We are seeking a highly experienced Chief Marketing Officer (CMO) to join our team as a consultant. The ideal candidate will provide strategic leadership and expertise in developing and executing innovative marketing strategies to drive growth and enhance brand presence. This role requires a deep understanding of market dynamics, consumer behavior, and digital marketing trends, with specific experience in B2B, SaaS, Fintech, and Regtech industries. Key Responsibilities Strategic Planning: Develop and implement comprehensive marketing strategies that align with the company's business goals and objectives. Market Analysis: Conduct market research and competitive analysis to identify opportunities and threats and adjust strategies accordingly. Brand Management: Oversee the development and management of the company's brand identity, ensuring consistency across all channels. Digital Marketing: Lead the execution of digital marketing campaigns, including SEO, PPC, social media, and content marketing. Performance Tracking: Establish key performance indicators (KPIs) and metrics to measure the effectiveness of marketing initiatives and make data-driven decisions. Team Leadership: Provide guidance and support to the marketing team, fostering a collaborative and high-performance environment. Stakeholder Communication: Collaborate with senior management and other departments to ensure alignment and integration of marketing strategies. Budget Management: Develop and manage the marketing budget, ensuring efficient allocation of resources and cost-effectiveness. Qualifications Experience: Proven experience as a CMO, VP of Marketing, or similar leadership role with a track record of successful marketing strategy development and execution. Experience in B2B, SaaS, Fintech, and Regtech industries is highly preferred. Education : Bachelor's degree in Marketing, Business Administration, or a related field. An MBA or advanced degree is a plus. Skills: Strong strategic thinking, analytical, and problem-solving skills and proficiency in digital marketing tools and platforms. Industry Expertise: Demonstrated experience in B2B marketing, with a strong understanding of SaaS, Fintech, and Regtech sectors. Leadership: Demonstrated ability to lead and inspire teams, manage multiple projects, and drive results. Communication: Excellent verbal and written communication skills, with the ability to present ideas clearly and effectively to various stakeholders.
Feb 02, 2025
Full time
We are seeking a highly experienced Chief Marketing Officer (CMO) to join our team as a consultant. The ideal candidate will provide strategic leadership and expertise in developing and executing innovative marketing strategies to drive growth and enhance brand presence. This role requires a deep understanding of market dynamics, consumer behavior, and digital marketing trends, with specific experience in B2B, SaaS, Fintech, and Regtech industries. Key Responsibilities Strategic Planning: Develop and implement comprehensive marketing strategies that align with the company's business goals and objectives. Market Analysis: Conduct market research and competitive analysis to identify opportunities and threats and adjust strategies accordingly. Brand Management: Oversee the development and management of the company's brand identity, ensuring consistency across all channels. Digital Marketing: Lead the execution of digital marketing campaigns, including SEO, PPC, social media, and content marketing. Performance Tracking: Establish key performance indicators (KPIs) and metrics to measure the effectiveness of marketing initiatives and make data-driven decisions. Team Leadership: Provide guidance and support to the marketing team, fostering a collaborative and high-performance environment. Stakeholder Communication: Collaborate with senior management and other departments to ensure alignment and integration of marketing strategies. Budget Management: Develop and manage the marketing budget, ensuring efficient allocation of resources and cost-effectiveness. Qualifications Experience: Proven experience as a CMO, VP of Marketing, or similar leadership role with a track record of successful marketing strategy development and execution. Experience in B2B, SaaS, Fintech, and Regtech industries is highly preferred. Education : Bachelor's degree in Marketing, Business Administration, or a related field. An MBA or advanced degree is a plus. Skills: Strong strategic thinking, analytical, and problem-solving skills and proficiency in digital marketing tools and platforms. Industry Expertise: Demonstrated experience in B2B marketing, with a strong understanding of SaaS, Fintech, and Regtech sectors. Leadership: Demonstrated ability to lead and inspire teams, manage multiple projects, and drive results. Communication: Excellent verbal and written communication skills, with the ability to present ideas clearly and effectively to various stakeholders.
