Senior Director, GTM Strategy and Sales Operations

4 weeks ago

Old Toronto Ontario, CA Tipalti Full time

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.

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.
  • 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.
  • Ownership of all AI initiatives related to GTM strategies to improve efficiency and effectiveness.
  • 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 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.
  • 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.
  • 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.
  • Proven strong project and time management experience.
  • Demonstrated experience leading and motivating a team of direct and indirect reports.
  • Proactive, self-motivated and detail-oriented team leader and coach.
  • GSD (Get Stuff Done) Mentality - Entrepreneurial: Independent, bias to action, able to operate in a fast-paced environment.
  • Ability to build and drive new ways of working, optimizing for continued efficiency and scalability.
  • Analyze data to make informed recommendations and derive actionable plans.
  • Ability to transform data into strategic direction and develop and execute on project plans with cross-functional support.
  • Build trusted relationships with internal and external teams and individuals.
  • Proficient at developing executive-level presentation content and summaries.

Our benefits package includes:

  • Hybrid working model that requires you to be in the Toronto office Monday, Tuesday, and Thursday.
  • Competitive salary plus company shares.
  • Matching RRSP.
  • Extended benefits, Employee Assistance Program, life insurance, AD&D, LTD.
  • 3 weeks of paid vacation.
  • Free lunch on office days.
  • Fresh fruit, snacks & drinks in office.
  • Phone/internet allowance.
  • Regular company-wide social events.
  • Multiple ERG groups celebrating our diversity and creating an inclusive culture.

Interested in learning more about us?

Tipalti is the only company handling both global partner payments and accounts payable workflows for high-velocity companies across the entire financial operations cycle.

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