solve some of society’s greatest challenges, fostering a better future through our agility, collaboration, and trust.

We celebrate diversity and understand our responsibility to reflect the diverse world we work in. We are committed to promoting an inclusive workforce that fully represents the many different cultures, backgrounds, and viewpoints of our customers, our partners, and our communities. As a truly international company serving people from around the globe, we realize that our success is tantamount to the respect we have for those different points of view.

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.

We’re looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs. With the power of our AI-driven solutions, we empower our team to change the status quo and make a real difference.

If you want to change the status quo, we’ll help you make your moment. Join Team Purple. Join IFS.

Job Description

TheGTM Lead - AI Optimization Product is responsible fordriving the global go-to-market (GTM) success of IFS'sOptimisationportfolio — 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 theOptimisationportfolio 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 AIOptimisationGTM 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 theOptimisationportfolio.

Key Responsibilities

Own and execute the global GTM strategy for theOptimisationportfolio (PSO, MSO, WISE), ensuring alignment across Product, Sales, Marketing, Customer Success, and Partners.

Act as the commercial owner and cross-portfolio AI strategist forOptimisation, 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 bothstandaloneOptimisationopportunities 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 globalOptimisationopportunities, 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 theOptimisationportfolio.

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 theOptimisationportfolio'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 standaloneOptimisationrevenue alongside increased IFS Cloud attachment rates.

Establishment of a single, coherentOptimisationportfolionarrative and proposition across PSO, MSO, and WISE.

Successful support and influence of the company's top strategicOptimisationopportunities globally.

Increased adoption ofOptimisationsales 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

7+ years of experience in enterprise software, SaaS, or technologyorganisationswithin Go-to-Market, Product Marketing, Sales Strategy, Business Development, or related commercial roles.

Demonstrated success developing and executing global GTM strategies for enterprise software products, ideally spanning multiple products or a portfolio.

Experience supporting complex enterprise sales cycles and influencing strategic customer opportunities.

Strong understanding of enterprise software sales motions, including pipeline generation, solution selling, and partner ecosystems.

Experience working across multiple business functions including Sales, Marketing, Product Management, Customer Success, and Executive Leadership.

Domain knowledge ofoptimisation, scheduling, or planning technologies is highlyadvantageous— for example, field service planning and schedulingoptimisation(PSO), manufacturing scheduling and digital-twin-based planning (MSO), or scenario modeling and predictive analytics (WISE / what-if analysis).

Familiarity with the full spectrum of AI capabilities, from machine learning through to agentic and frontier AI approaches, and the ability to translate technical AI capability into a clear commercial proposition.

Knowledge of Field Service Management, Enterprise Asset Management, Manufacturing, ERP, Industrial AI, or enterprise business applications isadvantageous.

Bachelor's degree in Business, Marketing, Engineering, Technology, ora relateddiscipline. MBA is beneficial.

Commercial mindset with strong business and revenue acumen.

Strategic thinking combined with hands-on execution.

Excellent stakeholder management and cross-functional leadership skills.

Ability to influence senior executives and global salesorganisationswithout direct authority.

Ability to translate complex AI,optimisation, and scheduling concepts into clear, customer-facing propositions.

Strong presentation, communication, and storytelling skills.

Data-driven decision making with the ability to translate insights into commercial action.

Strong project and program management capabilities.

Ability to thrive in fast-paced, global, and matrixed environments.

Passion for building repeatable GTM motions that drive measurable business outcomes.

Additional Information

We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.