Solution Strategy Director - Industry

About the Role

Key Responsibilities

• Define and continuously refine Ideal Customer Profiles (ICPs) and buying centers for each priority industry based on business performance, market signals, and product strategy.
• Analyze pipeline and bookings trends by industry and surface critical insights to inform strategic focus and GTM investments.
• Stay ahead of vertical market and competitive trends to guide positioning and messaging.
• Monitor regulatory, legal, and compliance requirements specific to each vertical (e.g., HIPAA in Healthcare, PCI DSS in Financial Services, accessibility standards in Public Sector/Retail), and ensure GTM programs and messaging align with industry-specific expectations.
• Define and document repeatable GTM programs and plays that grow pipeline, bookings, and retention across the priority industries.
• Identify and propose organizational structure changes (e.g., roles, alignment, resourcing) required to support a fully verticalized GTM motion across sales, marketing, and customer success.
• Identify and raise process improvements to drive stronger GTM execution and feedback loops.
• Drive execution of GTM initiatives for industries—from concept to measurable business impact.
• Create alignment across GTM departments and drive towards business goals.
• Represent Optimizely at industry events and co-create vertical-specific content, including blog posts, whitepapers, customer stories, and videos.
• Support Sales in strategic vertical deals with tailored content, messaging, and pitch materials.
• Partner with Customer Success to support QBRs with top industry accounts, contributing roadmap context and thought leadership.

Requirements

• 7+ years of experience in a B2B SaaS GTM role, including strategy, sales, presales, etc.
• Demonstrated ability to build and execute GTM programs that drive business impact.
• Familiarity with the CMS or digital experience platform market strongly preferred.
• Proven track record of cross-functional leadership across product, marketing, sales, and enablement.
• Strong analytical skills with the ability to interpret performance data and turn it into actionable insights.
• Excellent communicator with the ability to influence stakeholders and tell a compelling story.
• Comfortable operating in a fast-paced, evolving environment.

Nice to Have

• Familiarity with the CMS or digital experience platform market