Director, GTM Strategy & Market Intelligence

Foundever®•Remote, Any

About The Position

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. 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.

Requirements

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

Responsibilities

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
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
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
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
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
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