The Role:
Bottomline is transforming how our go-to-market organization operates, collaborates, and scales. We are seeking an experienced GTM Strategic Programs leader to drive enterprise-wide initiatives that modernize our commercial operating model, strengthen revenue systems, and improve organizational effectiveness.
This role will lead complex, cross-functional programs spanning Sales, Marketing, Customer Success, Finance, IT, Product, and Operations. Partnering closely with Revenue Operations leadership and executive sponsors, this individual will translate strategic priorities into integrated roadmaps, scalable operating models, governance frameworks, and measurable execution plans.
The ideal candidate brings a combination of transformation leadership, program management, revenue operations, change management, and technology enablement. They will be equally comfortable defining how a transformation should operate, aligning senior stakeholders, and driving the day-to-day execution required to make it successful.
Success will be measured by adoption, program delivery, system effectiveness, productivity improvements, and sustainable impact across the commercial organization.
How you'll make an impact:
GTM Transformation & Program Leadership
- Lead enterprise-wide GTM transformation initiatives from strategy through execution, adoption, and measurement.
- Manage complex programs spanning Sales, Marketing, Customer Success, Finance, IT, Product, and Operations.
- Translate strategic priorities into integrated transformation roadmaps, milestones, dependencies, and measurable outcomes.
- Establish governance structures, executive steering forums, success metrics, risk management, and reporting.
- Partner with Revenue Operations leadership to shape future-state operating models and improve organizational effectiveness.
- Drive cross-functional alignment and accountability, proactively identifying risks, dependencies, and barriers to execution.
Revenue Operating Rhythm & Governance
- Own and continuously improve key revenue operating cadences, including executive business reviews, MBRs, QBRs, leadership meetings, All Hands, and strategic planning sessions.
- Establish consistent decision-making frameworks, governance processes, and accountability mechanisms across GTM functions.
- Connect company priorities to functional objectives, execution plans, and measurable outcomes.
- Identify opportunities to simplify processes, automate workflows, and improve commercial productivity.
AI & Technology Transformation
- Lead the operating cadence and program management of strategic GTM AI and technology initiatives.
- Develop integrated program plans covering milestones, dependencies, risks, adoption, and value realization.
- Establish governance for AI deployment, prioritization, investment, responsible use, and measurement.
- Partner across Revenue Operations, Sales Operations, Marketing Operations, Enablement, IT, Finance, and vendor teams to deliver successful implementations.
- Evaluate emerging AI capabilities and structure pilots with clear objectives, success criteria, and paths to scale.
Adoption & Change Management
- Develop change and adoption strategies that embed new technologies and ways of working into day-to-day GTM workflows.
- Build communication, training, reinforcement, and manager enablement plans to support successful transformation.
- Establish champion networks and feedback mechanisms to accelerate adoption and identify field-level challenges.
- Create role-based enablement strategies for sales, marketing, leadership, and operations teams.
- Measure adoption, usage quality, workflow effectiveness, and business impact, adjusting programs based on results.
Revenue Systems & Vendor Management
- Serve as a business owner and strategic partner for key GTM technology platforms and implementation roadmaps.
- Manage vendor relationships, implementation milestones, operating reviews, performance, and renewal inputs.
- Coordinate platform releases, enhancements, integrations, support processes, and issue escalation.
- Partner with technical and operational teams to establish effective support models, including intake, triage, escalation, and resolution.
- Identify automation opportunities and operational bottlenecks across the commercial technology ecosystem.
Business Impact & Executive Reporting
- Define success metrics and KPIs for major transformation initiatives.
- Measure impact across areas such as seller productivity, pipeline creation, CRM hygiene, deal velocity, forecast accuracy, win rates, and cost-to-sell.
- Develop dashboards and executive reporting that clearly communicate progress, business impact, risks, and recommended actions.
- Use adoption and performance data to identify opportunities for continuous improvement and course correction.
What You’ll Bring:
- 8+ years of experience in GTM transformation, Revenue Operations, Business Operations, Program Management, Sales Operations, or Digital Transformation.
- Demonstrated experience leading complex, enterprise-wide transformation or technology programs.
- Strong understanding of commercial operations and the interconnected workflows across Sales, Marketing, Customer Success, and Revenue Operations.
- Experience working with modern GTM technology ecosystems, such as Salesforce, sales engagement platforms, marketing automation, analytics/data platforms, and AI-enabled tools.
- Demonstrated change-management expertise, including stakeholder engagement, communication, enablement, adoption, and reinforcement.
- Experience establishing program governance and managing complex cross-functional dependencies, risks, and priorities.
- Strong executive communication skills, with experience developing business cases, KPI frameworks, dashboards, and executive-level reporting.
- Demonstrated ability to influence senior stakeholders, navigate ambiguity, and drive results without direct authority.
What Will Set You Apart:
- Experience leading GTM or revenue transformation within a complex, global or matrixed organization.
- Experience owning commercial operating cadences such as MBRs, QBRs, executive reviews, and strategic planning.
- Hands-on familiarity with platforms such as Salesforce, Outreach, Nooks, Snowflake, or comparable GTM and AI technologies.
- Experience establishing governance and measurement frameworks for AI or other emerging technologies.
- Formal expertise or certification in change management, program management, or process improvement, such as Prosci, PMP, Lean, or Six Sigma.
- Experience within SaaS, FinTech, Payments, or Enterprise Software environments.