Landytech is on a mission to revolutionize the way that investment managers, asset owners and their advisors access asset information. Powered by Sesame, an industry-leading investment reporting platform, we are helping clients in over 15 countries make informed investment decisions and deliver insights faster. The company is growing rapidly and it's an exciting time to join, having secured $12M in Series B funding in January 2023. In just four years, it has gone from two co-founders to a team of 100+ staff, with offices in London and Paris. At Landytech, we see diversity as our strength with a team from over 15 countries and 14 languages spoken. Team & Role We're looking for a VP Sales with B2B SaaS experience in a high-growth environment who will drive, own and be incentivised on the total new business revenue of Landytech. Having developed our award winning product Sesame, we are looking for an inspirational Sales Leader who will scale up our Sales Team to capitalize on the huge potential of our product and execute on our global vision. The SVP Sales will be an integral part of the our Senior Leadership Team. What We Are Looking For You will be developing and executing our Sales Strategy to ensure 100% per annum year on year new business growth You will be owning the company-level revenue targets for new business You will be building, hiring, coaching, motivating and leading our Sales Team including our Sales Executive, and Sales Operations departments You will be accountable for our Sales Team and ensure targets are met You will define our Go To Market strategy and playbooks to expand business across all B2B verticals You will be closing strategic sales of $100k acv plus You will be managing revenue operations and setting-up scalable sales processes to drive new business growth You will be partnering with marketing to align go-to-market message and execution You will be working closely with our product team to provide feedback from prospects and influence & shape our product offering Your Skills & Experience You have 5+ yrs experience in a B2B, enterprise software/could/SaaS sales roles, frequently closing deals of $100+K You have 2+ yrs of Senior Sales Leadership experience, building and leading sales teams for a disruptive SaaS technology from startup to scale up You have experience in defining a Sales Strategy and motivating teams to execute upon that strategy You have a proven track record in closing deals of at least $100K in ACV You have a track record in building, hiring, onboarding and ramping sales teams, constantly hitting quarterly targets, and you have a network of SDRs and Sales Executives who would be open to joining your new team You have proven success in developing and optimizing full sales cycle including inbound, outreach and new business closure to continuously improve our conversion ratio You have experience/knowledge of our target audience including Asset Managers, Family offices and Fiduciaries You have experience selling Front-to-Back Systems, PMS, OMS or Risk Management Systems You have a deep knowledge of asset managers and/or family offices and other financial institutions You have a good knowledge of financial services industry and the different financial products You have excellent sales and negotiation skills, with proven track record of achieving/exceeding your targets You have exceptional interpersonal skills and presence to build relationships and influence key partner stakeholders You have experience with Consultative Sales and CRM tracking tools, knowledge of Hubspot is a plus You have strong listening, consultative and presentation skills You speak fluent/native English, and fluent/native French is a plus Our Benefits An opportunity to work in a fast growing fintech revolutionizing investment reporting Hybrid style of work/WFH allowed depending on role Competitive salary base + 100% OTE & stock options package Private medical insurance with Bupa for you and your family members Pension Plan with NEST Cycle to Work Scheme and gym allowance Office food & drinks, regular socials If this sounds like you, we are looking forwards to your application!
Jan 29, 2025
Full time
Landytech is on a mission to revolutionize the way that investment managers, asset owners and their advisors access asset information. Powered by Sesame, an industry-leading investment reporting platform, we are helping clients in over 15 countries make informed investment decisions and deliver insights faster. The company is growing rapidly and it's an exciting time to join, having secured $12M in Series B funding in January 2023. In just four years, it has gone from two co-founders to a team of 100+ staff, with offices in London and Paris. At Landytech, we see diversity as our strength with a team from over 15 countries and 14 languages spoken. Team & Role We're looking for a VP Sales with B2B SaaS experience in a high-growth environment who will drive, own and be incentivised on the total new business revenue of Landytech. Having developed our award winning product Sesame, we are looking for an inspirational Sales Leader who will scale up our Sales Team to capitalize on the huge potential of our product and execute on our global vision. The SVP Sales will be an integral part of the our Senior Leadership Team. What We Are Looking For You will be developing and executing our Sales Strategy to ensure 100% per annum year on year new business growth You will be owning the company-level revenue targets for new business You will be building, hiring, coaching, motivating and leading our Sales Team including our Sales Executive, and Sales Operations departments You will be accountable for our Sales Team and ensure targets are met You will define our Go To Market strategy and playbooks to expand business across all B2B verticals You will be closing strategic sales of $100k acv plus You will be managing revenue operations and setting-up scalable sales processes to drive new business growth You will be partnering with marketing to align go-to-market message and execution You will be working closely with our product team to provide feedback from prospects and influence & shape our product offering Your Skills & Experience You have 5+ yrs