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Greater London, England, United Kingdom
Hybrid
Job Title: Director, GTM Strategy & Growth
Location: London, UK
Work type: Hybrid (3 days in office)
Role Overview
The Director, GTM Strategy & Growth defines where and how the company competes to deliver scalable, capital-efficient growth. Reporting to the VP, Global Revenue Operations & GTM, this role architects the enterprise-wide go-to-market strategy — aligning market opportunity, competitive advantage, and internal capability into a focused, defensible growth model.
At a pivotal stage of scale, this role ensures that growth is deliberate and prioritized, with clear trade-offs and disciplined capital allocation. The output is a GTM engine designed to improve win rates, reduce cost of sale, and support IPO readiness.
What You’ll Do
Market Segmentation & Strategic Prioritization: Own and continuously refine the company’s segmentation framework, defining distinct customer groups based on use case, buying behavior, SAM, and structural attractiveness. Evaluate each segment across growth potential and right-to-win to determine where the company should focus investment.
Right-to-Win Levers: Articulate differentiated right-to-win levers for target segments based on structural advantages such as product-market fit, ecosystem partnerships, customer proof points, pricing power, and execution capability. Assess competitive intensity, buyer decision criteria, and internal performance data to determine where we have demonstrable advantage versus aspirational ambition.
GTM Direction Setting: Translate segmentation analysis into explicit GTM guidance — clearly defining where we lead through direct sales, scale via partners, pursue opportunistically, or intentionally deprioritize to maximize focus and return on capital.
Coverage Model & Growth Architecture: Design and optimize the GTM coverage model across direct, partner, and hybrid channels. Allocate cross-functional resources to priority segments to maximize win probability, revenue concentration, and long-term economic return while structurally reducing cost of sale.
Coverage and Productivity Modelling: Partner with Finance, Sales Ops and Sales leadership to develop scalable capacity, territory, and productivity models that align hiring plans and partner strategy with segment priorities and growth ambition.
Executive Decision Support & Strategic Planning: Translate market analysis, competitive intelligence, and performance data into board-ready growth scenarios and investment recommendations. Set the strategic agenda for executive decision-making by synthesizing complex analysis into clear, actionable direction.
Cross-Functional Orchestration & Governance: Ensure strategic prioritization converts into coordinated execution across Sales, Marketing, Product, Partnerships, and regional teams. Establish KPIs and governance mechanisms that track growth by segment, win rates, and capital efficiency, reinforcing organizational focus and commercial discipline.
Experience & Expertise
8+ years of experience in GTM strategy, growth strategy, commercial strategy, or revenue operations
Background in top-tier strategy consulting (MBB or equivalent) and/or senior strategy roles in B2B SaaS
Demonstrated experience designing market segmentation and coverage models in complex, multi-segment environments
Strong financial modelling capability, including sales productivity, capacity planning, and scenario modelling
Advanced analytical fluency (BI tools, data-driven decision frameworks)
Proven ability to influence C-suite stakeholders and present at board level
Track record of driving measurable improvements in win rates, growth concentration, or cost-of-sale efficiency
Experience operating in high-growth, pre-IPO, or scaling technology environments preferred
Tricentis Core Values:
Knowing what we need to achieve and how to achieve it is important. Tricentis core values define our ways of working and the behaviors we model that create an enjoyable and successful Tricentis life.
Demonstrate Self-Awareness: Own your strengths and limitations.
Finish What We Start: Do what we say we are going to do.
Move Fast: Create momentum and efficiency.
Run Towards Change: Challenge the status quo.
Serve Our Customers & Communities: Create a positive experience with each interaction.
Solve Problems Together: We win or lose as one team.
Think Big & Believe: Set extraordinary goals and believe you can achieve them.
Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law.
Global Sanctions Compliance
We comply with all applicable global sanctions and export control laws. Candidates must not be listed on any government restricted party lists (including OFAC SDN List and U.S. Commerce Department restricted lists) and must certify that their employment would not violate any sanctions or export control regulations. Candidates must notify us of any changes to their status during the application process or subsequent employment.
