Nelnet is a company that provides payment technology and education services to various organizations. The Go-To-Market Manager role focuses on uncovering commercial truths for new ventures by validating customer profiles and conducting market experiments to reduce commercial risk before scaling.
Responsibilities:
- Define and test Ideal Customer Profiles (ICP), buyer personas, and priority use cases during prototype development
- Participate in prototype feedback sessions to assess problem urgency, willingness to engage, and buying context
- Identify early design partners and pilot candidates for new ventures
- Conduct pricing and packaging experiments, including willingness-to-pay conversations and early offer structures
- Validate revenue model assumptions and surface commercial friction before scale investment
- Support pilots with early sales conversations, design partner agreements, and letters of intent or paid pilots
- Observe actual buyer behavior and ensure pilots have real customers actively using the product
- Synthesize GTM learnings into go/pivot/kill inputs for venture decisions and prepare standardized GTM inputs for business unit handoff
- Document commercial insights and surface risks before scale investment
Requirements:
- Bachelor's degree in Business, Marketing, or related field
- 5+ years of experience in early-stage GTM, growth, or commercialization experience
- Proven ability to sell unfinished products and operate across multiple ventures simultaneously
- Strong qualitative judgment in customer-facing environments
- Customer empathy and commercial acumen
- Agility in experimentation and rapid learning
- Strong communication and collaboration skills
- Ability to synthesize qualitative and quantitative signals
- Comfort with ambiguity and evidence-driven decision-making
- Advanced degree or equivalent experience in commercialization, growth, or GTM strategy
- Experience in shared or fractional GTM roles
- Exposure to start-up or venture environments