GTM Strategy & Operations Director

Solera

About The Position

The Director of GTM Strategy & Operations owns how we bring our products to market — defining positioning, messaging, and the operational infrastructure that drives pipeline and revenue. This is a senior cross-functional leadership role for a strategic operator who can move fluidly between big-picture thinking and disciplined execution, and who can build and scale a team to match a growing business.

Requirements

8+ years in GTM strategy, product marketing, or revenue operations within B2B SaaS or enterprise technology.
Proven ownership of end-to-end GTM for complex platforms or portfolios with measurable pipeline and revenue impact.
Track record building GTM processes from scratch in high-growth or pre-scale environments.
Experience with pricing and packaging strategy, market expansion, and land-and-expand or PLG motions.
RevOps or Sales Ops exposure: CRM hygiene, funnel metrics, forecasting, and attribution models.
Win/loss program or VOC research ownership; ability to convert insights into positioning and competitive strategy.
Deep fluency in enterprise buying dynamics, consultative sales, and multi-stakeholder deal navigation.
Ability to translate data-intensive platforms and AI workflows into compelling narratives for technical and executive audiences.
Exceptional communication, storytelling, and executive presence; strong cross-functional influence in matrixed organizations.
Builder mentality — energized by ambiguity, data-driven in judgment, and collaborative by nature.

Nice To Haves

MBA preferred; equivalent experience leading GTM functions at scale considered.

Responsibilities

Own GTM strategy end-to-end — positioning, messaging, and value propositions tied to growth and revenue goals.
Lead planning and execution for product launches, platform enhancements, and AI-enabled capabilities across Product, Marketing, and Sales.
Drive market expansion into new verticals, geographies, or segments; manage land-and-expand and PLG motions where applicable.
Own pricing and packaging strategy across a platform or multi-product portfolio.
Build GTM operational infrastructure — frameworks, processes, and cross-functional rhythms that convert launches and campaigns into pipeline.
Align Marketing, Sales Enablement, Demand Gen, and Professional Services around shared GTM motions and business outcomes.
Establish GTM performance metrics and reporting cadences; apply RevOps principles including funnel metrics, forecasting, and attribution.
Partner with Sales on enterprise opportunities — executive presentations, deal-specific messaging, and win strategy.
Oversee core GTM assets: pitch decks, solution briefs, battlecards, and customer value stories.
Own competitive intelligence and a win/loss program; translate insights into sharper positioning and product direction.
Translate complex concepts — data pipelines, automation, agentic AI — into clear, outcome-oriented customer narratives.