Senior Director, GTM Strategy and Sales Operations

The Sr. Director, GTM Sales Operations will report to the VP, Sales Operations and partner closely with our Chief Revenue Officer. The Sr. Director, GTM Sales Operations is a highly visible role across the organization and will play a key part in shaping and executing our Sales Go-To Market (GTM) strategy. This role will collaborate with stakeholders across our global GTM functions and the broader cross functional organization to identify optimization opportunities and gaps, provide solutions and be responsible for project management and execution on priorities.

Starting from our overall Sales GTM strategy as defined by the CRO the Sr Director, GTM Sales Operations will support Competitive strategy and intelligence, Industry/vertical strategy and sales process support, improving conversion rates, time to sale, segmentation of teams and global efforts, and new geographical expansion.

You will help drive market insights and inform and execute on changes related to key market factors, and performance insights. You will also be involved in annual planning and support towards achieving short term and longer term growth plans. This role will implement process changes and will be responsible for communications and coordination for enablement training across the Sales GTM organization to ensure internal alignment and an optimized approach to selling Tipalti products.

In this role, you will be responsible for:

• Identify gaps and optimization opportunities across our GTM divisions using quantitative and qualitative insights to then define, drive and execute on the strategic solutioning. Such examples include and not limited to improving conversion, time to sale, competitive win rates, segmentation of teams and global rollouts of solutions, verticalization efforts, new global geo expansion.
• Define metrics and leading indicators of business performance to understand trends, and proactively identify areas of opportunity and risk.
• Develop recommendations for leadership on strategic resource allocation decisions, return on investment frameworks, and GTM Competitive strategy.
• Partner closely with Sales, Marketing, Finance and Operations to set the strategic goals, create plans, and execute on Key initiatives.
• Enhance Sales knowledge base by collaborating with Sales Enablement and other GTM roles to create, update and centralize documentation used by the Sales organization taking into account the different needs between various departments within sales.
• Ownership of all AI initiatives related to GTM strategies to improve efficiency and effectiveness, including vendor reviews, piloting, ROI analysis.
• Communicate effectively with Executives and Sr. Leaders to influence strategic decision-making, presenting complex data in a consumable format.
• Own and refine the Sales Productivity model, socializing with key stakeholders, to support planning and actuals of effectiveness of field resources.
• Your scope will encompass leadership go-to-market motions which includes all new, expansion revenue and bookings data, marketing and unit economic analytics - spanning our holistic solution offering.
• Collaborate with leadership to identify knowledge and skills gaps across the GTM teams, and build strategies and build one-time insights into repeatable analysis.
• Drive competitive intelligence and strategy definition across core industry verticals, including quarterly market insights to be actioned as needed by other functions across GTM and Product.
• Responsible for driving and project managing ad hoc sales projects as needed.

About you:

• Undergraduate degree in finance, accounting or business, or equivalent experience. MBA or advanced degree is a plus.
• 12+ years’ related sales, go-to-market strategy experience, preferably in a high growth mid market fintech environment.
• Proven strong project and time management experience.
• Demonstrated experience leading and motivating a team of direct and indirect reports and leading sophisticated high-impact and high-visibility initiatives, delivering on operational objectives/outcomes.
• Proactive, self-motivated and detail-oriented team leader and coach.
• GSD (Get Stuff Done) Mentality - Entrepreneurial: Independent, bias to action, able to operate in a fast pace environment and demonstrated ability to develop cross-functional collaboration and influence over solutions to achieve shared results.
• Ability to build and drive new ways of working, eventually optimizing for continued efficiency, scalability, and agility.
• Analysis data to make informed recommendations and derive actionable plans. Develop and maintain a deep understanding of processes and product domain.
• Ability to transform Data general strategic direction and develop and executive on project plans with cross functional support from stakeholders.
• Build trusted relationships and partnerships with internal and external teams and individuals, and engage with all levels in an organization, from C-Level to front-line.
• Proficient at Developing Exec Level Presentation content and summaries.

Our benefits package includes:

• Hybrid working model that requires you to be in the Foster City office on Monday, Tuesday, and Thursday.
• Competitive salary and stock options.
• Matching 401K.
• Extended benefits, Employee Assistance Program, life insurance, AD&D, LTD.
• 15 days of PTO.
• Free lunch on office days.
• Fresh fruit, snacks & drinks in office.
• Dog friendly office on Thursdays.
• Phone/internet allowance.
• Regular company-wide social events.
• Multiple ERG groups celebrating our diversity and creating an inclusive culture.

Anticipated base salary range for this position: USD $225,000 - $275,000. Variable pay rate will be paid in addition to the base salary noted.