Position OverviewThe
GTM Strategic Initiatives Lead designs and runs the operating system that helps Sales execute consistently and scale efficiently. With Sales as the primary "end customer," this role turns GTM strategy into durable initiatives, enablement, process, and tooling that improve rep productivity, pipeline conversion, forecasting accuracy, and retention/expansion outcomes.
This role serves as the cross-functional program owner across Sales, RevOps, Marketing, Finance, Product, and Engineering-building repeatable motions (e.g., new product launches, packaging/pricing rollouts, territory and coverage changes) and the change-management backbone that makes them land in the field. Success looks like: clear decisions, tight execution, measurable adoption, and sustained performance improvements.
Core Pillars of Responsibility1) GTM Program Management (End-to-End Ownership)- Own the end-to-end program lifecycle for strategic GTM initiatives: define the problem, align stakeholders, build the plan, run execution, measure impact, and operationalize what works.
- Translate leadership priorities (e.g., new segments, new products, new channels, pricing/packaging changes) into sequenced program roadmaps with milestones, owners, risks, and decision points.
- Establish a standardized launch framework for Sales-facing initiatives (readiness, enablement, comms, instrumentation, and post-launch review).
2) Sales-First Operating Rhythm & Field Enablement- Build and maintain a cross-functional operating cadence that keeps the field aligned: GTM planning rituals, initiative reviews, launch readiness checkpoints, and decision-making forums.
- Partner with Sales Enablement and frontline leaders to convert strategy into field-ready artifacts: plays, talk tracks, qualification and discovery frameworks, battlecards, objection handling, and deal desk workflows.
- Create adoption loops: define what "good" looks like, monitor usage, capture feedback from the field, and iterate quickly.
3) GTM Strategy Execution, Launch Readiness, and Feedback Loops- Translate GTM strategy into clear "plays" and execution plans that span product, marketing, and sales-connecting positioning, packaging/pricing, and routes-to-market into one coherent motion.
- Partner with Product, Marketing, and Customer Success to ensure launches are field-ready: messaging, enablement, asset readiness, rollout sequencing, and support coverage.
- Build closed-loop feedback mechanisms from the field and customers back into roadmap and go-to-market iteration (win/loss insights, qualitative field feedback, adoption signals).
4) Initiative Impact Measurement- Create measurement frameworks for GTM initiatives: adoption metrics, leading indicators, and business outcomes (pipeline, conversion, ACV, retention, time-to-first-value, rep ramp, cycle time).
- Run post-launch performance reviews and recommend improvements (positioning tweaks, enablement refreshes, sequencing adjustments, or cross-functional resourcing changes).
- Build early-warning dashboards to detect breakdowns in execution (e.g., low play adoption, weak signal coverage, inconsistent messaging, stalled rollouts).
5) Cross-Functional Alignment & Change Management- Drive alignment across Sales, Marketing, Finance, Product, and Engineering on initiative scope, trade-offs, and sequencing-ensuring the field gets one coherent message and one clear motion.
- Own change management for Sales-facing shifts (process, product, pricing/packaging): comms plan, training plan, support model, and escalation paths.
- Act as the connective tissue between frontline feedback and roadmap/process iteration-closing the loop so programs get better over time.
What Success Looks Like (First 6-12 Months)- A repeatable GTM program framework is in place, with consistent launch quality and clear ownership.
- The field has clearer plays and more predictable launch experiences (fewer "surprise" changes; higher readiness and adoption).
- Measurable improvements in adoption and productivity (rep ramp, pipeline quality, cycle time, forecast accuracy).
- Strong cross-functional execution cadence, with fewer "surprise" launches and more predictable field outcomes.
Qualifications & Experience- Experience: 7+ years leading cross-functional GTM programs in Revenue Operations, Sales Operations, Program Management, or Management Consulting (GTM-focused).
- Sales-first mindset: Strong empathy for the field; proven ability to translate Sales pain points into scalable solutions and sustained behavior change.
- Program leadership: Demonstrated track record delivering complex initiatives across multiple teams, with crisp planning, stakeholder management, and accountability.
- Systems & data fluency: Comfort partnering with technical teams on CRM/CPQ and data integrations; ability to reason about end-to-end commercial data flows.
- Analytical rigor: Ability to define success metrics, build instrumentation, and communicate impact clearly to leadership.
- Influence & communication: Exceptional written/verbal communication and the ability to align senior stakeholders without direct authority.
Base Salary: $165,000-200,000
Compensation Philosophy:We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks. Actual compensation and offerings will vary based on role, level, and location. Team members in the EU, UK, and APAC receive locally competitive benefits aligned with regional norms and regulations.
BenefitsBenefits include medical, dental, and vision coverage, flexible vacation, a 401(k) plan, meals on in-office days in the US and more.
