Director, Go-to-Market Business Applications

Role Description

As the Director of GTM Business Applications, you will own the architectural integrity and strategic roadmap of our global Lead-to-Cash (L2C) engine. This is a high-impact, techno-functional leadership role responsible for the systems that power our entire revenue lifecycle—from initial marketing attribution and sales prospecting to complex quoting, automated provisioning, and financial recognition.

You will lead a team of architects and analysts to build a seamless "Golden Path" for revenue, ensuring that direct sales, MSSPs, Distributors, and Cloud Marketplaces all operate on a unified, high-velocity platform.

What You’ll Do

• Strategic Execution & Architecture
  • Define the L2C Vision & Roadmap: Architect a multi-year strategy for GTM technologies (Salesforce, CPQ, Billing, PRM) that eliminates silos between Sales, Marketing, and Finance.
  • Architect "Touchless" Commerce: Lead the design of automated, API-first workflows that allow for zero-touch ordering and provisioning across various motions, including Direct Sales, MSSPs, and Marketplace Provisioners.
  • Own the GTM Tech Stack: Oversee the end-to-end configuration and integration of the application ecosystem. Ensure that Lead-to-Cash flows are optimized for complex B2B SaaS variables: multi-tier discounting, co-selling, and hybrid subscription models.
  • Scale through Automation & AI: Move beyond standard CRM tracking by embedding AI and machine learning into the workflow for predictive forecasting, lead scoring, and "next-best-action" guidance for the field.
  • Drive User-Centric Design: Partner with Sales and Alliance leadership to ensure systems are a "wingman" to the rep, not a hurdle. You will be measured on platform adoption, data hygiene, and the reduction of administrative friction.
  • Establish Governance & Compliance: Implement a robust framework for environment management (DevOps), data privacy (GDPR/CCPA), and secure external access for global partners and distributors.
  • Lead a High-Performance Team: Manage and mentor a cross-functional team of business analysts, developers, and product managers, fostering a culture of technical excellence and business empathy.

What You’ll Need

• The Techno-Functional Edge
  • 10+ Years of Experience: Deep background in enterprise applications (Salesforce ecosystem) with a specific mastery of the Lead-to-Cash lifecycle in a high-growth B2B SaaS environment.
  • The "Techno" Side:
    • Deep architectural knowledge of Salesforce (Sales Cloud, CPQ, Experience Cloud, Partner Portals).
    • Strong understanding of API management and Middleware (MuleSoft, Workato, etc.) for real-time B2B integrations.
    • Experience with ERP integrations (NetSuite, SAP) to ensure a clean handoff from "Closed-Won" to "Cash."
  • The "Functional" Side:
    • Expertise in GTM motions: Direct, Channel (MSSP/Disti), and Cloud Marketplaces.
    • Ability to translate "We need more revenue" into a technical requirement for a custom quoting object or an automated provisioning trigger.
  • Strategic Leadership: Proven ability to influence C-Suite stakeholders and drive alignment between conflicting priorities (e.g., Sales wanting speed vs. Finance wanting controls).
  • Data-Driven Mindset: A track record of using KPIs (Deal Velocity, Quote Accuracy, CAC/LTV) to justify tech spend and roadmap prioritization.
  • Education: Bachelor’s degree in Computer Science, Engineering, or Business Information Systems (Master’s or MBA preferred).
  • AI Requirement: Proven experience utilizing AI technologies to enhance decision-making, streamline workflows and processes, improve efficiency and drive business outcomes.
• Bonus Points:
  • Willingness to travel (~10%) for business and team functions as needed.
  • Experience with automation (processes/practices and/or tools e.g. EDI’s, building API’s for order automation and provisioning).
  • Experience with process improvement to help streamline at scale, as well as helping establish best practices.
  • Proven ability to shepherd multiple teams - engineering, stakeholders, customers; ability to present to technical and non-technical personnel to organize everyone in the same direction.
  • Prior Product Management experience within a Salesforce/CPQ Revenue Management platform and/or Salesforce partner-channel-alliance portal environment.

Benefits

• Market leader in compensation and equity awards
• Comprehensive physical and mental wellness programs
• Competitive vacation and holidays for recharge
• Paid parental and adoption leaves
• Professional development opportunities for all employees regardless of level or role
• Employee Networks, geographic neighborhood groups, and volunteer opportunities to build connections
• Vibrant office culture with world class amenities
• Great Place to Work Certified™ across the globe