Go-To-Market Manager

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