Responsibilities

• Lead GTM strategy design for growth initiatives in new AI offerings, services and success motions, and customer engagement models
• Evolve the GTM operating model including role design, engagement playbooks, and handoffs across the customer lifecycle
• Architect the mid-to-long-term evolution of our GTM model through optimization of structure, segmentation, and coverage models across Revenue, CX and Partner teams
• Partner with GCO and CX leadership to shape investment theses and business cases for new or scaled motions (e.g., new PS/WSP offerings, proactive support models, scaled success)
• Define KPIs to measure impact, ROI, and adoption of CX strategic initiatives
• Craft compelling data models, insightful analytics, and executive-level presentations for strategic recommendations
• Assess market trends trends, competitive benchmarks and AI-driven advancements to inform GTM strategy choices
• Design and run pilots for new GTM motions, ensuring clear hypotheses, success metrics, feedback loops, and plans to transition from pilot to global scale
• Collaborate cross-functionally across GTM, Product, and Finance on execution

Requirements

• 12+ years in Enterprise SaaS GTM strategy or top-tier management consulting
• 8+ years of proven track record of taking a GTM strategy from design → pilot → global scale, including experience structuring experiments, measuring impact, and iterating based on results
• 8+ years of solid understanding of GTM interdependencies (Sales, Partners, Services, Success, Support, RevOps)
• 5+ years of experience with GTM OKRs and metrics including CX/post-sale metrics (e.g., NRR, NPS, CSAT, adoption, value realization)
• Strategic thinker with strong analytical, modeling, and problem-solving capabilities
• Strong executive presence; ability to influence senior stakeholders across functions
• Adaptable, impact-driven operator comfortable in fast-paced, ambiguous environments