Director, GTM Strategy

San Francisco, CA - USA

Monthly Salary: Not Disclosed

Posted on: 12 hours ago

Vacancies: 1 Vacancy

Job Summary

Req ID: SLSQ127R536

The Director GTM Strategy defines the multi-year GTM strategy designs high-impact GTM motions and levers and builds the 3-year operating model that connects market opportunity to revenue objectives resource allocation and execution pathways. They 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.

What Youll Do

Combine your core strategy toolkit (framing/structure hypothesis-driven approach data-driven insight best practices) with business judgment to directly lead and deliver major GTM initiatives including:

Define the GTM strategy set strategic choices and trade-offs across segments industries regions and partner ecosystems. Oversee GTM resourcing implementing robust frameworks to analyze investment effectiveness and continuously optimizing GTM investments for maximum revenue generation and clear ROI.
Codify strategic priorities into an annual portfolio of initiatives with owners milestones and success metrics; drive alignment via executive-ready narratives and decision forums.
Build the 3-year operating modelrevenue plan productivity assumptions coverage & capacity investment envelopes multi/cross-product sales penetration and scenario analysis.
Develop strategic planning & competitor artifacts including market maps growth theses product-GTM alignment to inform where to play and how to win against the competition.
Instrument leading indicators for strategy efficacy including pipeline source/mix segment traction motion adoption velocity and conversion and recommend pivots based on signal.
Design GTM motions with clear hypotheses target segments investment offers enablement needs and measurement frameworks.
Collaborate cross-functionally to connect strategy enablement programs field execution; ensure downstream operating cadence reflects up-front strategic choices.

Requirements

710 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.
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

Required Experience:

Director

Req ID: SLSQ127R536The Director GTM Strategy defines the multi-year GTM strategy designs high-impact GTM motions and levers and builds the 3-year operating model that connects market opportunity to revenue objectives resource allocation and execution pathways. They will partner across Sales Field En...

Req ID: SLSQ127R536

What Youll Do

Define the GTM strategy set strategic choices and trade-offs across segments industries regions and partner ecosystems. Oversee GTM resourcing implementing robust frameworks to analyze investment effectiveness and continuously optimizing GTM investments for maximum revenue generation and clear ROI.
Codify strategic priorities into an annual portfolio of initiatives with owners milestones and success metrics; drive alignment via executive-ready narratives and decision forums.
Build the 3-year operating modelrevenue plan productivity assumptions coverage & capacity investment envelopes multi/cross-product sales penetration and scenario analysis.
Develop strategic planning & competitor artifacts including market maps growth theses product-GTM alignment to inform where to play and how to win against the competition.
Instrument leading indicators for strategy efficacy including pipeline source/mix segment traction motion adoption velocity and conversion and recommend pivots based on signal.
Design GTM motions with clear hypotheses target segments investment offers enablement needs and measurement frameworks.
Collaborate cross-functionally to connect strategy enablement programs field execution; ensure downstream operating cadence reflects up-front strategic choices.

Requirements

710 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.
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

Required Experience:

Director