VP, GTM Transformation – Hybrid

VP, GTM Transformation

Job Summary

The Vice President of GTM Transformation will play a pivotal role within the Revenue Operations function, reporting directly to the SVP Revenue Operations. This strategic leader will drive the Go-To-Market (GTM) Transformation agenda, optimizing processes, technologies, and mindsets to achieve the objectives. The ideal candidate will possess significant experience in digital transformation within a technology sector, demonstrating a proven track record of influencing strategy, enabling value streams, and architecting future-state operating models.

Responsibilities

GTM Transformation & Program Execution

1. Define and implement the vision and strategy for digital transformation within a product operating model.
2. Align the value stream initiatives (led to opportunity & post-sale) with the overall business goals and technology strategy.
3. Act as the primary representative and subject matter expert for GTM transformation within Revenue Operations and on behalf of the wider CRO leadership team, including Marketing, Sales, and Customer Success.
4. Collaborate with senior leadership to align GTM transformation initiatives with overarching business goals and strategic objectives.
5. Architect the GTM technology platform(s) to support the future state go-to-market operating model, specifically architecting for different routes to market (i.e., channel) and new products.
6. Oversee and ensure the successful management of third-party suppliers, ensuring all contractual terms are met from RFI through RFP to final delivery, aligning their efforts with organizational objectives to mitigate risks and drive project success.
7. Partner with value stream owners.
8. Collaborate with other transformation leaders to align GTM initiatives with the overall strategic objectives.
9. Provide expert insights to ensure GTM initiatives are effectively integrated and optimized within the broader enterprise transformation efforts.

Operational Enablers

1. Partner with key stakeholders to redefine the underlying data foundations and requirements.
2. Rationalize product/service hierarchies and design robust enterprise/account structures to support scalable operations over the long term.
3. Drive the adoption of best practices and innovative solutions to enhance operational efficiency and effectiveness.
4. Enable the channel integration strategy aligning partners into the new processes.
5. Launch GTM governance forums ensuring process/system integrity and aligned decision-making.
6. Partner to IT & CTO and has voice of CRO.

Thought leader and influencer across CRO

1. Be a thought leader across the enterprise and CRO e.g., customer care, marketing, commercial and sales.
2. Lead efforts to transform mindsets and guide stakeholders through the GTM transformation journey.
3. Foster a culture of innovation through effective comms and engagement. Drive buy-in and reduce resistance by demonstrating value and promoting an agile, collaborative, and forward-thinking environment.
4. Mentor & motivate leaders; provide leadership and direction to achieve team engagement.
5. Model the company culture and values.

Qualifications

1. Extensive experience in Salesforce CRM platform and adjacent technologies.
2. Extensive experience / 15+ years of experience in GTM transformation and/or Revenue Operations or similar experience, including tech stack.
3. Proven ability to design and deliver complex, cross-functional transformation programs.
4. Substantial experience in Field Operations, managing Sales, Customer Success, or Commercial teams, or similar relevant experience.
5. Demonstrated ability to think strategically and translate high level strategy goals into tactical plans for supported teams.
6. Experience working in a fast paced, dynamic, entrepreneurial environment.
7. Experience influencing senior stakeholders across different functional groups.
8. Experience partnering with multiple stakeholders, building relationships across the organization.
9. Experience of change management and driving strategic change.

Skills

1. Bachelor’s degree preferred or equivalent experience.
2. Proven ability to support and influence senior leaders, middle management and individual contributors.
3. Regional business management – able to understand regional dynamics and requirements of focus markets.
4. Proven ability to build efficiency focused, collaborative teams, develop people and prioritize activities that have the highest impact to supported field teams.
5. Ability to deliver results in a large, matrixed environment comprising a broad range of internal stakeholders.
6. Ability to collaborate with and influence stakeholders across the organizational ladder to drive behavioral change and implementation of initiatives.
7. Excellent communication, analytical and problem-solving skills.
8. Demonstrates the critical competences of transformation leadership.

The United States targeted pay range for this position in the following location is / locations are:

1. San Francisco, CA / Bay Area: $213,000 to $373,000 per year.