The posting
Who we are
Validere is the enterprise intelligence platform for the energy industry. Our all-in-one platform empowers energy companies to make smarter decisions by streamlining operations with integrated data, automation, and predictive insights.
Over 50 of the world’s leading energy companies rely on Validere’s technology and multidisciplinary experts to improve their operations and navigate complex compliance requirements with clarity and ease. The company has offices in Toronto and Calgary.
The Role
Validere is hiring a GTM Growth Lead to create more high-quality opportunities for our enterprise Sales team and build better ways to pursue them.
This is a senior individual contributor role. You will find promising growth opportunities, design ways to pursue them, personally get the first version into market, give Sales a usable motion, measure what happens, and repeat what works.
This role is focused on enterprise accounts and Sales opportunities rather than high-volume lead generation. Success is measured by the quality of conversations, opportunities, and pipeline created.
We're looking for someone who finds opportunities we haven't told them to find.
You might notice the same problem coming up across several Sales conversations, develop a campaign hypothesis around it, build the target audience and initial messaging, create or repurpose the content needed to support the motion, launch it with Sales, and determine whether the signal is strong enough to scale.
This isn't a role for someone who stops at strategy or hands execution to someone else. The first version should be something you can launch, not a plan for other people to pick up.
You'll have access to HubSpot, Apollo, and modern automation and AI tools to help execute and scale your work. We expect you to be comfortable working directly in the tools, but this is not simply a marketing operations or RevOps role.
What You Will Do
Find and prioritize opportunities
- Look across accounts, audiences, existing relationships, events, market signals, and emerging themes for commercial opportunities Sales is not already pursuing.
- Use GTM, campaign, account, and Sales data to identify patterns, gaps, and opportunities worth investigating.
- Guide which conferences, associations, roundtables, and other industry events are worth the investment, based on the target accounts, buyers, themes, and commercial opportunities they bring together.
- Build targeted pre- and post-event motions that help Sales know who to meet, why to engage them, and how to turn event conversations and insights into follow-up opportunities.
- Identify new stakeholders, business units, use cases, or reasons to engage inside enterprise relationships we already have.
- When the same pattern shows up across Sales conversations, events, data, or accounts, bring it forward as something to test.
Design and run the motion
- Turn an opportunity into a clear hypothesis: who it is for, why now, what we will say, and what Sales will do when someone engages.
- Build target audiences and lead-generation motions, write the initial outbound or campaign, and identify the content, offer, or proof needed to give Sales a reason to engage.
- Work with Marketing to develop or repurpose the content, landing pages, customer proof, and other materials needed to get a motion in-market.
- Personally launch the first version with Sales and iterate from real responses.
An experiment should be ready to run, not a slide describing something we could try.
Give Sales a motion they can use
- Turn what works into a practical play: who to pursue, why now, what to say, what content or proof to use, and what to do next.
- Put the play into practice with Sales and improve it based on real conversations.
Learn and repeat
- Decide what success looks like before a motion launches and make sure we can measure it.
- Analyze performance across audiences, messages, channels, conversations, opportunities, and pipeline to understand what is, and isn't, working.
- Build a consistent experimentation process that records hypotheses, results, learnings, and next actions, and share those learnings with the broader GTM team.
- Improve what shows promise, stop what does not, and turn the motions that work into plays that Sales can run again.
What you bring to the team
- 5+ years of experience building and executing enterprise B2B growth, outbound, account-based, or GTM programs.
- A track record of taking a GTM idea through execution and measurement, including work you personally built and launched.
- Experience creating conversations and opportunities inside defined target accounts and complex buying groups.
- Experience developing outbound campaigns, messaging, and sales plays for an enterprise sales team.
- Ability to define a hypothesis, establish meaningful success criteria, interpret results, and decide what to try next.
- Comfort working with GTM and campaign data to identify opportunities, evaluate performance, and turn results into clear decisions.
- Working knowledge of HubSpot or another CRM and marketing automation platform.
- Hands-on experience with Apollo or similar sales intelligence, prospecting, enrichment, and lead-generation platforms, and the ability to use them to build targeted audiences and execute outbound motions.
- You can turn an idea into credible messaging without waiting for someone else to write it.
- Strong commercial judgment and curiosity, you naturally look for patterns, opportunities, and things the team hasn't tried yet.
Experience in enterprise software, energy, industrial technology, environmental software, or another complex B2B market is an asset.
Above all, we're looking for a doer. You're senior enough to recognize an opportunity and decide what we should try, and hands-on enough to build the first version yourself. You don't need a large team, a perfect brief, or every answer before you start.
What we offer
- Competitive compensation
- Stock options (at Validere, we're all owners)
- Generous time-off with parental/family leave
- Quarterly Employee Wellbeing Days
- Hybrid work environment: 1 day per week work-from-home
- Professional development budget to master your craft
- Comprehensive health and dental benefits
- Great Place to Work Certified
- An inclusive, ego-free environment where diversity of people and thought is valued
- Opportunity to impact the trajectory of a fast-growing tech company
Our shared values
- Deliver the highest value
- Remove friction
- More scalable, everyday
- Be fair & transparent
Validere is an equal employment opportunity employer. We welcome and encourage applications from everyone regardless of race, colour, religion, gender, sexual orientation, age, or disability status. Accommodations are available on request for candidates taking part in all aspects of the interview process and beyond. We are committed to providing an inclusive, open, and diverse work environment.
At Validere, we utilize Dover as our applicant tracking system for both applicants and sourced candidates. However, all candidates are thoroughly reviewed and advanced by our dedicated internal recruitment team, ensuring a personalized and attentive hiring process. It’s important to note that we do not employ additional AI tools in this process; our evaluation is entirely manual, focusing on the unique qualifications and experiences of each candidate.