experience in a B2B, enterprise software/could/SaaS sales roles, frequently closing deals of $100+K You have 2+ yrs of Senior Sales Leadership experience, building and leading sales teams for a disruptive SaaS technology from startup to scale up You have experience in defining a Sales Strategy and motivating teams to execute upon that strategy You have a proven track record in closing deals of at least $100K in ACV You have a track record in building, hiring, onboarding and ramping sales teams, constantly hitting quarterly targets, and you have a network of SDRs and Sales Executives who would be open to joining your new team You have proven success in developing and optimizing full sales cycle including inbound, outreach and new business closure to continuously improve our conversion ratio You have experience/knowledge of our target audience including Asset Managers, Family offices and Fiduciaries You have experience selling Front-to-Back Systems, PMS, OMS or Risk Management Systems You have a deep knowledge of asset managers and/or family offices and other financial institutions You have a good knowledge of financial services industry and the different financial products You have excellent sales and negotiation skills, with proven track record of achieving/exceeding your targets You have exceptional interpersonal skills and presence to build relationships and influence key partner stakeholders You have experience with Consultative Sales and CRM tracking tools, knowledge of Hubspot is a plus You have strong listening, consultative and presentation skills You speak fluent/native English, and fluent/native French is a plus Our Benefits An opportunity to work in a fast growing fintech revolutionizing investment reporting Hybrid style of work/WFH allowed depending on role Competitive salary base + 100% OTE & stock options package Private medical insurance with Bupa for you and your family members Pension Plan with NEST Cycle to Work Scheme and gym allowance Office food & drinks, regular socials If this sounds like you, we are looking forwards to your application!
Landytech is on a mission to revolutionize the way that investment managers, asset owners and their advisors access asset information. Powered by Sesame, an industry-leading investment reporting platform, we are helping clients in over 15 countries make informed investment decisions and deliver insights faster. The company is growing rapidly and it's an exciting time to join, having secured $12M in Series B funding in January 2023. In just four years, it has gone from two co-founders to a team of 100+ staff, with offices in London and Paris. At Landytech, we see diversity as our strength with a team from over 15 countries and 14 languages spoken. Team & Role We're looking for a VP Sales with B2B SaaS experience in a high-growth environment who will drive, own and be incentivised on the total new business revenue of Landytech. Having developed our award winning product Sesame, we are looking for an inspirational Sales Leader who will scale up our Sales Team to capitalize on the huge potential of our product and execute on our global vision. The SVP Sales will be an integral part of the our Senior Leadership Team. What We Are Looking For You will be developing and executing our Sales Strategy to ensure 100% per annum year on year new business growth You will be owning the company-level revenue targets for new business You will be building, hiring, coaching, motivating and leading our Sales Team including our Sales Executive, and Sales Operations departments You will be accountable for our Sales Team and ensure targets are met You will define our Go To Market strategy and playbooks to expand business across all B2B verticals You will be closing strategic sales of $100k acv plus You will be managing revenue operations and setting-up scalable sales processes to drive new business growth You will be partnering with marketing to align go-to-market message and execution You will be working closely with our product team to provide feedback from prospects and influence & shape our product offering Your Skills & Experience You have 5+ yrs experience in a B2B, enterprise software/could/SaaS sales roles, frequently closing deals of $100+K You have 2+ yrs of Senior Sales Leadership experience, building and leading sales teams for a disruptive SaaS technology from startup to scale up You have experience in defining a Sales Strategy and motivating teams to execute upon that strategy You have a proven track record in closing deals of at least $100K in ACV You have a track record in building, hiring, onboarding and ramping sales teams, constantly hitting quarterly targets, and you have a network of SDRs and Sales Executives who would be open to joining your new team You have proven success in developing and optimizing full sales cycle including inbound, outreach and new business closure to continuously improve our conversion ratio You have experience/knowledge of our target audience including Asset Managers, Family offices and Fiduciaries You have experience selling Front-to-Back Systems, PMS, OMS or Risk Management Systems You have a deep knowledge of asset managers and/or family offices and other financial institutions You have a good knowledge of financial services industry and the different financial products You have excellent sales and negotiation skills, with proven track record of achieving/exceeding your targets You have exceptional interpersonal skills and presence to build relationships and influence key partner stakeholders You have experience with Consultative Sales and CRM tracking tools, knowledge of Hubspot is a plus You have strong listening, consultative and presentation skills You speak fluent/native English, and fluent/native French is a plus Our Benefits An opportunity to work in a fast growing fintech revolutionizing investment reporting Hybrid style of work/WFH allowed depending on role Competitive salary base + 100% OTE & stock options package Private medical insurance with Bupa for you and your family members Pension Plan with NEST Cycle to Work Scheme and gym allowance Office food & drinks, regular socials If this sounds like you, we are looking forwards to your application!
