GTM Strategy & Growth Director

Job Title: Director, GTM Strategy & Growth

Location: London, UK

Work type: Hybrid (3 days in office)
 

Role Overview 

TheDirector, GTM Strategy & Growthdefines where and how the company competes to deliver scalable, capital-efficient growth. Reporting to theVP, 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 andprioritized, 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. 

WhatYou’ll Do 

• Market Segmentation & StrategicPrioritization: Own and continuously refine the company’s segmentation framework, defining distinct customer groups based on use case, buyingbehavior,SAM, and structural attractiveness. Evaluate each segment across growth potential and right-to-win todetermine where the company shouldfocus 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 todetermine 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 intentionallydeprioritize tomaximize focus and return on capital. 

• Coverage Model & Growth Architecture: Design andoptimize the GTM coverage model across direct, partner, and hybrid channels. Allocate cross-functional resources to priority segments tomaximize 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 scenariosand investment recommendations. Set the strategic agenda for executive decision-making bysynthesizing complex analysis into clear, actionable direction. 

• Cross-Functional Orchestration & Governance: Ensure strategicprioritization 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, reinforcingorganizational 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 

• Experienceoperating 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.