This a Full Remote job, the offer is available from: EMEA
About SalesCaptain
SalesCaptain is a B2B Outbound & GTM agency helping some of the fastest-growing SaaS and enterprise brands (YC, Techstars, Nestlé Professional, Robin AI, GlossGenius, and more) design, automate, and scale their revenue systems.
We’re Clay’s #1 partner, and we pride ourselves on architecting outbound that feels more like inbound: highly personalized, marketing-led, and powered by data and AI.
As we scale, we’re introducing a brand-new role — Revenue Strategy Lead — to own one of the most critical success levers for our clients: designing offers and positioning that actually land.
🎯 The Role
Outbound only works if the market wants what you’re selling. Too many campaigns fail because of weak positioning, unclear value props, or missing PMF. That’s where you come in.
As Revenue Strategy Lead, you’ll be SalesCaptain’s internal Offer Architect. Your job is to parachute into underperforming accounts, diagnose why campaigns aren’t converting, and reframe the client’s ICP, offers, and GTM angles to unlock results.
You won’t be writing copy yourself — instead, you’ll provide AMs and copywriters with sharp positioning frameworks, testable offers, and market-driven insights. Think of it like being the creative planner in an ad agency, but for outbound, PMF, and revenue growth.
What You’ll Do
- Diagnose struggling client accounts and identify root causes for poor performance.
- Research ICPs, markets, competitors, and customer pains (qualitative + quantitative).
- Develop clear, actionable outputs for AMs and clients, such as:
- Offer hypothesis docs (angles, pivots, bundles, guarantees, pricing tests)
- ICP & positioning briefs
- Messaging frameworks for outbound campaigns
- Competitor differentiator maps
- Recommend tactical business pivots or offer adjustments when needed.
- Work across all client accounts (not tied to just one), focusing primarily on the lowest-performing campaigns.
- Occasionally present insights or run workshops for clients (a plus, not core).
- Collaborate with AMs, copywriters, and strategists to roll out positioning tests.
Success in This Role Means
- Struggling accounts are unblocked — outbound campaigns begin driving positive replies + meetings.
- Retention improves, as clients see tangible market-fit progress.
- Renewals increase, as clients trust SalesCaptain to refine their GTM.
- A repeatable Offer/PMF diagnostic framework is built and scaled across client accounts.
Requirements
What We’re Looking For
- 3–5 years of experience in GTM strategy, VC/accelerator ops, market research, or revenue consulting.
- Strong grasp of PMF frameworks (ICP validation, JTBD, offer iteration, market research).
- Ability to turn market insights into clear, testable offers (not just theory).
- Creative problem solver who can pivot angles quickly.
- Strong qualitative research skills: customer interviews, competitor teardowns, win/loss analysis.
- Excellent written communication — your briefs and frameworks should be sharp & actionable.
- Comfortable working remotely across multiple clients and fast-moving projects.
- Bonus: SaaS/B2B background, exposure to conversion copywriting, or having been a founder.
Benefits
Why Join SalesCaptain
- Work with some of the world’s most exciting SaaS + enterprise brands.
- Be the first hire in a new function (offers + PMF strategy) and shape the playbook for the future.
- Join a high-growth GTM agency, Clay’s #1 partner, with global reach.
- Remote-first, collaborative culture, with a team of strategists, AMs, and data specialists.
- Clear opportunity to grow into a leadership role as we build out a full Revenue Architecture team.
