Description
As a Director, GTM Strategy, you will define the multi-year GTM strategy, design high-impact GTM motions and levers, and build the 3-year operating model that connects market opportunity to revenue objectives, resource allocation, and execution pathways.
You will partner across Sales, Field Engineering, Marketing, Operations, Finance, Product, Business Intelligence & Insights (BII), Econometrics and Data Science to translate strategy into clear initiatives and resource investments aligned to measurable outcomes.
Key responsibilities include:
Defining the GTM strategy, setting strategic choices and trade-offs across segments, industries, regions, and partner ecosystems. Codifying strategic priorities into an annual portfolio of initiatives with owners, milestones, and success metrics. Building the 3-year operating model, revenue plan, productivity assumptions, coverage & capacity, investment envelopes, multi/cross-product sales penetration and scenario analysis. Developing strategic planning & competitor artifacts including market maps, growth theses, product-GTM alignment to inform where to play and how to win against the competition. Instrumenting leading indicators for strategy efficacy including pipeline source/mix, segment traction, motion adoption, velocity and conversion and recommending pivots based on signal. Designing GTM motions with clear hypotheses, target segments, investment offers, enablement needs, and measurement frameworks. Collaborating cross-functionally to connect strategy → enablement → programs → field execution; ensuring downstream operating cadence reflects up-front strategic choices.
Requirements include:
7–10+ years in GTM Strategy/Ops, Management Consulting, Corporate Strategy, or adjacent roles; experience in enterprise software or platform businesses preferred. Strong business skills and GTM knowledge, must have deep understanding of typical enterprise tech business models and GTM strategies across multiple disciplines including Field Sales, Indirect Sales, Shared Services, Marketing, Post-sales etc. A track record of consistently developing and executing integrated GTM strategies to deliver excellent results, even in challenging and ever-changing environments. Demonstrated success in segmentation, coverage, and capacity planning, GTM motion design, and building multi-year operating models with scenario analysis. Analytical, data-driven operator; comfortable with modeling, executive synthesis, and turning insights into decisions; familiarity with ROI, CAC, and HC planning. Executive communication and stakeholder management; able to frame complex choices, facilitate trade-offs, and drive alignment at senior levels. Strong program design skill set with hypothesis-led experimentation and measurable outcomes; SQL/BI proficiency a plus. Lead thoughtful, creative and rigorous analysis (e.g., market sizing, coverage model analysis, business models) to synthesize insights and provide recommendations to GTM leadership.
Pay Range Transparency: The pay range for this role is $234,200-$322,100 USD.