Responsibilities

• Cross-Functional GTM Orchestration: Lead alignment across all revenue-impacting functions, including Product & R&D, Product Marketing, Field Marketing, Partner Marketing, Sales & Pre-Sales, Enablement, Customer Success and Professional Services, Value Realization / ROI teams, Competitive Intelligence
• Ensure all disciplines contribute to a complete A-to-Z GTM motion — not isolated deliverables — and create and enforce a structured process for bringing products to market, from innovation through field execution
• Product Commercialization Ownership: Definition and validation of the value proposition; Development of clear, differentiated positioning; Delivery of complete GTM packages, including messaging, sales narratives, competitive positioning, enablement materials, and customer-facing collateral; Ensuring that sellers receive everything required to effectively sell a solution — not partial or fragmented inputs
• Field Enablement and Execution Readiness: Ensure that Sales teams understand the when, why, and how to sell each product; Pre-sales teams are equipped with technical depth and demo capabilities; Enablement programs are aligned and relevant to real-world selling scenarios; Proactively identify opportunities to sharpen field knowledge, clarify messaging, strengthen technical support, and deepen competitive positioning; Drive accountability to ensure sales teams are always equipped with the enablement they need to perform at their best
• Competitive Intelligence Integration: Partner with competitive intelligence teams to continuously monitor key competitors; Translate insights into actionable frontline guidance; Rapidly propagate competitive changes into messaging, enablement, and field marketing narratives; Equip sellers to respond to real-time competitive pressures; Feed field-identified competitive gaps back into product and marketing
• Feedback Loop Creation and Systemization: Establish formal mechanisms for capturing field insights — wins, losses, objections, and execution gaps; Feeding those insights into product development, marketing strategy, and messaging; Building scalable, repeatable systems to capture and propagate field learnings across the organization; Propagating learnings consistently across the organization
• Organizational Influence and Change Leadership: Act as a senior cross-functional change agent; Drive alignment across teams with different KPIs, goals, and incentives; Challenge and improve outputs from any function when necessary — messaging, content, positioning; Apply executive-level influence to drive accountability, break down silos, and enforce standards; Serve as a single-threaded owner for GTM effectiveness across assigned domains
• Portfolio Ownership (GTM Streams): Own a defined set of products or solution areas; Scale responsibility based on strategic importance, market complexity, and revenue impact; Balance depth vs. breadth across high-priority growth areas and the broader product portfolio
• Operating Model: Authority: Significant cross-functional influence across the organization; Orientation: Operates horizontally across the organization, not vertically within a single team; Function: Acts as the heliostat controller — aligning all functional mirrors toward a single output: successful field execution and revenue generation
• Key Success Metrics: Increased sales productivity and win rates; Improved field readiness and adoption of new products; Reduced time-to-market for new capabilities; Higher consistency and quality of GTM messaging; Measurable improvements in competitive positioning effectiveness; Strong, repeatable feedback loops influencing product and strategy

Requirements

• Senior executive with deep experience across multiple disciplines: Sales, Marketing, Product, Pre-Sales
• Strong operational and strategic acumen across complex, matrixed organizations
• Track record of building GTM systems and processes in dynamic, high-growth environments
• Capabilities: Proven ability to influence without authority and drive cross-functional alignment
• Skilled at leading complex organizational change across teams with competing priorities
• High credibility with field sales teams, product organizations, and marketing leaders
• Comfortable operating in ambiguous, unstructured environments