Director GTM Strategy: Land, Expand & EcosystemLocation: US
Reporting to: VP, GTM Strategy & Operations
About the RoleAs the Director of GTM Strategy (Land, Expand & Ecosystem), you are the strategic architect of Showpad's growth engine. You own the "Front-End" of the revenue engine, ensuring our new business, expansion, and partner motions are optimized for scale. This is a "Product Management" style leadership role where your "product" is the sales motion itself. You define the benchmarks for success and identify the AI-driven interventions needed to help the field reach them. You lead a team of analysts and strategists while personally driving the strategic direction.
What You'll Do- Strategic Benchmarking: Define and set the performance benchmarks for the Land & Expand motions (e.g., Target CAC, LTV/CAC ratios, Partner-sourced pipeline %). You own the "Target" that the field is aiming for.
- Integrated Planning: Lead the annual and semi-annual planning cycles for the New Business, Expansion, and Partnership organizations, including capacity modeling and quota distribution.
- Agent Ideation & Scoping: Act as the "Field Scout" to identify high-friction manual tasks (e.g., prospecting research or partner lead routing). You define the "Job to be Done" and business logic for new AI Agents.
- Specialized Analysis: Own the "Last-Mile" analysis. Once the Insights team stabilizes a reporting tool, you perform deep-dives into territory health, partner attribution, and win/loss trends.
- UAT & Field Pilot: Lead User Acceptance Testing (UAT) for new AI tools. You run pilot groups with AEs and xDRs to ensure AI output is high-quality before global rollout.
- Enablement Partnership: Collaborate with the VP of Enablement on "Problem Discovery" to ensure S&O is solving the most pressing field friction points. You lead the strategic "Why" behind new tool rollouts.
- Ecosystem Integration: Act as the lead for the Partnerships team, defining how partners show up in territories, lead routing, and attribution models to ensure a "better together" motion.
- Stakeholder management: Become trusted advisor to Marketing, Sales and Finance leaders.
- Team Leadership: Lead, coach, and develop a team of GTM analysts and strategists. Set clear objectives, manage performance, and ensure your team is focused on the highest-impact work. You are the "player-coach"-you set the strategic direction and ensure your team has the skills and support to execute.
What You Bring- Experience: 8+ years in Sales/Revenue Operations, Management Consulting, or GTM Strategy. Experience in a high-growth, PE-backed SaaS environment (Vista-style) is a major plus. Proven track record of building and managing high-performing teams.
- Technical Literacy: Advanced proficiency in Salesforce (SFDC) and Excel/Google Sheets. Ability to translate business needs into technical requirements for an Engineering team.
- Strategic Thinking: Proven ability to design territory and quota models from scratch.
- Influence: Ability to challenge Sales and Partner leadership with data-backed insights while maintaining strong working relationships.
- People Leadership: Experience coaching, developing, and retaining top analytical talent. You know how to set direction and get out of the way.
