Director GTM Strategy: Land, Expand & Ecosystem
Location: US, EMEA
Reporting to: VP, GTM Strategy & Operations
Responsibilities
- Strategic Benchmarking: Define and set the performance benchmarks for the Land & Expand motions (e.g., Target CAC, LTV/CAC ratios, Partner‑sourced pipeline %). You own the "Target" that the field is aiming for.
- Integrated Planning: Lead the annual and semi‑annual planning cycles for the New Business, Expansion, and Partnership organizations, including capacity modeling and quota distribution.
- Agent Ideation & Scoping: Act as the "Field Scout" to identify high‑friction manual tasks (e.g., prospecting research or partner lead routing). You define the "Job to be Done" and business logic for new AI Agents.
- Specialized Analysis: Own the "Last‑Mile" analysis. Once the Insights team stabilizes a reporting tool, you perform deep dives into territory health, partner attribution, and win/loss trends.
- UAT & Field Pilot: Lead User Acceptance Testing (UAT) for new AI tools. You run pilot groups with AEs and xDRs to ensure AI output is high‑quality before global rollout.
- Enablement Partnership: Collaborate with the VP of Enablement on "Problem Discovery" to ensure S&O is solving the most pressing field friction points. You lead the strategic "Why" behind new tool rollouts.
- Ecosystem Integration: Act as the lead for the Partnerships team, defining how partners show up in territories, lead routing, and attribution models to ensure a "better together" motion.
- Stakeholder management: Become trusted advisor to Marketing, Sales and Finance leaders.
- Team Leadership: Lead, coach, and develop a team of GTM analysts and strategists. Set clear objectives, manage performance, and ensure your team is focused on the highest‑impact work.
Qualifications
- Experience: 8+ years in Sales/Revenue Operations, Management Consulting, or GTM Strategy. Experience in a high‑growth, PE‑backed SaaS environment (Vista‑style) is a major plus. Proven track record of building and managing high‑performing teams.
- Technical Literacy: Advanced proficiency in Salesforce (SFDC) and Excel/Google Sheets. Ability to translate business needs into technical requirements for an Engineering team.
- Strategic Thinking: Proven ability to design territory and quota models from scratch.
- Influence: Ability to challenge Sales and Partner leadership with data‑backed insights while maintaining strong working relationships.
- People Leadership: Experience coaching, developing, and retaining top analytical talent.
Benefits
- Paid parental leave, paid holidays (including Juneteenth), paid time off to vote, paid time off to volunteer at non‑profit organizations, personal development opportunities, and professional stretch assignments.
We are committed to creating a diverse and inclusive organization and are proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other dimensions of identity.
This organization participates in e‑verify.
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