Director, GTM Strategy & Market Intelligence

About Us

Foundever® is the next-generation service leader reinventing customer experience (CX). Built on diverse and proven industry experience, we combine digital operations with a 150,000-strong, people-led workforce across +45 countries.

Each year we enable 3.3 billion conversations in +60 languages for more than 800 world-leading brands, helping them keep their brand promises in every moment that matters. AI-driven solutions integrated with deep human insight, power a unified experience ecosystem that delivers technology-enabled, people-led and insight-driven outcomes at scale. By blending human empathy with AI and automation, we simplify complexity, accelerate digital transformation and create measurable brand and business momentum for our clients.

Get to know us at foundever.com and connect with us on LinkedIn, Facebook and Instagram

Job Summary

The Director, GTM Strategy & Market Intelligence is accountable for accounts, markets, verticals and opportunities which deserve focused commercial energy. This role defines the targeting logic, maintains the intelligence infrastructure, and governs the go/no-go gate that protects scarce expert resources

Primary Job Responsibilities

Account Segmentation

• Own and maintain the US account segmentation model across three tiers: Foundation, Transform CX, and Tactical
• Ensure segmentation is reflected in Salesforce and used consistently by BD and AM teams
• Coordinate with RevOps to ensure tier data is embedded in pipeline and reporting views
• Deliver Account segmentation model — documented, Salesforce-embedded, updated annually

Ideal Customer Profile (ICP)

• Define and maintain ICP criteria by vertical — size, complexity, transformation appetite, strategic fit. Responsible for ICP scoring models by vertical — live in Salesforce, reviewed quarterly
• Translate ICP into a scoring model embedded in Salesforce (in coordination with RevOps
• Review ICP performance quarterly — adjust based on win/loss patterns and market shifts
• Provide ICP guidance to BD, AM, and Marketing to align sourcing and outreach

Market & Competitive Intelligence

• Build and maintain market intelligence on Regional/Country priority verticals and geographies
• Monitor competitor positioning, pricing signals, and win/loss patterns
• Produce account intelligence packs for Foundation-tier pursuits — live, structured documents
• Provide competitive battlecard inputs by vertical (content owned jointly with Enablement)
• Feed intelligence outputs to VP GTM, Sales Enablement & Strategic Deals, and Solutions Director

Go/No-Go Gate

• Owns the go/no-go gate framework — criteria, scoring, process, and decision log, reviewed monthly with VP GTM
• Facilitate gate reviews on all opportunities above threshold
• Produce gate recommendations for VP GTM — with supporting data and rationale
• Maintain the gate decision log (approved, declined, deferred) — reviewed monthly
• Ensure gate outcomes are reflected in Salesforce opportunity status

GTM Programs & Sourcing Performance

• Design and track GTM programmes by vertical — proactive sourcing, campaign logic, channel mix
• Monitor pipeline sourcing performance across five channels (outbound, inbound, partner, referral, renewal-led expansion)
• Report GTM programme status at the monthly Operating Council
• Coordinate with Marketing on demand generation alignment and MQL quality

General

• Protect company assets, systems, proprietary and confidential information in accordance with Foundever Associate Agreement.

Proactively report actual or suspected ethics and compliance violations, vulnerabilities, security incidents and breaches in the confidentiality, integrity or availability of Information assets as per the Company’s policy

Qualifications

• 4-year degree in related field; advanced degree preferred
• 8–12+ years in GTM strategy, commercial strategy, sales strategy or market intelligence in a B2B enterprise environment
• Demonstrated experience designing account segmentation models and ICP framework
• Strong analytical capability — able to translate market and pipeline data into clear strategic recommendations
• Experience facilitating investment prioritisation decisions (gate reviews, portfolio allocation) in a complex organisation
• Comfortable influencing senior commercial leadership without direct authority
• BPO, managed services or outsourcing sector experience
• Experience operating across multiple US markets simultaneously
• Familiarity with intent data tools, Salesforce-based scoring models, or competitive intelligence platforms
• Cross-region collaboration experience i.e. US ↔ US, US ↔ EMEA
• Intellectually curious — continuously scanning for signals others miss
• Decisive — able to produce clear recommendations from incomplete data
• Rigorous — does not let urgency override analytical quality
• Collaborative — builds trust with BD, AM, and Enablement teams

Pre-employment Requirements

Offers of employment are conditional and require that you complete and pass a criminal background check that reviews all criminal activity in every area of residence for the last seven years. 

EEO Statement  

Foundever is committed to selecting, developing, and rewarding the best person for the job based on the requirements of the work to be performed and without regard to race, age, color, religion, sex, creed, national origin, ancestry, citizenship, disability/handicap, marital status, protected veteran status, uniform status, sexual orientation, pregnancy, genetic information, gender identity and expression, or any other basis protected by federal, state or local law. The Company forbids discrimination of all kinds, whether directed at Associates, applicants, vendors, customers, or visitors. This policy applies to all terms and conditions of employment, including recruitment, hiring, promotion, compensation, benefits, training, discipline, and termination