Principal, GTM Programs

About the Role

Key Responsibilities

• Lead end-to-end GTM program strategy and execution, including integrating Voice of Customer, market analysis and ICP definition, product-market fit and gap analysis, packaging and pricing, and partner strategy.
• Orchestrate new market entry motions by aligning Product, Engineering, Marketing, Sales, and Customer Experience.
• Ensure readiness across all GTM functions, including implementation, sales enablement, market messaging, and post-sale delivery.
• Define and track success metrics for each program, ensuring clear ownership, timelines, and measurable outcomes.
• Develop strategic frameworks and program operating models that scale across initiatives and geographies.
• Identify and resolve cross-functional gaps or risks to GTM execution, escalating as needed with clarity and context.
• Act as a thought partner to senior leadership, translating business priorities into actionable GTM programs.
• Leverage AI and automation to improve GTM program execution, efficiency, and impact.

Requirements

• 8+ years of experience in GTM strategy, management consulting, strategic programs, or cross-functional operations in enterprise SaaS or tech.
• Proven success leading complex, multi-stakeholder GTM initiatives from planning to execution.
• Strong ability to translate strategic goals into structured, measurable programs.
• Demonstrated success partnering with Product, Engineering, Marketing, Sales, and Customer teams to align and deliver cross-functional outcomes.
• Excellent problem-solving, organizational, and communication skills.
• High degree of ownership, agility, and execution discipline.
• Familiarity with GTM analytics and program management tools.

Nice to Have

• Experience driving GTM readiness for new product introductions or major product expansions.
• Experience in talent tech, AI platforms, or enterprise solution selling.
• Consulting or strategic operations experience in a high-growth environment.

Qualifications

• Experience in GTM strategy, management consulting, strategic programs, or cross-functional operations in enterprise SaaS or tech.
• Proven success leading complex GTM initiatives from planning to execution.

Benefits & Perks

• Comprehensive benefits including family medical, vision, and dental coverage.
• Competitive base salary with eligibility for equity awards and discretionary bonuses or commissions.
• Hybrid work model with a mix of remote and in-office work, with specific in-office days near Santa Clara, CA, London, Bangalore, and Noida.
• Starting May 1, 2025, employees near Santa Clara will return to the office three times a week; employees near other offices will return twice a week with a transition plan.