Director, GTM Strategy — Multi-Platform Initiatives & Market Scale

iHeartMedia; Glenmont (NY); On-site; USD 140,000 - 210,000; Full time

Job summary

iHeartMedia is seeking a senior leader to shape go-to-market strategies across the company’s multi‑platform initiatives. You will translate national concepts into market‑ready plays and partner with Programming, Sales, Marketing, Finance, Legal, Operations, and Research to drive revenue and scale programs.

You will build practical tools for sellers, including one-pagers and playbooks, and ensure consistent execution across local markets while maintaining guardrails and pricing ideas.

Qualifications

• 8+ years in GTM strategy, sales strategy, or related areas.
• Proven experience scaling multi-market or national-to-local initiatives.
• Understanding of how local and national sales teams operate differently.
• Experience collaborating with programming, sales, and marketing teams.
• Media, audio, or entertainment background preferred.

Responsibilities

• Translate national initiatives into scalable market offerings.
• Lead GTM strategy for large multi-platform initiatives.
• Create modular playbooks with clear entry points for sellers.
• Build the Market Scaling Engine for local, regional, and national reach.
• Partner with cross-functional teams to align priorities and pricing frameworks.

Skills

GTM strategy

Sales strategy

Commercial ops

Cross-functional

Product marketing

Media/entertainment

Pricing

Tools

Salesforce CRM

Excel

Power BI

Job description

iHeartMedia is the number one audio company in America, reaching 90% of Americans every month. It has the largest podcast publisher, the #1 streaming radio digital service, and the only complete audio ad technology stack in the industry.

Our company values stress collaboration, curiosity, welcoming dissent, accepting mistakes in the pursuit of new ideas, and respect for everyone.

What You'll Do:

• Translate National Initiatives into Scalable Market Offerings
• Lead GTM strategy for iHeart’s largest multi-platform initiatives (e.g., partnerships, tentpole programs, strategic sales priorities)
• Convert high-level concepts into Modular, market-ready playbooks, with Clear "ways in" for sellers at different investment levels
• Build the Market Scaling Engine by creating frameworks that allow initiatives to scale across local markets, regional clusters, and national accounts
• Ensure flexibility while maintaining consistency and guardrails

Sales Enablement & Field Adoption

• Lead GTM strategy from concept through roll out, ensuring they are ready for the field
• Make it easy for sellers to know what to sell, when to sell it, and how to talk about it with confidence.
• Deliver practical, sales‑ready tools including one‑pagers, playbooks, FAQs, and pitch guidance.

Cross-Functional Integration

• Partner with Programming, Sales, Marketing, Finance, Legal, Operations, and Research to align on priorities and opportunities and bring programming‑led revenue ideas to market
• Work with Revenue Operations to set clear pricing frameworks, guardrails, and approvals.
• Serve as the single point of accountability for packaging decisions, tradeoffs, and escalations.
• Act as the connector between national strategy and market level sales enablement

Performance Tracking & Optimization

• Monitor how initiatives perform across markets
• Identify opportunities to simplify, scale, and optimize revenue impact
• Build feedback loops from the field into future GTM development

What You’ll Need:

• Experience & Qualifications 8+ years in GTM strategy, sales strategy, commercial operations, or product marketing
• Proven experience scaling multi-market or national‑to‑local initiatives
• Strong understanding of how local and national sales teams operate differently
• Experience working cross‑functionally with programming, sales, and marketing teams
• Ability to simplify complex ideas into repeatable frameworks
• Media, audio, or entertainment experience strongly preferred

What Success Looks Like:

• Increased revenue from scaled versions of national initiatives
• Faster speed-to-market for new opportunities
• Clear, consistent market-level execution of priority and signature programs
• Reduced friction for sellers executing complex deals

What You’ll Bring:

• Respect for others and a strong belief that others should do this in return
• Full proficiency and understanding of job function
• Ability to work independently with minimal guidance
• In-depth knowledge of key business drivers and how this impacts your team
• Experience in team and project management for mid-sized projects
• Ability to recognize and mitigate risk