Tricentis
GTM Strategy & Growth Director
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GTM Strategy & Growth Director
About the Opportunity
Join a high-growth, pre-IPO software company at a pivotal moment in its trajectory. As GTM Strategy & Growth Director, you'll report directly to the VP, Global Revenue Operations & GTM Strategy and partner with C-suite executives to shape the company's go-to-market strategy and growth roadmap. This is a highly visible, global role where your work will directly influence board-level decisions and company direction.
What You'll Do
- Market Segmentation & Strategic Prioritization: Own and continuously refine the company’s segmentation framework, defining distinct customer groups based on use case, buying behavior, SAM, and structural attractiveness. Evaluate each segment across growth potential and right-to-win to determine where the company should focus investment.
- Right-to-Win Levers: Articulate differentiated right-to-win levers for target segments based on structural advantages such as product-market fit, ecosystem partnerships, customer proof points, pricing power, and execution capability. Assess competitive intensity, buyer decision criteria, and internal performance data to determine where we have demonstrable advantage versus aspirational ambition.
- GTM Direction Setting: Translate segmentation analysis into explicit GTM guidance — clearly defining where we lead through direct sales, scale via partners, pursue opportunistically, or intentionally deprioritize to maximize focus and return on capital.
- Coverage Model & Growth Architecture: Design and optimize the GTM coverage model across direct, partner, and hybrid channels. Allocate cross-functional resources to priority segments to maximize win probability, revenue concentration, and long-term economic return while structurally reducing cost of sale.
- Coverage and Productivity Modelling: Partner with Finance, Sales Ops, and Sales leadership to develop scalable capacity, territory, and productivity models that align hiring plans and partner strategy with segment priorities and growth ambition.
- Executive Decision Support & Strategic Planning: Translate market analysis, competitive intelligence, and performance data into board-ready growth scenarios and investment recommendations. Set the strategic agenda for executive decision-making by synthesizing complex analysis into clear, actionable direction.
- Cross-Functional Orchestration & Governance: Ensure strategic prioritization converts into coordinated execution across Sales, Marketing, Product, Partnerships, and regional teams. Establish KPIs and governance mechanisms that track growth by segment, win rates, and capital efficiency, reinforcing organizational focus and commercial discipline.
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What You'll Bring
Required:
- 8+ years of experience in top-tier strategy consulting (MBB or equivalent strongly preferred), with additional industry experience a plus
- Strong technical proficiency with SQL, PowerBI, and data lake environments
- Advanced skills in PowerPoint and Excel, including financial modeling
- Proven ability to communicate complex analyses to C-level executives
- Demonstrated success managing multiple concurrent projects in fast-paced environments
- Self-directed work style with excellent prioritization and stakeholder management skills
- BA/BS degree (MSc or higher strongly preferred)
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Preferred:
- Experience in B2B SaaS or software companies
- Familiarity with sales operations, revenue metrics, and go-to-market frameworks
Why This Role Matters
You'll be joining at a critical inflection point where your strategic work will help unlock the next phase of growth and prepare the company for a successful IPO. This role offers exceptional visibility, the opportunity to work directly with senior leadership, and the chance to apply both consulting rigor and hands-on execution in a high-stakes environment.
Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law.
Global Sanctions Compliance
We comply with all applicable global sanctions and export control laws. Candidates must not be listed on any government restricted party lists (including OFAC SDN List and U.S. Commerce Department restricted lists) and must certify that their employment would not violate any sanctions or export control regulations. Candidates must notify us of any changes to their status during the application process or subsequent employment.
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