Responsibilities

• Develop a deep, ongoing understanding of the IT buyer through customer conversations, sales calls, win/loss analysis, product usage, competitive research and funnel data, using those insights to continuously reshape the GTM strategy
• Own high-leverage growth programs for Rippling IT from problem diagnosis and buyer insight through testing, measurement, and scaled rollout
• Turn validated IT buyer and product insights into coordinated growth plays across acquisition, cross-sell, SDR, lifecycle, field, partner, and product launch channels
• Build AI-native, technically sophisticated GTM workflows across prospecting, audience building, enrichment, personalization, experimentation, routing, and campaign automation
• Identify funnel and pipeline bottlenecks, then partner with RevOps, BizOps, GTM engineering, marketing, and sales to remove them
• Partner with cross-sell marketing to develop plays that convert HR and Finance customers into IT customers
• Partner with product marketing and demand generation on launches for an ambitious roadmap of path-breaking IT products
• Move fluidly between strategy and execution: build the model, write the brief, inspect the data, pressure-test the message, and push the work across the finish line
• Make the central IT GTM team more effective by creating repeatable systems, playbooks, and experiments that can scale 10x across many areas

Requirements

• Experience in growth, GTM engineering, growth marketing, BizOps, RevOps, or another technical growth role at a high-growth B2B company; exact title matters less than demonstrated range and impact
• Strong technical fluency and comfort using data, AI, automation, and modern GTM tooling to build scalable systems, not just dashboards or recommendations
• A track record of identifying growth opportunities, prioritizing effectively, shipping experiments or programs, and scaling what works across teams
• Excellent analytical judgment, with the ability to go deep without getting trapped in analysis or local optimization
• Strong cross-functional influence: you can get work done through people you do not directly manage across sales, marketing, ops, product, and leadership
• High clock speed, low ego, and a bias toward action in ambiguous, fast-changing environments
• A clear, demonstrated point of view on AI in GTM, not as a buzzword, but as something you're using daily to change how growth work gets done