GTM Growth Architect | Strategy, Segmentation & Scale

Tricentis UK Ltd.; Greater London; Hybrid; GBP 120,000 - 180,000; Full time

Job summary

Tricentis UK Ltd. is seeking a Director, GTM Strategy & Growth in London. This hybrid role involves defining where and how the company competes to drive scalable, capital-efficient growth.

You will architect a company-wide GTM engine, align market opportunity with internal capabilities, and prioritize initiatives to improve win rates and reduce cost of sale. Reporting to the VP, Global Revenue Operations & GTM, you’ll set the strategic agenda, orchestrate cross-functional efforts across Sales,

Qualifications

• Experience designing market segmentation and coverage models in multi-segment environments.
• Strong financial modelling including sales productivity and capacity planning.
• Influence with C-suite and board-level presentation.

Responsibilities

• Own and refine segmentation framework to identify target customer groups based on use case and buying behavior.
• Articulate right-to-win levers based on product-market fit, partnerships, pricing power and execution capability.
• Translate segmentation into explicit GTM guidance for direct, partner, or hybrid channels.
• Design and optimize GTM coverage model across direct, partner, and hybrid channels; allocate resources to priority segments.
• Develop scalable capacity, territory, and productivity models to align hiring and partner strategy with growth priorities.
• Synthesize market analysis and performance data into board-ready growth scenarios and investment recommendations.
• Establish KPIs and governance to track growth by segment, win rates, and cost efficiency.

Skills

GTM strategy

Growth strategy

Commercial strategy

Revenue operations

Strategic analysis

Job description

Tricentis UK Ltd. is seeking a Director, GTM Strategy & Growth in London. This hybrid role involves defining where and how the company competes to drive scalable, capital-efficient growth.

You will architect a company-wide GTM engine, align market opportunity with internal capabilities, and prioritize initiatives to improve win rates and reduce cost of sale. Reporting to the VP, Global Revenue Operations & GTM, you’ll set the strategic agenda, orchestrate cross-functional efforts across Sales,