Principal Lead, Go-To-Market AI Tools

Google; Mountain View (CA); On-site; USD 186,000 - 269,000; Full time

Job summary

Google's Go-to-Market Operations (GBO) team seeks a Principal Lead for the AI Tools group within ABS&O to drive AI-enabled seller workflows across US, Canada, and LATAM. You will own strategy, prioritization of AI capabilities, and cross-functional initiatives with Global Product and ALCS leadership.

You will coach teams, foster change management, and drive platform adoption to deliver measurable business impact through GenAI-driven transformations.

Qualifications

• Bachelor's degree or equivalent practical experience.
• 8 years of experience in management consulting, sales operations, business strategy, investment banking, venture capital, private equity, or corporate advisory, or 6 years of experience with an advanced degree.

Responsibilities

• Own the strategy and prioritization of ALCS Connect Sales needs - Research the AI ecosystem to incubate early needs and prioritize long-term ALCS requirements. Partner with executive leadership to discuss and shape global product roadmaps.
• Lead the ALCS activation strategy and select activation efforts - align AI tools with sales motions and deliver unified messages to thousands of sellers.
• Lead the team’s AI innovation agenda and campaigns - Define our POV within the AI landscape, establish GenAI use cases to transform ALCS workflows, and lead cross-cutting AI skill activation for sales teams.
• Lead special projects like researching an emerging technology or defining workflows for a new organization.
• Partner with the Manager to provide resources and coaching to help the team run smoothly continuously; raising the bar on our knowledge of GenAI tools ecosystem and deliver excellent activation.

Education

Bachelor's degree or equivalent practical experience

8 years of experience in management consulting, sales operations, business strategy, investment banking, venture capital, private equity, or corporate advisory, or 6 years of experience with an advanced degree

Job description

This role may also be located in our Playa Vista, CA campus.

Applicants in the County of Los Angeles: Qualified applications with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.

Applicants in San Francisco: Qualified applications with arrest or conviction records will be considered for employment in accordance with the San Francisco Fair Chance Ordinance for Employers and the California Fair Chance Act.

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: San Francisco, CA, USA; Atlanta, GA, USA; Chicago, IL, USA; Mountain View, CA, USA; New York, NY, USA; Los Angeles, CA, USA.

Minimum qualifications

• Bachelor's degree or equivalent practical experience.
• 8 years of experience in management consulting, sales operations, business strategy, investment banking, venture capital, private equity, or corporate advisory, or 6 years of experience with an advanced degree.

Preferred qualifications

• Experience working on technology transformation projects, leading change management to define user workflows and use cases, and enable impactful adoption.
• Experience and expertise in GenAI enterprise implementations.
• Experience and fluency in digital marketing/advertising industry.
• Demonstrated product management experience, with ability to understand and shape digital product requirements, influence roadmaps, and partner with Engineering teams from conception through launch and land.
• Demonstrated success leading cross-functional initiatives from design through execution with many cross-functional partners.
• Excellent change management, communication and storytelling skills, with the ability to influence executive leaders and teams through dynamic, ambiguous programs.

About the job

The Go-to-Market Operations (GTM) team, within Google’s Global Business Organization (GBO), ensures our complex digital advertising business runs smoothly by setting strategy and leading operations at scale. As a regional arm, the Account-Based Sales and Operations (ABS&O) team partners with Americas Large Customer Sales (ALCS)—Google’s largest business-driving business unit—which generates digital ad business across the US, Canada, and LATAM. ABS&O drives sales strategy and enablement, aligning high-level priorities with daily operations to guide the business through AI-driven transformation.

Within ABS&O, the AI Tools Team bridges the gap between business strategy and scaled execution through Connect Sales, our Gemini-powered Customer Relationship Management (CRM) platform. Acting as regional product leads, we partner with Global Product and Engineering to plan, design, and launch new AI capabilities for sellers. Our ultimate mission is to drive platform adoption, enable ALCS strategy, and lead AI transformation across the organization.

As the Principal Lead on the team, you will play a role, working across Global Business Applied AI (product and engineering) leaders, GTM partners and leaders, and ALCS audiences and across tools.

The Go-to-Market Operations (GtM) team ensures Google's complex and ever-evolving Ads business runs smoothly. We are instrumental in setting go-to-market strategy, and ensuring flawless execution and operations against the strategy. We have teams embedded in each of the major Ads business areas as well as global teams that work across the business areas. Team members are analytical and strategic, with a pragmatic sense of how to get things done. Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

Compensation

US: $186000 - $269000 (USD) + 20% bonus target + equity + benefits

Responsibilities

• Own the strategy and prioritization of ALCS Connect Sales needs - Research the AI ecosystem to incubate early needs and prioritize long-term ALCS requirements. Partner with executive leadership to discuss and shape global product roadmaps.
• Lead the ALCS activation strategy and select activation efforts - align AI tools with sales motions and deliver unified messages to thousands of sellers.
• Lead the team’s AI innovation agenda and campaigns - Define our POV within the AI landscape, establish GenAI use cases to transform ALCS workflows, and lead cross-cutting AI skill activation for sales teams.
• Lead special projects like researching an emerging technology or defining workflows for a new organization.
• Partner with the Manager to provide resources and coaching to help the team run smoothly continuously; raising the bar on our knowledge of GenAI tools ecosystem and deliver excellent activation.

Equal Opportunity

Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Google's EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know by completing our Accommodations for Applicants form.