GTM Strategy & Growth Director

Location:

London, UK / Austin, TX / Cork, IE

Work type:
Hybrid (3 days in office)

The Director, GTM Strategy & Growth defines where and how the company competes to deliver scalable, capital-efficient growth. Reporting to the VP, Global Revenue Operations & GTM, this role architects the enterprise-wide go-to-market strategy — aligning market opportunity, competitive advantage, and internal capability into a focused, defensible growth model.

At a pivotal stage of scale, this role ensures that growth is deliberate and prioritized, with clear trade-offs and disciplined capital allocation. The output is a GTM engine designed to improve win rates, reduce cost of sale, and support IPO readiness.

• 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.

• 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 modelling capability, including sales productivity, capacity planning, and scenario modelling
• 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