The Opportunity

We are seeking an Associate Director to create and lead CloudKeeper's Technical Go-To-Market function — a new discipline that bridges product engineering with sales, marketing, and customer success. As our product portfolio expands from three core products to eight across FinOps, Kubernetes, AI, and unit economics, we need someone who ensures every product we build gets adopted, every customer we onboard succeeds, and every competitor we face is understood. You will build and manage a team covering sales engineering, technical marketing, customer onboarding, customer health, and competitive intelligence.

What You'll Own

Sales Engineering & Technical Pre-Sales

• Build the sales engineering function: demo environments, POC frameworks, and technical evaluation guides
  

• Support field sales teams (NAMER, UK, India, SEA) with technical demos, RFP responses, and prospect technical assessments
  

• Create and maintain demo scripts for each product: CK-Commit, CK-Lens, CK-Tuner, CK-Kube, CK-Intelligence
  

• Build technical collateral: architecture diagrams, integration guides, API documentation, security questionnaire responses
  

Product Adoption & Customer Onboarding

• Define and track product adoption metrics across all CloudKeeper products
  

• Build onboarding playbooks for each product line — standardize the path from signed contract to active usage
  

• Create customer health scoring framework: usage patterns, feature adoption, engagement signals, churn risk indicators
  

• Track time-to-value metrics: how fast does a customer go from signup to first insight, first recommendation, first savings
  

Technical Marketing & Competitive Intelligence

• Produce thought leadership content: FinOps for AI whitepapers, Kubernetes cost benchmarks, unit economics playbooks
  

• Create ROI calculators and savings estimation tools for each product line
  

• Own the competitive intelligence function: maintain battle cards for DoiT, ProsperOps/Flexera, nOps, CloudZero, Cast.ai, Zesty
  

• Conduct win/loss analysis on every deal and produce quarterly competitive landscape briefings
  

Responsibilities

Function Building

• Create the Technical GTM function from zero — define the mandate, operating model, and success metrics
  

• Hire and build the team: Sales Engineers, Onboarding, Product Marketing, Customer Health and Competitive Intelligence 
  

• Build a knowledge base: product documentation, demo scripts, battle cards, onboarding guides, FAQ repositories
  

Product-GTM Bridge

• Attend product team sprint reviews; translate new features into sales enablement materials within the same sprint cycle
  

• Gather and synthesize field feedback from sales, support, and CS teams and route to Product and Engineering
  

• Coordinate product launches: feature announcements, documentation updates, sales training, customer communications
  

• Support AWS Marketplace listings, co-sell motions, and partner technical validations
  

Technical Landscape You'll Navigate

CloudKeeper Platform Suite

• Products: CK-Commit (cost savings), CK-Lens (visibility & governance), CK-Tuner (optimization), CK-Kube (Kubernetes), CK-Intelligence (AI/ML)
  

• Platform URL: https://www.cloudkeeper.com/platform-suite
  

Cloud Platforms

• AWS: EC2, S3, RDS, Lambda, EKS, Savings Plans, Reserved Instances, Cost & Usage Reports
  

• Azure: Virtual Machines, AKS, Azure Billing, PTU Reservations
  

• GCP: Compute Engine, GKE, BigQuery, Committed Use Discounts
  

Tools & Analytics

• Product Analytics: PostHog (existing), usage tracking, adoption dashboards
  

• Content & Demos: Demo environments, ROI calculators, benchmark reports
  

• Competitive Tools: Battle cards, win/loss analysis, feature comparison matrices
  

Requirements

Experience

• 10+ years in product-adjacent GTM roles: solutions engineering, sales engineering, product marketing, technical program management, or developer relations
  

• 2+ years building or leading a team (3–20 people) in a technical function
  

• Experience in B2B SaaS, preferably in infrastructure, DevOps, cloud, or FinOps domain
  

• Track record of creating processes, playbooks, and scalable artifacts from scratch
  

Technical Depth

• Comfortable reading API documentation, understanding cloud architectures, and giving technical product demos
  

• Familiarity with cloud platforms (AWS required; Azure/GCP a plus) — can speak credibly about EC2, Lambda, Kubernetes, Savings Plans, Reserved Instances
  

• Ability to understand and articulate technical differentiation across FinOps, Kubernetes, and AI domains
  

• Experience with product analytics tools (PostHog, Amplitude, Mixpanel, or similar)
  

Leadership

• Builder mentality — energized by creating something new rather than optimizing something existing
  

• Strong technical writing: can produce whitepapers, competitive battle cards, and sales playbooks
  

• Comfortable delivering product demos to both technical (DevOps, SRE) and business (VP Engineering, CFO, FinOps) audiences
  

• Strong cross-functional collaboration — must partner effectively with Engineering, Product, Sales, Marketing, and Customer Success
  

Benefits

Why CloudKeeper

• Market Opportunity: Cloud spend optimization is a $10B+ market growing rapidly as enterprises accelerate cloud adoption
  

• Greenfield Build: Create a new function that does not exist at CloudKeeper today — your mandate, your team, your operating model
  

• Product Breadth: Eight products across FinOps, Kubernetes, AI, and unit economics. Every week brings new capabilities to bring to market
  

• Impact: Your work directly accelerates growth from $1.5M to $13.3M+ ARR by ensuring products translate into customer adoption and revenue
  

• Cross-Functional Influence: Work with every team — Engineering, Product, Sales, Marketing, Customer Success, and leadership