Senior Director, GTM Strategy and Sales Operations

3 weeks ago

Old Toronto, Canada Tipalti Full time

The Sr. Director, GTM Sales Operations will report to the VP, Sales Operations and partner closely with our Chief Revenue Officer. This highly visible role 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 manage project 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:

  • Identifying gaps and optimization opportunities across our GTM divisions using quantitative and qualitative insights to define, drive, and execute on strategic solutions.
  • Defining metrics and leading indicators of business performance to understand trends and proactively identify areas of opportunity and risk.
  • Developing recommendations for leadership on strategic resource allocation decisions, return on investment frameworks, and GTM competitive strategy.
  • Partnering closely with Sales, Marketing, Finance, and Operations to set strategic goals, create plans, and execute on key initiatives.
  • Enhancing the Sales knowledge base by collaborating with Sales Enablement and other GTM roles to create, update, and centralize documentation.
  • Owning all AI initiatives related to GTM strategies to improve efficiency and effectiveness.
  • Communicating effectively with executives and senior leaders to influence strategic decision-making.
  • Owning and refining the Sales Productivity model to support planning and actuals of field resources effectiveness.
  • Collaborating with leadership to identify knowledge and skills gaps across the GTM teams.
  • Driving competitive intelligence and strategy definition across core industry verticals.
  • 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 of 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 - 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, scalability, and agility.
  • Ability to analyze data to make informed recommendations and derive actionable plans.
  • Ability to build trusted relationships and partnerships with internal and external teams.
  • Proficient at developing executive-level presentation content.

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 the office.
  • Phone/internet allowance.
  • Regular company-wide social events.
  • Multiple ERG groups celebrating our diversity and creating an inclusive culture.

Accommodations
Tipalti champions inclusive teams, in which every voice counts. We are committed to recruiting diverse candidates with varied personal experiences and abilities. We welcome applications from candidates belonging to historically underrepresented or disadvantaged groups.

Privacy
We are committed to protecting the privacy interests of job applicants and candidates. For more information about our privacy practices during our Talent Acquisition process, please refer to our Job Candidate Privacy Notice below:

Job Candidate Privacy Notice | Tipalti

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