Vice President, GTM Strategy & Commercial Operations

Role Description

This position is 100% remote anywhere in the US.

The VP, GTM & Commercial Operations is a newly created executive position at the intersection of commercial strategy and commercial execution. This role owns two things that most companies treat as separate — and at Precisely, we believe belong together.

• GTM Architecture & Commercial Design:
  • Chair the cross-functional GTM forum — the single table where commercial decisions are made and committed to by delegate owners.
  • Own the prioritized GTM roadmap: what the function works on, in what order, and why.
  • Define our ideal customer profile, segmentation, and target account strategy for enterprise and Fortune 500 buyers.
  • Build the launch architecture for new products and market expansions: tiers, readiness gates, enablement design, and success metrics.
  • Design partner and channel plays — where partners add reach, capacity, or credibility; the Partners function executes against your design.
  • Build the expansion playbook for the installed base: whitespace maps, packaged offers, rep motions, and attach models — in partnership with Sales Excellence.
  • Bring an outside-in market view to the executive team: competitive dynamics, market sizing, win/loss themes, where to place bets.
  • Align with Marketing and PMM on launch timing, offer framing, and messaging architecture.
  • Own GTM metrics and report them to the executive team: pipeline contribution by motion, launch performance, partner-sourced revenue, attach rates.
• Commercial Operations:
  • Own annual planning end-to-end: GTM calendar, territory design, customer segmentation refresh, and commercial org design.
  • Design the sales compensation framework — quota methodology, plan structure, and performance mechanics; Finance models and administers, you design.
  • Map and own the customer journey across the full commercial lifecycle — prospect, contract, onboard, deliver, expand — across direct, partner, and Services routes to market.
  • Lead full commercial performance reporting for Services, Partners and Support: pipeline health, bookings, forecasting, territory performance, and quota attainment — the data layer that informs GTM decisions.
  • Identify and prioritize automation opportunities across GTM and delivery processes; AI-powered solutions are the default, not the bonus.
  • Translate commercial intent into automated, AI-enabled workflows that eliminate friction, reduce manual effort, and unlock revenue.
  • Partner with IT on systems architecture and integration decisions that underpin process automation — you define requirements and govern outcomes; IT executes.
• Deal Desk Operations:
  • Own and build out Deal Desk: the pricing, approval, and contracting engine between commercial design and closed revenue.
  • Redesign and automate the Quote-to-Cash workflow — eliminate friction from pricing approvals, discounting governance, and contract execution.
  • Partner with Finance on pricing operations, Deal Desk governance, and audit-readiness; define the process and standards, Finance administers.
  • Establish Deal Desk as a commercial accelerant, not a bottleneck — a function that helps close faster and capture more margin.
• People Leadership:
  • Lead a team from day one: GTM Director, Sales Ops (3–4 people), two Strategic Planners, and Deal Desk Operations.
  • GTM Director owns day-to-day launch execution, forum operations, and launch readiness gates; you set the commercial design and hold the roadmap.
  • Build and scale the team as commercial priorities dictate; the current structure is the foundation, not the ceiling.
  • Serve as the CBO’s thought partner on market opportunities, offer architecture, commercial operations investments, and where process friction is costing revenue.

Qualifications

• 12+ years in GTM strategy, commercial strategy, or commercial operations in B2B enterprise software — including Director+ or VP-level experience.
• GTM strategy as your primary lens; commercial operations as your differentiator — you can design the go-to-market motion and run the machine that supports it.
• You have built a GTM function, commercial operations team, or integrated GTM motion from scratch; you have been “the first person to own this” before.
• A track record of leading through influence across Product, Sales, Marketing, Partners, Finance, and IT — including peers and leaders you don’t manage.
• Fluency in enterprise selling: long cycles, multi-stakeholder buying committees, six-to-seven-figure contracts.
• Hands-on experience with sales compensation design, territory planning, and commercial performance reporting — comfortable in the data and in the boardroom.
• Familiarity with Deal Desk, Quote-to-Cash, or pricing operations — you understand what makes this process work and what breaks it.
• Strong analytical grounding — comfortable sizing markets, defining metrics, and defending a commercial plan with data at the executive level.
• Executive presence — a credible peer to a CBO and functional leadership; crisp in communication up, down, and across.
• Travel: approximately 15%.

Requirements

• Experience with data products, data licensing, or data-as-a-service models — especially in AI or analytics contexts.
• Hands-on experience with Salesforce Revenue Cloud or a comparable commercial systems platform.
• Familiarity with AI-powered workflow design.
• Experience operating across US and EU markets with global or regionally distributed teams.
• Background spanning direct, partner, and Professional Services delivery models.

AI Skills / Knowledge

• Uses AI to accelerate strategic research: synthesizing competitive intelligence, market sizing inputs, win/loss themes, and commercial performance data into executive-ready outputs.
• Comfortable drafting and iterating on GTM playbooks, compensation frameworks, segmentation models, and forum briefs with AI assistance — while critically editing for accuracy and strategic fit.
• Applies AI to commercial performance reporting: surfacing pipeline anomalies, generating narrative summaries, and monitoring territory and quota health.
• Evaluates AI-generated process designs and automation outputs critically before presenting to stakeholders; understands where human judgment is non-negotiable.

Benefits

• Work from anywhere culture.
• Commitment to career development and opportunities for growth.
• Diversity in a distributed environment with a presence in 30 countries and 20 offices across 5 continents.