Job SummaryThe Director, GTM Strategy & Market Intelligence is accountable for accounts, markets, verticals and opportunities which deserve focused commercial energy. This role defines the targeting logic, maintains the intelligence infrastructure, and governs the go/no-go gate that protects scarce expert resources
Primary Job ResponsibilitiesAccount Segmentation
- Own and maintain the US account segmentation model across three tiers: Foundation, Transform CX, and Tactical
- Ensure segmentation is reflected in Salesforce and used consistently by BD and AM teams
- Coordinate with RevOps to ensure tier data is embedded in pipeline and reporting views
- Deliver Account segmentation model - documented, Salesforce-embedded, updated annually
Ideal Customer Profile (ICP)
- Define and maintain ICP criteria by vertical - size, complexity, transformation appetite, strategic fit. Responsible for ICP scoring models by vertical - live in Salesforce, reviewed quarterly
- Translate ICP into a scoring model embedded in Salesforce (in coordination with RevOps
- Review ICP performance quarterly - adjust based on win/loss patterns and market shifts
- Provide ICP guidance to BD, AM, and Marketing to align sourcing and outreach
Market & Competitive Intelligence
- Build and maintain market intelligence on Regional/Country priority verticals and geographies
- Monitor competitor positioning, pricing signals, and win/loss patterns
- Produce account intelligence packs for Foundation-tier pursuits - live, structured documents
- Provide competitive battlecard inputs by vertical (content owned jointly with Enablement)
- Feed intelligence outputs to VP GTM, Sales Enablement & Strategic Deals, and Solutions Director
Go/No-Go Gate
- Owns the go/no-go gate framework - criteria, scoring, process, and decision log, reviewed monthly with VP GTM
- Facilitate gate reviews on all opportunities above threshold
- Produce gate recommendations for VP GTM - with supporting data and rationale
- Maintain the gate decision log (approved, declined, deferred) - reviewed monthly
- Ensure gate outcomes are reflected in Salesforce opportunity status
GTM Programs & Sourcing Performance
- Design and track GTM programmes by vertical - proactive sourcing, campaign logic, channel mix
- Monitor pipeline sourcing performance across five channels (outbound, inbound, partner, referral, renewal-led expansion)
- Report GTM programme status at the monthly Operating Council
- Coordinate with Marketing on demand generation alignment and MQL quality
General
- Protect company assets, systems, proprietary and confidential information in accordance with Foundever Associate Agreement.
Proactively report actual or suspected ethics and compliance violations, vulnerabilities, security incidents and breaches in the confidentiality, integrity or availability of Information assets as per the Company's policy
Qualifications- 4-year degree in related field; advanced degree preferred
- 8-12+ years in GTM strategy, commercial strategy, sales strategy or market intelligence in a B2B enterprise environment
- Demonstrated experience designing account segmentation models and ICP framework
- Strong analytical capability - able to translate market and pipeline data into clear strategic recommendations
- Experience facilitating investment prioritisation decisions (gate reviews, portfolio allocation) in a complex organisation
- Comfortable influencing senior commercial leadership without direct authority
- BPO, managed services or outsourcing sector experience
- Experience operating across multiple US markets simultaneously
- Familiarity with intent data tools, Salesforce-based scoring models, or competitive intelligence platforms
- Cross-region collaboration experience i.e. US 14 US, US 14 EMEA
- Intellectually curious - continuously scanning for signals others miss
- Decisive - able to produce clear recommendations from incomplete data
- Rigorous - does not let urgency override analytical quality
- Collaborative - builds trust with BD, AM, and Enablement teams
Pre-employment RequirementsOffers of employment are conditional and require that you complete and pass a criminal background check that reviews all criminal activity in every area of residence for the last seven years.
