GTM Strategy Lead

The GTM Strategy Lead — AI Solutions defines which customers to target, how to position our solutions, and how to bring them to market. Working across Marketing, Sales, and Product, this person turns customer insights and technical capabilities into clear messaging, focused campaigns, and qualified pipeline.Success means sharper customer targeting, differentiated positioning, and coordinated execution that improves conversion and supports revenue growth. The role combines strategic planning with hands-on delivery, using market feedback and performance data to refine the approach.

Health Insurance

Medical, dental, vision, and related health benefits are available for eligible employees. Confirm details by agency, location, and employment type.

Paid Time Off

Paid time off and other leave benefits are available for eligible employees. Exact PTO policy may vary by agency and role.

Retirement Plan

Omnicom offers retirement savings benefits, including a tax-qualified defined contribution retirement savings plan.

Learning & Budget

Omnicom invests in learning and development across career stages, including programs to help employees grow, build modern marketing capabilities, and develop their craft.

Flexible Work

Flexible or hybrid work may be available depending on agency, team, and role, though some Omnicom roles note increasing in-office expectations.

Wellness / Stipend

Omnicom has expanded health and welfare benefits in areas such as emotional health, family support, family care, and financial health.

02 Responsibilities

• 01 Research and prioritize customer segments based on business needs, buying triggers, and commercial opportunity.
• 02 Develop actionable ideal customer profiles and buyer personas to guide marketing and sales.
• 03 Translate AI solution capabilities into clear positioning, differentiated messaging, and buyer-specific value propositions.
• 04 Design and execute go-to-market plans with defined audiences, channels, budgets, owners, and milestones.
• 05 Partner with Sales to generate qualified pipeline and improve lead qualification and conversion.
• 06 Create sales enablement materials, including pitch decks, case studies, competitive insights, and objection-handling guidance.
• 07 Coordinate Product, Sales, and Marketing around launches and growth initiatives.
• 08 Gather customer feedback and win/loss insights to refine targeting, messaging, and campaign priorities.
• 09 Track funnel performance and run experiments to improve marketing effectiveness and resource allocation.

What we evaluate against.

Market Segmentation & ICP Definition

Must have

• Defined and prioritized customer segments using customer research and commercial data.
• Built actionable ICPs and buyer personas that guided marketing and sales targeting.
• Validated priority segments against customer needs, buying triggers, and market opportunity.

Nice to have

• Experience marketing AI or enterprise software solutions.
• Conducted buyer interviews and win/loss analysis.
• Evidence that tighter targeting improved conversion or deal quality.

Must have

• Delivered marketing programs that generated qualified pipeline.
• Developed sales assets addressing buyer needs, objections, and purchasing decisions.
• Partnered with Sales to improve lead qualification and conversion.

Nice to have

• Quantified pipeline contribution or conversion improvements.
• Created case studies, pitch decks, or competitive battlecards.
• Experience with CRM reporting and marketing attribution.

Product-to-Market Translation

Must have

• Turned complex product capabilities into clear positioning and differentiated messaging.
• Developed value propositions tailored to priority buyers and use cases.
• Validated messaging through customer feedback or market testing.

Nice to have

• Experience explaining AI capabilities in business terms.
• Created messaging frameworks used across sales and marketing.
• Supported launches with customer evidence and competitive insights.

GTM Motion Design & Execution

Must have

• Designed and executed a GTM plan with defined audiences, channels, owners, and milestones.
• Coordinated Marketing, Sales, and Product through a launch or growth initiative.
• Selected channels and tactics based on buyer behavior and available resources.

Nice to have

• Experience with enterprise sales-led, account-based, or partner-led motions.
• Managed campaign budgets and external partners.
• Evidence of adapting execution when initial assumptions proved wrong.

Data-Driven GTM Optimization

Must have

• Defined and tracked metrics across the marketing-to-sales funnel.
• Used campaign and conversion data to identify bottlenecks and improve performance.

Nice to have

• Built dashboards linking marketing activity to commercial outcomes.
• Ran structured messaging, channel, or landing-page experiments.
• Used findings to adjust targeting or budget allocation.

04 Team dynamics

Team Structure

Work across Marketing, Sales, and Product, with shared goals for market traction and revenue growth.

Operating Rhythm

Partner across functions to align AI capabilities with user needs and coordinate implementation.

Communication

Turn complex AI capabilities into clear business value and communicate priorities, results, and trade-offs directly.

Decision Making

Use customer research, market evidence, and funnel performance to guide targeting and investment.

Ambiguity & Pace

Adapt targeting, messaging, and campaigns as customer needs and AI solutions evolve.

Documentation Culture

Maintain usable ICPs, messaging frameworks, launch plans, and experiment findings across teams.

05 Company culture

Ownership

Employees are expected to take ownership of client outcomes, operate with accountability, and move work forward across agency and network teams.

Feedback

Feedback is part of the operating rhythm, especially through client work, creative review, campaign performance, and cross-functional collaboration.

Transparency

Omnicom emphasizes ethical conduct, responsible business practices, integrity, honesty, and transparency across its organization and supply chain.

Customer Obsession

Client impact is central to the business, with teams focused on helping brands connect data, creativity, media, commerce, and technology to drive outcomes.

Learning Culture

Omnicom highlights continuous growth, development opportunities, and career paths shaped by curiosity, ambition, and opportunity.

Diversity & Inclusion

Omnicom positions diversity, inclusivity, and equity as core to its culture and to the quality of work it creates for clients.

06 What success looks like

First 30 days

Understand the AI solutions, existing customers, competitive landscape, and current funnel performance. Interview internal stakeholders and customers to identify buyer needs and purchase triggers. Assess existing targeting and messaging, establish performance baselines, and agree on priority segments and initial GTM opportunities.

90 days

Demonstrate early evidence of traction through target-account engagement, qualified opportunities, and progression through the funnel. Review campaign performance and sales feedback to refine targeting and messaging. Identify which activities to scale, adjust, or stop, and establish a repeatable reporting and optimization process.

Outcomes

Establish validated customer segments and differentiated positioning that consistently guide commercial execution. Deliver qualified pipeline against agreed targets and demonstrate improved conversion within priority segments. Build repeatable GTM programs, effective sales enablement, and a reliable feedback loop between customers, Marketing, Sales, and Product. Show measurable improvement in marketing efficiency and contribution to revenue.

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