Director, GTM Strategy, Indirect Spend

Overview

We are seeking a strategic and results-oriented Director of GTM Strategy to lead our efforts in the Higher Education vertical, with a focus on indirect procurement. This individual will play a pivotal role in driving industry-specific growth strategies by aligning our go-to-market approach with broader company objectives. This includes defining differentiated value propositions, identifying key opportunities within the market, and enabling the organization to effectively engage and win in this space.

 

As a critical member of the strategy organization reporting to the Chief Strategy Officer (CSO), this leader will work cross-functionally across product, sales, marketing, and customer success teams to craft and execute GTM strategies that enhance market position and accelerate growth within the higher education sector.

Principal Responsibilities

Role Responsibilities:

 

• Market Intelligence & Opportunity Identification
  • Lead comprehensive market research to deeply understand the Higher Education sector and indirect spend trends.
  • Gather insights through customer engagements, partner discussions, analyst briefings, and collaboration with internal SMEs.
  • Identify growth opportunities, evolving customer needs, and competitive dynamics to inform GTM strategy.

• Strategic Planning & Execution

  • Own the end-to-end GTM strategy for indirect spend, with a special focus on the Higher Education industry vertical , aligning plans with company-wide strategic goals.

  • Define and continuously refine industry segmentation, target buyer personas, and ideal customer profiles.

  • Translate insights into actionable GTM initiatives, programs, and market-facing plays.

     

• Industry Thought Leadership
  • Develop and champion a compelling product vision that resonates with industry buyers and influencers.
  • Support and contribute to the creation of differentiated messaging and thought leadership content in partnership with Product Marketing.
  • Represent the company at key industry events, webinars, and conferences to build credibility and drive demand.

• Cross-Functional Alignment

  • Partner with Product Management to inform roadmap decisions that reflect the needs of higher education procurement leaders.

  • Collaborate with Sales and Marketing teams to develop industry-specific campaigns, enablement assets, and launch plans.

  • Work closely with Customer Success to ensure customer feedback loops inform strategy and messaging.

• Strategic Deal Support
  • Serve as a subject matter expert (SME) during strategic sales engagements, supporting account teams in positioning solutions effectively to executive stakeholders.
  • Engage directly with top prospects and customers to build trust, demonstrate industry expertise, and drive deal momentum.
• Performance Tracking & Optimization
  • Define success metrics for GTM initiatives and monitor the effectiveness of campaigns, programs, and market plays.
  • Leverage data and analytics to optimize strategies, improve conversion, and increase market share in the Higher Education segment.

 

Position Requirements

Position Requirements:• 10+ years of experience in GTM strategy, product marketing, or industry strategy roles, preferably within B2B SaaS or procurement technology.

•Deep knowledge of indirect procurement, within finance, operations, and the Higher Education industry• Proven ability to build and execute successful GTM strategies that drive measurable business outcomes.• Strong collaboration skills and ability to influence across product, sales, and marketing organizations.• Exceptional communication and presentation skills with experience in executive-level engagements.• Comfortable working in a fast-paced, matrixed environment and managing multiple priorities.

 

What We Offer:

At JAGGAER, we are committed to supporting you and your family’s well-being. Your health is a priority, and we offer a range of programs to help you stay well and thrive. Our benefits include exceptional medical, dental & vision plans, adoption assistance, wellness reimbursements, generous parental leave, 401(k) matching, flexible work options, unlimited vacation for exempt employees, and more!

Our Values:

At JAGGAER, our values shape everything we do—from supporting customers and collaborating with teammates to building products and fostering our culture.

Be Collaborative: Promote mutual respect, work productively with others, and share responsibility for success.

Be Accountable: Own your actions, learn from challenges, and stay proactive to achieve results.

Be Adapta