Tricentis

Strategy

• Define where and how the company competes to deliver scalable, capital-efficient growth
• Architect the enterprise-wide go-to-market strategy by aligning market opportunity, competitive advantage, and internal capability
• Own and continuously refine the company’s segmentation framework
• Evaluate customer segments by growth potential and right-to-win to prioritize investment
• Define differentiated right-to-win levers using product-market fit, ecosystem partnerships, customer proof points, pricing power, and execution capability
• Assess competitive intensity, buyer decision criteria, and internal performance data
• Translate segmentation analysis into GTM guidance across direct sales, partners, opportunistic pursuits, and deprioritized areas
• 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 economic return
• Partner with Finance, Sales Ops, and Sales leadership on capacity, territory, and productivity models
• Align hiring plans and partner strategy with segment priorities and growth ambition
• Translate market analysis, competitive intelligence, and performance data into board-ready growth scenarios and investment recommendations
• Set the strategic agenda for executive decision-making
• Coordinate execution across Sales, Marketing, Product, Partnerships, and regional teams
• Establish KPIs and governance mechanisms tracking growth by segment, win rates, and capital efficiency
• Report to the VP, Global Revenue Operations & GTM

GTM Strategy – Growth Director

Product Marketing

• Design and evolve AI-powered GTM architecture across lead-to-cash, the customer lifecycle, and renew-to-expand motions
• Build repeatable AI-enabled programs for sellers, customer success teams, and partners
• Partner with Sales, Marketing, Customer Success, Operations, Product, and executive stakeholders to align AI initiatives with revenue goals
• Lead governance, adoption, and continuous improvement of GTM systems, data, workflows, and AI-enabled processes
• Translate emerging AI capabilities into field solutions that improve pipeline generation, forecasting, customer engagement, and operational performance
• Establish success measures, evaluate business impact, and guide optimization and investment decisions with evidence
• Shape change and adoption strategies that embed AI-powered workflows into day-to-day GTM operations
• Build an understanding of current GTM processes, systems, data, priorities, and constraints during the first 90 days
• Produce a prioritized AI transformation roadmap with proposed outcomes and measures
• Launch initial AI-enabled GTM programs and establish governance and adoption practices within six months
• Establish a scalable AI GTM operating model across agreed commercial functions within twelve months
• Demonstrate sustained improvement against approved business, customer, or productivity measures
• Create a repeatable approach for evaluating and operationalizing new AI capabilities

GTM Strategy – Growth Director

AI GTM Architect