Jan 17, 2025
Full time
Landytech is on a mission to revolutionize the way that investment managers, asset owners and their advisors access asset information. Powered by Sesame, an industry-leading investment reporting platform, we are helping clients in over 15 countries make informed investment decisions and deliver insights faster. The company is growing rapidly and it's an exciting time to join, having secured $12M in Series B funding in January 2023. In just four years, it has gone from two co-founders to a team of 100+ staff, with offices in London and Paris. At Landytech, we see diversity as our strength with a team from over 15 countries and 14 languages spoken. Team & Role We're looking for a VP Sales with B2B SaaS experience in a high-growth environment who will drive, own and be incentivised on the total new business revenue of Landytech. Having developed our award winning product Sesame, we are looking for an inspirational Sales Leader who will scale up our Sales Team to capitalize on the huge potential of our product and execute on our global vision. The SVP Sales will be an integral part of the our Senior Leadership Team. What We Are Looking For You will be developing and executing our Sales Strategy to ensure 100% per annum year on year new business growth You will be owning the company-level revenue targets for new business You will be building, hiring, coaching, motivating and leading our Sales Team including our Sales Executive, and Sales Operations departments You will be accountable for our Sales Team and ensure targets are met You will define our Go To Market strategy and playbooks to expand business across all B2B verticals You will be closing strategic sales of $100k acv plus You will be managing revenue operations and setting-up scalable sales processes to drive new business growth You will be partnering with marketing to align go-to-market message and execution You will be working closely with our product team to provide feedback from prospects and influence & shape our product offering Your Skills & Experience You have 5+ yrs experience in a B2B, enterprise software/could/SaaS sales roles, frequently closing deals of $100+K You have 2+ yrs of Senior Sales Leadership experience, building and leading sales teams for a disruptive SaaS technology from startup to scale up You have experience in defining a Sales Strategy and motivating teams to execute upon that strategy You have a proven track record in closing deals of at least $100K in ACV You have a track record in building, hiring, onboarding and ramping sales teams, constantly hitting quarterly targets, and you have a network of SDRs and Sales Executives who would be open to joining your new team You have proven success in developing and optimizing full sales cycle including inbound, outreach and new business closure to continuously improve our conversion ratio You have experience/knowledge of our target audience including Asset Managers, Family offices and Fiduciaries You have experience selling Front-to-Back Systems, PMS, OMS or Risk Management Systems You have a deep knowledge of asset managers and/or family offices and other financial institutions You have a good knowledge of financial services industry and the different financial products You have excellent sales and negotiation skills, with proven track record of achieving/exceeding your targets You have exceptional interpersonal skills and presence to build relationships and influence key partner stakeholders You have experience with Consultative Sales and CRM tracking tools, knowledge of Hubspot is a plus You have strong listening, consultative and presentation skills You speak fluent/native English, and fluent/native French is a plus Our Benefits An opportunity to work in a fast growing fintech revolutionizing investment reporting Hybrid style of work/WFH allowed depending on role Competitive salary base + 100% OTE & stock options package Private medical insurance with Bupa for you and your family members Pension Plan with NEST Cycle to Work Scheme and gym allowance Office food & drinks, regular socials If this sounds like you, we are looking forwards to your application!
