Sr Manager, GTM Strategy

Found in: Jooble CA O C2 - 6 days ago

Canada Ceridian Full time

Location: Work is what you do, not where you go. For this role, we are open to remote work and can hire anywhere in the United States or Canada

About the opportunity

The Go-to-Market (GTM) team at Dayforce is part of Customer & Revenue Operations (C&RO) organization, which includes Sales, Customer Success and Professional Services. The GTM team holds responsibility for annual planning, encompassing:

  • Target-setting
  • Refining segmentation, capacity allocation, and coverage model
  • Identifying, scoping and prioritizing GTM pivots to accelerate growth
  • Designing and piloting new C&RO roles and/or motions
  • Defining the responsibilities and rules-of-engagement among the multiple functions in the C&RO “value chain”
This team is about bridging Strategy and Execution: As a close collaborator with Corporate Strategy and C&RO functional leaders (e.g. the Chief Revenue Officer), the Go-to-Market team works to translate the Long-Range Plan and Short-Range Plan at Dayforce into concrete goals for the year to come. As a close collaborator with Finance, HR, IT and C&RO Ops functions (e.g. head of Sales Operations), the Go-to-Market team builds & launches a plan to achieve those goals.

This position, reporting to the VP of Go-to-Market, is a critical player in ensuring a successful launch of our annual plan.

What you’ll get to do
  • Contribute to the annual planning cycle, becoming a trusted advisor to C&RO functional leaders.
  • Develop key insights for executive-level presentations on how to allocate resources (quota, headcount, territory) for the highest ROI.
  • Translate topline growth targets into segment-by-segment and month-by-month operational quotas, based on planned investment areas, analysis of historical performance and input from Corporate and C&RO leadership.
  • Project manage the annual GTM launch & roll-out from end-to-end (working back from cross-functional deadlines, aligning all the relevant stakeholders in C&RO and across HR, FP&A, IT, etc.).
  • Maintain the GTM framework document, which outlines our operating model and ratifies decisions made in the annual planning cycle (e.g., main investments & pivots of the year’s plan, cross-functional hand-offs, quota menu, territory density standards, etc.).
  • Document and communicate the rules-of-engagement among C&RO roles to ratify the “handshakes” where different teams interact or responsibility transfers from one team to another
  • Work with IT to translate the aboverules-of-engagementinto technical requirements for updating systems, represent the Business as a decision-maker guiding IT’s launch process.
  • Define & monitor KPIs following launch, in partnership with the Enterprise Data Management team, as well as stakeholder feedback to iterate on the plan in-year and/or inform the next planning cycle.
  • Improve processes and implement tool changes & updates to enhance performance of the C&RO organization.
  • Execute one-off strategic initiatives critical to accelerate growth and market leadership.
Skills and experience we value
  • Bachelor’s degree required, MBA preferred
  • Technical aptitude and some coding experience (VBA, python, SQL, PowerBI, etc.)
  • Facility with business systems for both running a Revenue function (CRMs such as SFDC) as well as analyzing the data output of these operations (Excel)
  • Must have 5+ years experience working on go-to-market or strategic and operational topics within a consulting firm or RevOps (B2B SaaS strongly preferred), and 7+ years total experience.
  • Must have management consulting – or in-house equivalent – toolkit of MECE problem-framing, hypothesis-testing, stakeholder-management and production of executive-ready deliverables.
  • Outstanding organization, planning and prioritization skills demonstrated through past activities.
  • High EQ, with demonstrated ability to foster communication, collaboration, and alignment across teams.
  • Ability to make trade-offs and manage potential conflict and disagreement at various levels.
  • Intellectual curiosity, strong work ethic, and solid business acumen and decision making.
#LI-Remote #J-18808-Ljbffr

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