GTM Strategy & Growth Lead

Tricentis; Greater London; On-site; GBP 80,000 - 110,000; Full time

Benefits offered by this job

Volunteer days

Vacation days

Public holidays

Flex/floating leave

Pension plan

Private health insurance

Group Life Insurance

Maternity/Paternity pay

Job summary

Tricentis is seeking a Manager, GTM Strategy & Growth to collaborate with C-suite and lead go-to-market strategy across a global landscape. You will shape segmentation, define right-to-win levers, and guide cross-functional teams to optimize revenue growth and capital efficiency.

In this high-visibility role, report to the Senior Director and influence board-level decisions. It’s a global, strategic position with significant interaction across Sales, Marketing, Product, and Partnerships.

Qualifications

• 5+ years in top-tier strategy consulting (MBB or equivalent preferred).
• Experience in B2B SaaS or software companies is a plus.
• Strong ability to communicate complex analyses to C-level executives.

Responsibilities

• Own and refine market segmentation framework based on use case and buying behavior.
• Define right-to-win levers across segments including product-market fit and pricing.
• Translate analyses into explicit GTM guidance for direct, partner, and hybrid models.
• Design GTM coverage and growth architecture across functions and regions.
• Develop capacity, territory, and productivity models with Finance and Sales Ops.
• Provide board-ready scenarios and investment recommendations.

Skills

SQL

PowerBI

Data lakes

Stakeholder management

Prioritization

Project management

Education

BA/BS degree

MSc preferred

Job description

• Join a high-growth, pre-IPO software company at a pivotal moment in its trajectory
• As Manager, GTM Strategy & Growth, you’ll report directly to the Senior Director of GTM Strategy & Growth and partner with C-suite executives to shape the company’s go-to-market strategy and growth roadmap
• This is a highly visible, global role where your work will directly influence board-level decisions and company direction
• 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

Benefits

• A number of leave offerings: volunteer days, vacation days, public holidays, and flex/floating leave days
• Pension plan, Private health insurance and Group Life Insurance
• Enhance statutory Maternity and Paternity Pay

• Strong technical proficiency with SQL, PowerBI, and data lake environments
• Self-directed work style with excellent prioritization and stakeholder management skills
• Demonstrated success managing multiple concurrent projects in fast-paced environments
• BA/BS degree (MSc or higher strongly preferred)
• 5+ years of experience in top-tier strategy consulting (MBB or equivalent strongly preferred), with additional industry experience a plus
• Proven ability to communicate complex analyses to C-level executives
• Advanced skills in PowerPoint and Excel, including financial modeling
• Familiarity with sales operations, revenue metrics, and go-to-market frameworks
• Experience in B2B SaaS or software companies