At Verto, we're passionate about helping businesses in emerging markets reach the world. We believe that where you do business shouldn't determine how successful you are, or your ability to scale. Millions of companies a day have to juggle long settlement periods, high transaction fees, and issues accessing liquidity in order to trade with African businesses. We're on a mission to change this by creating equal access to easy payment and liquidity solutions that are already a given in developed markets. We're not alone in realising the opportunity and need to solve for emerging markets. We're backed by world-class investors including Y-Combinator, Quona, and MEVP, power payments for some of the most disruptive start-ups in the world, and have a list of accolades from leading publications including being voted 'Fintech Start Up of the Year' at Fintech Awards London 2022. Each year we process billions of dollars of payments and provide companies with solutions which help them to save money, automate processes, and grow, but we're only just getting started. We are looking for a Head of Commercial to join our senior leadership team . This is a key role to drive Verto's GTM strategy, accelerate growth, and scale our revenue operations. The Head of Commercial will oversee the Sales, Account Management, and Growth functions, working closely with the marketing team to drive alignment across all areas of the business. The role reports directly to the CEO. What you'll be doing: Revenue ownership : Develop and execute strategies across Sales, Growth, and Account Management to drive revenue growth globally. Team leadership : Lead and manage the Sales, Growth, and Account Management teams to ensure the effective execution of commercial strategies and goals. You will have direct responsibility for leading teams of 50+ and orchestrating significant ARR growth, ensuring sales productivity across diverse industry segments and markets. Performance analysis : Track key revenue metrics across the customer lifecycle, continuously optimising strategies to drive results with a strong ROI focus. Use data-driven insights to inform GTM strategies and optimise the sales process at every stage. Sales excellence : Lead the global Sales team, set clear targets, and ensure ambitious growth goals are met. You'll be responsible for formulating and refining the sales process to accelerate sales cycles and improve close-won rates across multiple tiers and geos. Collaboration with Marketing : Develop a close partnership with the Marketing team to ensure alignment on shared priorities, programs, KPIs and metrics to support formulation and execution of tightly-aligned, integrated go-to-market strategy. Marketing leadership is "opportunistically on the table" for the right candidate with prior experience leading a high-performing marketing team or a proven ability to closely collaborate with marketing teams to orchestrate accelerated growth. Customer growth : Enhance customer success by driving improvements in onboarding, adoption, and retention of Verto's products. You will also be responsible for increasing ACV with new customers and growing share of wallet with existing clients. Cross-functional collaboration : Partner with internal stakeholders to identify and execute on short-term and strategic revenue growth opportunities, promoting transparency and shared understanding of prospect and market needs. Create a feedback loop with product teams to share market trends, competitive insights and evolving requirements, and influence the product roadmap to maximise revenue growth Work with product development and product marketing to ensure sales teams are well-equipped to communicate key benefits and capabilities to customers. Scalable growth experience : Experience with pricing strategies, particularly in SaaS or fintech, and sales operations is highly beneficial. Who we're looking for: Proven experience growing ARR to $20M-$60M at high growth B2B scale-ups (50%-100% YoY growth) while leading and optimising performance of teams of 50+ people. At least 7 years of commercial leadership experience A track record of motivating, enabling, and leading senior sales leaders and their teams to continuous success. Skilled in leveraging data to shape GTM strategies and optimise the sales journey across all stages - from SDR outreach to deal closure. Experience deploying outcome-driven methodologies such as MEDIC or Command of the Message to improve sales performance. Ability to collaborate effectively with marketing, product, and operations teams to drive shared goals and KPIs, enhance customer acquisition, and maximise revenue growth. Proven ability to balance short-term sales targets with long-term sustainable growth, ensuring the creation of a scalable revenue flywheel. Experience working in emerging markets, particularly Africa, with a deep understanding of the nuances in selling to these regions. Strong ability to identify and unlock strategic partnerships to drive scalable, repeatable revenue streams. Data-driven, with experience using analytics to guide commercial strategy and decision-making. A customer-first mindset, with a natural ability to understand and anticipate customer needs and deliver value at every step of the customer journey. A bias for action: you drive immediate results while laying the groundwork for scalable, long-term growth. Hands-on, business-owner mentality: a willingness to get involved at all levels of the business, not just from a top-down management perspective. Excellent cross-functional communication skills, with the ability to influence diverse stakeholders. Experience in fintech, payments, or financial services is highly desirable. Ability to listen actively, celebrate successes, and take decisive action to course-correct when needed.
