AI GTM Archtiect

Tricentis•Boston, MA

22h

About The Position

AI has created a significant opportunity for GTM organizations to gain competitive advantage by radically improving Buyer Experience. Traditional B2B GTM motions align to how providers sell, not how customers buy, which creates friction along the Buyer Journey. In this role, you will design and operationalize the systems, workflows, operating models and talent requirements that support AI-powered execution across Sales, Marketing, Customer Success, and Partner organizations. You will connect strategy with execution by architecting AI-enabled processes, engaging with the front-line to test and validate them, partnering with enablement to drive adoption, and translating emerging AI capabilities into measurable business outcomes. Your work will improve productivity, accelerate growth, strengthen decision-making, and optimize Buyer Experiences.

Requirements

AI-powered GTM transformation: Demonstrated success designing and implementing AI-enabled workflows that improve commercial performance or operational efficiency.
Revenue process architecture: Built or redesigned lead-to-cash, customer lifecycle, renewal, or expansion processes around customer buying behavior and delivered measurable outcomes.
Cross-functional enterprise leadership: Aligned Sales, Marketing, Customer Success, Operations, Product, and executive stakeholders around shared transformation priorities.
GTM systems strategy: Evaluated, governed, and optimized a GTM technology ecosystem while improving adoption and business value.
Data-informed decision-making: Use operational, customer, and revenue evidence to guide prioritization, investment, and performance improvement.
Program and change leadership: Led complex transformation programs, influenced adoption, and sustained new ways of working.
Executive communication and influence: Translate technical concepts and tradeoffs into clear business outcomes and recommendations for executive audiences.
Partner and vendor management: Coordinated internal teams and external experts to accelerate delivery and capability development.

Nice To Haves

Experience applying generative AI, agentic AI, or advanced automation in enterprise GTM environments.
Experience within Revenue Operations, GTM Transformation, or a CRO-aligned organization.
Experience scaling global sales productivity, revenue acceleration, or customer success programs.
Familiarity with AI governance, compliance, or responsible AI frameworks.
Experience supporting enterprise operating-model transformation or integration programs.

Responsibilities

Design and evolve AI-powered GTM architecture across lead-to-cash, the customer lifecycle, and renew-to-expand motions, using the buyer journey as the organizing principle to improve efficiency, scalability, and customer outcomes.
Build repeatable AI-enabled programs that help sellers, customer success teams, and partners make better decisions and work more effectively.
Partner with Sales, Marketing, Customer Success, Operations, Product, and executive stakeholders to align AI initiatives with revenue goals and business priorities.
Lead governance, adoption, and continuous improvement of GTM systems, data, workflows, and AI-enabled processes.
Translate emerging AI capabilities into practical field solutions that improve pipeline generation, forecasting, customer engagement, and operational performance.
Establish success measures, evaluate business impact, and use evidence to guide optimization and investment decisions.
Shape change and adoption strategies that embed AI-powered workflows into day-to-day GTM operations.