Senior Director, GTM Sales Operations
2 weeks ago
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, including improving conversion, time to sale, competitive win rates, segmentation of teams, and global rollouts of solutions.
- 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 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, including vendor reviews, piloting, and ROI analysis.
- 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, socializing with key stakeholders, to support planning and actuals of effectiveness of field resources.
- Your scope will encompass leadership go-to-market motions including 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 for repeatable analysis.
- Drive competitive intelligence and strategy definition across core industry verticals, including quarterly market insights to be actioned as needed by other functions.
- Responsible for driving and project managing ad hoc sales projects as needed.
- 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 and leading sophisticated high-impact and high-visibility initiatives.
- 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, scalability, and agility.
- Analyze data to make informed recommendations and derive actionable plans.
- Ability to transform data into strategic direction and develop project plans with cross-functional support.
- Build trusted relationships and partnerships with internal and external teams.
- Proficient at developing executive-level presentation content and summaries.
- 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.
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Old Toronto, Canada Tipalti Full timeThe 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...
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Old Toronto, Canada Tipalti Full timeThe 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...
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Old Toronto, Canada Tipalti Full timeThe 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...
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Old Toronto, Canada Tipalti Full timeThe 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...
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Old Toronto, Ontario, CA Tipalti Full timeThe 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...
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