Senior Director, GTM Strategy

The Sr. Director, GTM Sales Operations will report to the VP, Sales Operations and partner closely with our Chief Revenue Officer. The Sr. Director, GTM Sales Operations is a highly visible role across the organization and will play a key part in shaping and executing our Sales Go-To Market (GTM) strategy. This role will collaborate with stakeholders across our global GTM functions and the broader cross functional organization to identify optimization opportunities and gaps, provide solutions and be responsible for project management and execution on priorities.

Starting from our overall Sales GTM strategy as defined by the CRO the Sr Director, GTM Sales Operations will support Competitive strategy and intelligence, Industry/vertical strategy and sales process support, improving conversion rates, time to sale, segmentation of teams and global efforts, and new geographical expansion.

You will help drive market insights and inform and execute on changes related to key market factors, and performance insights. You will also be involved in annual planning and support towards achieving short term and longer term growth plans. This role will implement process changes and will be responsible for communications and coordination for enablement training across the Sales GTM organization to ensure internal alignment and an optimized approach to selling Tipalti products. 

Why join Tipalti?

Tipalti is one of the world’s fastest-growing fintech companies. We free finance professionals to lead by modernizing the entire payables operation. We are a well-funded, late-stage start-up backed by high-profile investors. Our 2021 Series F funding round raised $270 million, valuing us at over $8.3 billion. With total funding of just over $550 million, and with more than 3000 global customers, Tipalti is one of the most valuable private fintech companies in the world.

At Tipalti, we pride ourselves on our collaborative culture, the quality of our product and the capabilities of our people. Tipaltians are passionate about the work they do, and keen to get the job done. Tipalti offers competitive benefits, a flexible workplace, career coaching, and an environment where diverse individuals can thrive and make an impact. Our culture ensures everyone checks their egos at the door and stands ready to reach for success together.

In this role, you will be responsible for:

• Identify gaps and optimization opportunities across our GTM divisions using quantitative and qualitative insights to then define, drive and execute on the strategic solutioning. Such examples include and not limited to improving conversion, time to sale, competitive win rates, segmentation of teams and global rollouts of solutions, verticalization efforts, new global geo expansion. 
• Define metrics and leading indicators of business performance to understand trends, and proactively identify areas of opportunity and risk
• Develop recommendations for leadership on strategic resource allocation decisions, return on investment frameworks, and GTM Competitive strategy
• Partner closely with Sales, Marketing, Finance and Operations to set the strategic goals, create plans, and execute on Key initiatives
• Enhance Sales knowledge base by collaborating with Sales Enablement and other GTM roles to create, update and centralize documentation used by the Sales organization taking into account the different needs between various departments within sales 
• Ownership of all AI initiatives related to GTM strategies to improve efficiency and effectiveness, including vendor reviews, piloting, ROI analysis, 
• Communicate effectively with Executives and Sr. Leaders to influence strategic decision-making, presenting complex data in a consumable format
• Own and refine the Sales Productivity model, socializing with key stakeholders, to support planning and actuals of effectiveness of field resources
• Your scope will encompass leadership go-to-market motions which includes all new, expansion revenue and bookings data, marketing and unit economic analytics - spanning our holistic solution offering
• Collaborate with leadership to identify knowledge and skills gaps across the GTM teams, and build strategies and build one-time insights into repeatable analysis
• Drive competitive intelligence and strategy definition across core industry verticals, including quarterly market insights to be actioned as needed by other functions across GTM and Product
• Responsible for driving and project managing ad hoc sales projects as needed 

About you:

• Undergraduate degree in finance, accounting or business, or equivalent experience. MBA or advanced degree is a plus
• 12+ years’ related sales, go-to-market strategy experience, preferably in a high growth mid market fintech environment