GTM AI Strategy and Execution Lead

Tipalti•Foster City, CA

About The Position

The GTM AI Strategy and Execution Lead is a senior individual contributor embedded in Tipalti’s Sales Excellence team, sitting at the intersection of AI strategy and GTM revenue execution. This role is a key driver of Tipalti’s AI-led growth transformation, owning and continuously transforming AI-powered tools and workflows that enable Sales Development, Sales, Solutions Consulting, Account Management, and Alliances teams to deliver a world-class buying and selling experience at every stage of the customer journey. The role bridges the gap between what a world-class data and AI team can build and the associated workflows for optimized execution and results. It requires technical depth for intelligent configuration and GTM domain expertise to translate field needs into precise requirements. The Lead collaborates closely with Tipalti’s data and AI teams cross-functionally while driving the AI-led growth roadmap independently, owning the roadmap, building timelines, and measuring outcomes. Responsibilities include owning and operating core elements of Tipalti’s AI-powered GTM tech stack, coordinating the building of new capabilities, designing workflows across the customer journey, and extending existing platforms. The Lead will be the primary architect bringing the AI use case roadmap to life in collaboration with AI teams, Sales Excellence, and key stakeholders across the sales organization, becoming a foundational force in Tipalti’s AI-led growth transformation.

Requirements

10+ years of GTM experience.
At least 4+ years of experience in a technical, systems, hybrid GTM/builder role.
Proven technical proficiency: API fluency (reading documentation, building integrations, configuring webhooks, troubleshooting data flows).
Hands-on experience deploying AI-powered GTM systems in production.
Experience owning AI-powered tools or products in production.
Deep understanding of Sales Development, Sales, Solutions Consulting, Account Management, and Alliances motions.
Proficiency across the modern GTM stack: Salesforce, Clari, Clari Copilot, ZoomInfo, Actively, Hyperbound, Openprise, HockeyStack, Snowflake, and Sumble.
Hands-on experience with AI and automation platforms including Claude, Gemini, Workato iPaaS, Gumloop, n8n, Zapier, Make, or equivalent.
Strong communicator who operates fluently across technical and non-technical stakeholders.
Ability to prioritize and sequence a technical roadmap under real-world constraints.
Ability to represent complex work clearly to senior leadership.
Highly self-directed with a bias toward action.

Nice To Haves

Experience in B2B SaaS or a complex, multi-product GTM environment is highly preferred.

Responsibilities

Build and Own the GTM AI System: Architect and execute the vision for an AI-led growth system that works across teams, workflows, and stages of the buying and selling journey.
Own AI-powered GTM tools and related processes, ensuring ongoing performance, evolution, and measurable field impact.
Approach GTM organization with a systems architecture mindset, designing for interoperability, breaking down workflow silos, and ensuring seamless data and context flow.
Coordinate the build and continuous evolution of Revenue Brain capabilities for GTM teams, translating AI capabilities into daily jobs-to-be-done.
Regularly test and deploy workflow automations, tool integrations, and AI-powered processes across the GTM stack (Salesforce, Clari, Clari Copilot, ZoomInfo, Actively, Hyperbound, Openprise, HockeyStack, and Sumble).
Evaluate emerging tools and capabilities with a customer life cycle mindset, building proof-of-concepts, validating with the field, and scaling what works.
Bridge the Field and Drive the Roadmap: Surface workflow friction, unmet needs, and AI use case opportunities by working directly with AEs, SDRs, SCs, AMs, and Alliance Managers.
Translate field insights into precise technical requirements and prioritized roadmap decisions.
Operate as the GTM org’s internal voice for AI tools, owning the use case intake process, backlog prioritization, and delivery accountability.
Collaborate closely with Tipalti’s data and AI teams on shared use case design, data quality requirements, and architectural decisions.
Coordinate cross-functionally with Sales Ops, Enablement, Marketing, Operations, Customer Success, Finance, and Alliance stakeholders.
Represent the AI-led growth roadmap to Sales leadership, translating technical progress into field impact and pipeline implications.
Measure, Iterate, and Report: Define success metrics for every tool, workflow, and AI capability deployed.
Analyze performance data, AI output quality, and field adoption signals to continuously improve outcomes.
Deliver regular reporting to Sales and GTM leadership on AI tool performance, workflow adoption, and revenue impact.