Locus
GTM & Business Development Specialist | Location Intelligence & Site Selection
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Remote | Freelance / Contract | B2B SaaS | Location Intelligence | PropTech
Compensation
- Monthly base retainer
- Uncapped, revenue-based commission
About Locus
Locus is a B2B SaaS location intelligence platform helping businesses understand where to grow, what is changing around their locations, and where new opportunities exist.
We combine location data, demographics, competition, foot traffic, search demand, reputation data, and AI-powered analysis to support better location, expansion, and market decisions. Our potential customers include retailers, franchise operators, commercial real estate professionals, property owners, and multi-site businesses. Independent site selection consultants, franchise consultants, and retail expansion advisors are also potential users of Locus. The platform can support their client projects by bringing together location signals to compare potential sites, assess local competition, and develop evidence-based expansion recommendations.
We’re looking for a hands-on Go-to-Market (GTM) & Business Development Specialist to work directly with the founder to identify our strongest customer segments, win customers, and build a repeatable B2B sales approach.
The Role
This is an early-stage role combining customer discovery, business development, and hands-on sales execution.
You won’t simply receive a list of leads and a script. You’ll help us understand who needs Locus most, which problems they will pay us to solve, and how to turn that understanding into meaningful conversations and paying customers.
Your initial focus will be customer discovery, targeted outbound, and progressing qualified opportunities. You’ll also contribute to positioning, partnerships, and sales materials where they support those priorities.
We’ll focus on a small number of customer segments at a time, run structured experiments, and use the evidence to decide where to concentrate our efforts. You’ll help build the playbook with the founder, rather than being expected to arrive with every answer.
What You’ll Do
- Identify and refine our target customers. Help define ideal customer profiles (ICPs), buyer personas, and priority use cases. Run discovery conversations to understand how businesses make location decisions, where existing approaches fall short, and what creates genuine purchasing intent.
- Build targeted outbound campaigns. Research relevant companies and decision-makers, build prospect lists, and execute thoughtful outreach through LinkedIn, email, and other relevant channels. Test messaging, value propositions, and outreach sequences.
- Develop qualified sales opportunities. Run discovery and sales calls, demonstrate Locus around the customer’s actual business problem, and progress suitable prospects through demos, trials, pilots, and commercial discussions. Work with the founder to convert opportunities into paying customers.
- Manage the pipeline and measure progress. Keep the CRM organised, follow up consistently, and track qualified opportunities, conversion rates, objections, and lost deals. Use the results to improve targeting and execution.
- Turn customer conversations into useful insights. Identify recurring needs, buying triggers, adoption barriers, and reasons prospects do or do not convert. Share clear recommendations with the founder to inform positioning, product priorities, and the sales process.
- Build a repeatable GTM playbook. Document what works across customer segments, messaging, outreach, qualification, and demos. Help improve sales materials and explore referral or partnership opportunities with consultants, agencies, and industry professionals when they support our core acquisition efforts.
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What We’re Looking For
Ideally, you have 2+ years of experience in B2B sales, business development, or hands-on GTM, with examples of generating qualified opportunities, running customer conversations, and helping convert prospects into paying customers.
You should bring:
- Practical experience with outbound prospecting, lead generation, and building or managing a B2B sales pipeline.
- Strong research and communication skills, including thoughtful outbound writing and confident conversations with business decision-makers.
- Comfort using LinkedIn, CRM platforms, prospecting tools, and sales intelligence platforms.
- The ability to learn a data-rich SaaS product and explain its value in straightforward, customer-relevant terms.
- An independent, organised working style, with the ability to test ideas, interpret results, and communicate what is and is not working.
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B2B SaaS or early-stage startup experience is particularly valuable. Experience in commercial real estate, PropTech, retail, franchising, site selection, GIS, or location intelligence is a bonus, not a requirement. We care more about evidence of how you think and execute than your previous job title.
What Success Looks Like
Success means generating qualified opportunities, helping win paying customers, and producing clear evidence about which segments, problems, messages, and channels work best.
We’ll assess commercial progress alongside the quality of customer insight, not outreach volume alone. Early priorities and targets will be agreed with the founder based on the engagement scope and what we learn.
Working Arrangement and Compensation
This is a remote freelance / contract role with direct founder collaboration and meaningful ownership of your work.
You’ll have flexibility over how you organise your time, with an agreed weekly commitment and availability for customer calls and regular founder check-ins. There is scope for responsibility to grow as we establish a more repeatable GTM approach.
The package includes a monthly base retainer plus uncapped commission on customer revenue attributable to your work. Commission eligibility, attribution, and payment terms will be agreed upfront.
Interested? Apply now.
See another way to contribute? Freelance GTM specialists, growth marketers, and potential referral or commercial partners are also welcome to get in touch. Share a short outline of how you could help Locus reach and win the right customers. We’re open to discussing separate performance-based or commission-only collaborations, with scope and terms agreed individually. These are distinct from the retainer-plus-commission role above.
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