Jan 13, 2025
Full time
At Verto, we're passionate about helping businesses in emerging markets reach the world. We believe that where you do business shouldn't determine how successful you are, or your ability to scale. Millions of companies a day have to juggle long settlement periods, high transaction fees, and issues accessing liquidity in order to trade with African businesses. We're on a mission to change this by creating equal access to easy payment and liquidity solutions that are already a given in developed markets. We're not alone in realising the opportunity and need to solve for emerging markets. We're backed by world-class investors including Y-Combinator, Quona, and MEVP, power payments for some of the most disruptive start-ups in the world, and have a list of accolades from leading publications including being voted 'Fintech Start Up of the Year' at Fintech Awards London 2022. Each year we process billions of dollars of payments and provide companies with solutions which help them to save money, automate processes, and grow, but we're only just getting started. We are looking for a Head of Commercial to join our senior leadership team . This is a key role to drive Verto's GTM strategy, accelerate growth, and scale our revenue operations. The Head of Commercial will oversee the Sales, Account Management, and Growth functions, working closely with the marketing team to drive alignment across all areas of the business. The role reports directly to the CEO. What you'll be doing: Revenue ownership : Develop and execute strategies across Sales, Growth, and Account Management to drive revenue growth globally. Team leadership : Lead and manage the Sales, Growth, and Account Management teams to ensure the effective execution of commercial strategies and goals. You will have direct responsibility for leading teams of 50+ and orchestrating significant ARR growth, ensuring sales productivity across diverse industry segments and markets. Performance analysis : Track key revenue metrics across the customer lifecycle, continuously optimising strategies to drive results with a strong ROI focus. Use data-driven insights to inform GTM strategies and optimise the sales process at every stage. Sales excellence : Lead the global Sales team, set clear targets, and ensure ambitious growth goals are met. You'll be responsible for formulating and refining the sales process to accelerate sales cycles and improve close-won rates across multiple tiers and geos. Collaboration with Marketing : Develop a close partnership with the Marketing team to ensure alignment on shared priorities, programs, KPIs and metrics to support formulation and execution of tightly-aligned, integrated go-to-market strategy. Marketing leadership is "opportunistically on the table" for the right candidate with prior experience leading a high-performing marketing team or a proven ability to closely collaborate with marketing teams to orchestrate accelerated growth. Customer growth : Enhance customer success by driving improvements in onboarding, adoption, and retention of Verto's products. You will also be responsible for increasing ACV with new customers and growing share of wallet with existing clients. Cross-functional collaboration : Partner with internal stakeholders to identify and execute on short-term and strategic revenue growth opportunities, promoting transparency and shared understanding of prospect and market needs. Create a feedback loop with product teams to share market trends, competitive insights and evolving requirements, and influence the product roadmap to maximise revenue growth Work with product development and product marketing to ensure sales teams are well-equipped to communicate key benefits and capabilities to customers. Scalable growth experience : Experience with pricing strategies, particularly in SaaS or fintech, and sales operations is highly beneficial. Who we're looking for: Proven experience growing ARR to $20M-$60M at high growth B2B scale-ups (50%-100% YoY growth) while leading and optimising performance of teams of 50+ people. At least 7 years of commercial leadership experience A track record of motivating, enabling, and leading senior sales leaders and their teams to continuous success. Skilled in leveraging data to shape GTM strategies and optimise the sales journey across all stages - from SDR outreach to deal closure. Experience deploying outcome-driven methodologies such as MEDIC or Command of the Message to improve sales performance. Ability to collaborate effectively with marketing, product, and operations teams to drive shared goals and KPIs, enhance customer acquisition, and maximise revenue growth. Proven ability to balance short-term sales targets with long-term sustainable growth, ensuring the creation of a scalable revenue flywheel. Experience working in emerging markets, particularly Africa, with a deep understanding of the nuances in selling to these regions. Strong ability to identify and unlock strategic partnerships to drive scalable, repeatable revenue streams. Data-driven, with experience using analytics to guide commercial strategy and decision-making. A customer-first mindset, with a natural ability to understand and anticipate customer needs and deliver value at every step of the customer journey. A bias for action: you drive immediate results while laying the groundwork for scalable, long-term growth. Hands-on, business-owner mentality: a willingness to get involved at all levels of the business, not just from a top-down management perspective. Excellent cross-functional communication skills, with the ability to influence diverse stakeholders. Experience in fintech, payments, or financial services is highly desirable. Ability to listen actively, celebrate successes, and take decisive action to course-correct when needed.