GTM Methodology Lead

Job Posting

We are seeking a highly experienced GTM Methodology Lead to own the global rollout, adoption, and scale of our core revenue methodologies, including MEDDPICC and Command of the Message (CoM), across Sales and Post-Sales at Synthesia.

Responsibilities

Methodology Ownership & Strategy

• Own the vision, strategy, and roadmap for MEDDPICC and Command of the Message adoption across global revenue teams.
• Develop and institutionalize a shared GTM language tailored specifically to Synthesia — aligning Sales, Post-Sales, and leadership around common definitions, inspection standards, and execution expectations.
• Define clear success metrics tied to pipeline quality, win rates, deal velocity, expansion, and forecast accuracy.
• Act as the internal authority on revenue methodology best practices.

Global Rollout & Enablement

• Design and deliver scalable training programs, workshops, and coaching sessions for both new hires and tenured team members across Sales and Post-Sales.
• Lead global rollouts across regions and segments, ensuring consistent execution standards.
• Develop certification frameworks and reinforcement programs to drive long-term behavioral adoption.
• Partner with the broader enablement team to embed MEDDPICC and Command of the Message into all onboarding and ongoing enablement initiatives.

Reinforcement & Operationalization

• Partner with RevOps to embed MEDDPICC and CoM into CRM workflows, deal reviews, QBRs, forecasting processes, and account planning.
• Standardize inspection frameworks and coaching guides for frontline managers.
• Ensure methodology principles extend beyond new logo acquisition into renewals, expansions, and strategic account growth.
• Drive consistency in deal strategy and inspection across the revenue organization.

Cross-Functional Alignment

• Collaborate with Product Marketing to align messaging, positioning, and value narratives with Command of the Message principles.
• Align with Customer Success leadership to embed qualification and value frameworks into post-sale motions.
• Act as a trusted advisor to senior revenue leaders on methodology adherence, performance impact, and revenue quality.

Measurement & Continuous Improvement

• Establish KPIs and dashboards to measure adoption, quality, and effectiveness.
• Conduct regular audits of deal quality and methodology application.
• Continuously refine training content, reinforcement strategies, and coaching programs based on performance insights.
• Drive ongoing iteration as the business scales.

Requirements

• 6–8+ years in revenue enablement, sales leadership, or GTM strategy roles within high-growth B2B SaaS organizations.
• Deep, hands-on expertise in MEDDPICC and Command of the Message, with proven experience leading enterprise-scale rollouts.
• Demonstrated success improving win rates, deal velocity, expansion performance, and forecast accuracy.
• Experience building and scaling a shared revenue language across cross-functional GTM teams.
• Proven ability to embed methodologies into CRM systems, operating rhythms, and inspection frameworks.
• Strong executive presence with the ability to influence senior stakeholders.
• Exceptional facilitation, coaching, and change management skills.
• Data-driven mindset with the ability to translate insights into actionable enablement strategies.