Director of Growth and Commercialization
Toronto, Canada | Full-Time
Job Description
We’re on the search for a Director of Growth & Commercialization to create new commercial offerings that increase customer value, average selling price (ASP), annual contract value (ACV) and share of wallet.
This is a build-and-sell role, not a strategy role. You will take a capability, an unmet vertical need or a partner opportunity, determine whether customers will pay for it, shape it into an offering, and work across Product, Marketing, Sales, Customer Success and strategic partners to get it into customers’ hands.
We need someone who owns it end to end - does the research, talks to customers, builds the offer, works the details through internal teams and partners, equips Sales, tests the motion and adjusts based on what they learn. This is not a corporate strategy role and it is not a demand generation role.
What You’ll Do
Create and Package New Offerings
Identify platform capabilities, data and expertise that can be packaged into new paid or value-added offerings.
Decide how each should be sold - standalone, add-on, premium capability, service or bundle - and at what price.
Build the value proposition: customer problem, target buyer, use case, differentiation and business value.
Make the business case (demand, revenue potential, investment, ability to scale) and set the metrics that say scale it, refine it or stop it.
Develop Vertical Opportunities
Assess priority and emerging verticals to find where the company's capabilities and new offerings solve the most valuable customer problems.
Research the security priorities, use cases, buyers, buying triggers and competitive dynamics within each target vertical.
Size and prioritize vertical opportunities, and adapt the offering, positioning and sales approach where needs differ by industry.
Validate vertical needs directly with customers, prospects, Sales and Customer Success rather than internal assumptions.
Grow Share of Wallet in Existing Accounts
Use product usage, customer feedback and CS/Sales insight to find value customers already get that isn’t reflected in current packaging or pricing.
Surface unmet needs inside existing accounts that could become broader commercial
opportunities.
Turn those into offerings, packaging or use cases that lift adoption, expansion, ASP and ACV.
Build Joint Offerings with Strategic Partners
Work with Pinkerton and other Securitas partners to find where combined capabilities create an offering neither can sell alone.
Define the customer problem, combined value proposition, target market, commercial model and ownership.
Work through the practical details of taking a joint solution to market - positioning, pricing, sales motion, enablement.
Test joint offerings with shared customers alongside internal and partner sellers, and refine based on what comes back.
Get Offerings Into Market
Own commercialization from concept through market test and launch.
Work with Product and Product Marketing on what’s required to deliver and differentiate the
offering, and with Marketing on the messaging, content and programs to launch it.
Define target accounts, buyers and the sales story with Sales and BDRs, and build the enablement they need to position and sell it confidently.
Get into early customer conversations and live deals to hear what resonates, where objections come up and what has to change - then measure results and refine.
What We’re Looking For
8–12+ years in B2B SaaS commercialization, product marketing, growth or strategic marketing.
A track record of taking new products, solutions, services or commercial offerings from concept to revenue - ideally ones you personally owned.
Experience researching and developing vertical markets, including industry-specific buyers, needs, use cases and buying dynamics.
Strong command of SaaS packaging, pricing and ASP/ACV expansion, plus the strategic marketing fundamentals - segmentation, ICP development, positioning, value proposition and competitive differentiation.
Skilled at customer discovery, and at turning what you hear into an offering and a credible
business case.
Solid understanding of B2B sales motions and what Sales needs to successfully sell something new.
Comfortable with ambiguity: decides with imperfect information, moves from recommendation into execution, and gets work done across Product, Sales, Customer Success and Marketing without direct authority.
What Will Make You Stand Out
Experience in security, intelligence, risk management or another complex B2B technology category.
Created new revenue streams from existing SaaS products or capabilities - add-ons, premium offerings or solution bundles built to lift ASP, ACV or share of wallet.
Built a vertical market from initial research and customer discovery through a repeatable commercial motion.
Developed and commercialized joint offerings with strategic partners or channel.
Experience with pricing, packaging and willingness-to-pay research.
About the Company
We provide a leading open-source intelligence (OSINT) software company providing threat intelligence solutions that helps corporate security teams worldwide identify, track and validate risks from open-source channels - surface, deep and dark web -
related to executive safety, fraud prevention and asset protection. We’re a diverse, collaborative team solving hard problems in open-source data to help keep people and operations safe.
What We Offer
Competitive compensation and flexible PTO (15+ days/year, no cap)
Hybrid workplace with flexible hours
Health & dental benefits (Medavie Blue Cross, 80% employer paid), including orthodontic coverage for dependents
Mental health coverage up to $3,000/year for employees and dependents, plus free EAP and
wellness-platform access
$750 yearly lifestyle subsidy, plus monthly cell phone and parking reimbursement
Company-sponsored social events, peer-nominated “Cheers” awards, and quarterly performance awards
Diversity, Equity & Inclusion Committee
