Senior Director, GTM Strategy - Tipalti
The Sr. Director, GTM Strategy will report to the VP, Sales Operations and partner closely with our Chief Revenue Officer. The Sr. Director, GTM Strategy is a highly visible role across the organization and will play a key part in shaping and executing Tipalit’s 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 GTM strategy as defined by the CRO the Sr Director, GTM Strategy will be responsible for 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 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 GTM organization to ensure internal alignment and an optimized approach to selling Tipalti products.
Why join Tipalti?
Tipalti is one of the world’s fastest-growing fintech companies. We free finance professionals to lead by modernizing the entire payables operation. We are a well-funded, late-stage start-up backed by high-profile investors. Our 2021 Series F funding round raised $270 million, valuing us at over $8.3 billion. With total funding of just over $550 million, and with more than 3000 global customers, Tipalti is one of the most valuable private fintech companies in the world.
At Tipalti, we pride ourselves on our collaborative culture, the quality of our product and the capabilities of our people. Tipaltians are passionate about the work they do, and keen to get the job done. Tipalti offers competitive benefits, a flexible workplace, career coaching, and an environment where diverse individuals can thrive and make an impact. Our culture ensures everyone checks their egos at the door and stands ready to reach for success together.
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. Such examples include and not limited to improving conversion, time to sale, competitive win rates, segmentation of teams and global rollouts of solutions, verticalization efforts, new global geo expansion
- 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
- Partner with the Product organization to centralize product gap feedback and provide solutions aligned with product availability and integrations and drive product/feature launch coordination by acting as a liaison between Product, Marketing, Enablement and Sales. Identify product and knowledge gaps opportunities for improvement
- Enhance Product and Sales knowledge base by collaborating with Product and Sales Enablement to create, update and centralize product documentation used by the Sales organization taking into account the different needs between various departments within sales
- Ownership of all AI initiatives related to GTM strategies to improve efficiency and effectiveness, including vendor reviews, piloting, 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 of the entire go-to-market motion which includes all new, expansion revenue and bookings data, marketing and unit economic analytics - spanning our holistic solution offering
- 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 to be actioned as needed by other functions across GTM and Product
- 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 and leading sophisticated high-impact and high-visibility initiatives, delivering on operational objectives/outcomes
- 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 pace environment and demonstrated ability to develop cross-functional collaboration and influence over solutions to achieve shared results
- Ability to build and drive new ways of working, eventually optimizing for continued efficiency, scalability, and agility
- Analyze data to make informed recommendations and derive actionable plans. Develop and maintain a deep understanding of processes and product domain
- Build trusted relationships and partnerships with internal and external teams and individuals, and engage with all levels in an organization, from C-Level to front-line
Our benefits package includes:
- Hybrid working model that requires you to be in the Vancouver office Monday, Tuesday, and Thursday
- Matching RRSP
- Pet friendly office
- 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
Anticipated base salary range for this position: CAD $225,000 - $260,000
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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: onboarding and managing global suppliers, instituting procurement controls, streamlining invoice processing and approvals, executing payments around the world, and reconciling payables data across a multi-subsidiary finance organization. Tipalti enables companies to scale quickly by making payables strategic with operational, compliance, and financial controls. Through Tipalti, our clients can efficiently and securely pay thousands of partners and suppliers in 196 countries within minutes.
Tipalti is fueled by a commitment to our customers and a desire to build lasting connections. Our client portfolio includes high-velocity businesses such as Amazon Twitch, GoDaddy, Roku, WordPress.com, and ZipRecruiter. We work hard for our 98% customer retention rate which is built on trust, reliability and innovation. Tipalti means we handled it" - a mission to which we are constantly committed.
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