GTM Strategy & Growth Director

Tricentis; Austin (TX); Hybrid; USD 180,000 - 240,000; Full time

Job summary

Tricentis in Austin, TX seeks a Director, GTM Strategy & Growth to define where and how we win in a multi-region market. You’ll architect the enterprise-wide GTM strategy to drive scalable, capital-efficient growth toward IPO readiness.

Reporting to the VP, Global Revenue Operations & GTM, you will refine segmentation, define right-to-win levers, and develop GTM models across direct, partner, and hybrid channels to lower cost of sale.

Qualifications

• 8+ years in GTM strategy, growth, or revenue operations.
• Background in top-tier strategy consulting (MBB) or senior strategy roles in B2B SaaS.
• Experience designing market segmentation and coverage models in multi-segment environments.
• Strong financial modelling including sales productivity and scenario modelling.
• Advanced analytical fluency (BI tools) and data-driven decision making.
• Proven ability to influence C-suite stakeholders and present to the board.
• Experience operating in high-growth, pre-IPO or scaling tech environments preferred.

Responsibilities

• Own segmentation framework and prioritize growth investment.
• Define right-to-win levers based on product-market fit and partnerships.
• Translate segmentation into explicit GTM guidance for direct, partner, or opportunistic approaches.
• Design GTM coverage model across direct, partner, and hybrid channels.
• Collaborate with Finance, Sales Ops to align capacity and territory models.
• Provide board-ready growth scenarios and investment recommendations.
• Establish KPIs and governance for growth by segment and cost efficiency.

Skills

GTM strategy

Strategy consulting

Market segmentation

Financial modelling

Analytical fluency

C-suite influence

Growth metrics

High-growth tech

Job description

Job Title

Director, GTM Strategy & Growth

Locations

London, UK / Austin, TX / Cork, IE

Work type

Hybrid (3 days in office)

Role Overview

The Director, GTM Strategy & Growth defines where and how the company competes to deliver scalable, capital-efficient growth. Reporting to the VP, 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 and prioritized, 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.

What You’ll Do

• 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.

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
• Experience operating 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 behaviours 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.