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The Director, GTM Strategy & Growth reports to the VP of Global Revenue Operations & GTM and owns the enterprise-wide go-to-market strategy at a pivotal scaling stage. This role is responsible for architecting a scalable, capital-efficient growth model by aligning market opportunity, competitive advantage, and internal capability.
Key responsibilities include:
**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 investment priorities.
**Right-to-Win Analysis**: Articulate differentiated competitive advantages for target segments based on product-market fit, ecosystem partnerships, customer proof points, pricing power, and execution capability. Assess competitive intensity and buyer decision criteria against internal performance data to identify demonstrable advantages.
**GTM Direction Setting**: Translate segmentation analysis into explicit GTM guidance—defining where the company leads through direct sales, scales via partners, pursues opportunistically, or intentionally deprioritizes to maximize focus and capital return.
**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 reducing cost of sale.
**Coverage and Productivity Modeling**: 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.
**Executive Decision Support**: Translate market analysis, competitive intelligence, and performance data into board-ready growth scenarios and investment recommendations. Set the strategic agenda for executive decision-making.
**Cross-Functional Orchestration**: 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.
The role is hybrid (3 days in office) based in London, UK, with additional office locations in Cork, Ireland and Austin, TX.
**Requirements:**
- 8+ years of experience in GTM strategy, growth strategy, commercial strategy, or revenue operations
- Background in top-tier strategy consulting (MBB or equivalent) and/or senior strategy roles in B2B SaaS
- Demonstrated experience designing market segmentation and coverage models in complex, multi-segment environments
- Strong financial modeling capability, including sales productivity, capacity planning, and scenario modeling
- Advanced analytical fluency (BI tools, data-driven decision frameworks)
- Proven ability to influence C-suite stakeholders and present at board level
- Track record of driving measurable improvements in win rates, growth concentration, or cost-of-sale efficiency
- Experience operating in high-growth, pre-IPO, or scaling technology environments preferred
