Director, GTM Business Architecture
New
Not eligible to be hired in CA, CT, NJ, NY, PA, WAFull-TimeDirector
Salary171120 - 251600 USD per year
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Job Details
- Experience
- 10+ years
- Required Skills
- Artificial IntelligenceSalesforceGenerative AI
Requirements
- 10+ years in GTM Operations, Business Systems, or Management Consulting
- 2+ years of people management
- Proven ability to understand sales and design for productivity
- Deep expertise in the Salesforce ecosystem and integrated GTM tools (Clari, Gong, Outreach, etc.)
- Capable of translating business needs into business logic and technical concepts
- Proven experience identifying and defining high-impact AI use cases for revenue organizations
- Expert at building business cases, quantifying success metrics, and driving adoption for AI
- Ability to identify friction, get people aligned, build a business case, and see it through to implementation
- Exceptional ability to simplify complex technical concepts for executive audiences
- Ability to translate vague business "wants" into precise technical "needs"
- Ability to lead through influence, drive change and build cross-functional alignment
- Scale Mindset: build for where the company will be in 2 years
Responsibilities
- Drive the design of new GTM capabilities and systemic process enhancements, auditing existing sales motions to pinpoint bottlenecks.
- Architect the "to-be" state for specific workflows to ensure the tech stack is a force multiplier for the field.
- Optimize for rep productivity, data integrity, and customer experience.
- Serve as the primary GTM stakeholder representative into company-wide system and business process transformations.
- Architect the GTM AI roadmap, identifying and defining requirements for GenAI capabilities.
- Collaborate with Data Engineering to ensure process design supports clean, automated reporting and data integrity.
- Lead the definition of business requirements, process flows, and user stories, partnering with ET.
- Establish and lead a formal intake and prioritization framework to rank field requests.
- Own the User Acceptance Testing (UAT) framework to ensure tools meet "Field-Ready" standards.
- Manage the prioritization of the GTM tech stack, balancing fixes with innovations.
- Design and lead "Voice of the Field" programs to gather grassroots feedback and synthesize into actionable roadmap items.
- Lead the launch strategy for new capabilities, partnering with Enablement to ensure high adoption and measurable ROI.
- Attract, develop, and lead a small, elite team of Business Architects/Analysts.
- Act as a trusted advisor to VP/SVP leaders in GTM and Enterprise Technology, navigating conflicting priorities.
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