Principal GTM Strategy Lead

Speridian Technologies•Sacramento, CA

2d•Remote

About The Position

The Principal GTM Strategy Lead is responsible for establishing Go-To-Market (GTM) as a core discipline within DHCS, focused on ensuring that legislatively mandated products are successfully adopted, operationalized, and delivering measurable value across the behavioral health system. This role provides dedicated leadership rolling out software in a policy-driven environment with the expertise, authority, and focus needed to define standards, frameworks, and discipline maturity for rollout, readiness, and adoption at statewide scale. The Principal GTM Strategy Lead leads product enablement across the full release lifecycle, owning rollout strategy, user adoption, stakeholder readiness, product communications, and post-release value realization. This role partners closely with Executive Leadership, Product Managers, Product Owners, Human Centered Design (HCD), Engineering, Project Management Support Team (PMST) Communications, Policy experts and Program partners, while maintaining clear ownership of readiness, transition, and adoption outcomes. Through structured execution, cross-functional coordination, and a focus on real-world use, this position ensures DHCS products are not only launched, but effectively replace legacy processes, drive behavioral change, and improve efficiency, compliance, and transparency across counties, providers, and internal teams.

Requirements

10+ years of experience in go-to-market, product enablement, organizational change management, or operational readiness, including at least 3 years in a leadership or function-building capacity.
Experience building or maturing a GTM, product enablement, or adoption-focused function, including defining operating models, playbooks, and standards.
Experience driving adoption and behavioral change across large, complex organizations with multiple stakeholder groups.
Demonstrated ability to lead cross-functional alignment, manage readiness activities, and support large-scale rollouts.
Experience working in healthcare, behavioral health, or a related public sector domain, with an understanding of regulatory, compliance, and operational complexities.
Agile tools (e.g., Jira, Jira Align, Confluence) for tracking, coordination, and documentation.
Collaboration platforms (e.g., Slack, Microsoft Teams, Confluence) for stakeholder engagement.
Communication and content tools for developing standardized rollout materials.
Readiness frameworks, checklists, and playbooks for structured rollout and adoption.

Nice To Haves

Success in this role goes beyond compensation, work-life balance, or a typical corporate career mindset. We’ve found that intrinsic motivation—a genuine drive to grow, solve complex problems, and create lasting impact—is a defining trait of those who truly thrive here.
We’re looking for individuals with a consulting mindset, a passion for technology, and above all, a deep personal commitment to delivering meaningful results. This environment is fast-paced and demanding—we hold ourselves to high standards every day.
This role isn't for everyone, and we’re honest about that. But for those motivated by purpose, challenge, and the chance to lead with impact, it could be the ideal next step in your career.

Responsibilities

Lead the development of structured rollout strategies that define how products and features are introduced across DHCS, counties, and providers.
Define rollout phases (pilot, expansion, standardization), success criteria, and execution plans aligned to program and policy timelines.
Ensure stakeholders receive consistent, well-timed communications including change narratives, readiness guidance, and release information.
Partner with PMST Communications for distribution through official channels while maintaining GTM ownership of message content and accuracy.
Develop comprehensive adoption strategies that drive sustained use of DHCS products across counties, providers, and internal stakeholders.
Design engagement approaches that transition users from legacy processes to standardized digital workflows.
Equip user groups with clear, reusable guidance that enables confident adoption and integration into daily operations.
Ensure new workflows are understood, trusted, and consistently used.
Define and track success metrics including adoption rates, workflow completion, time savings, reduction in manual processes, and improved data accuracy.
Ensure products deliver measurable improvements in administrative efficiency, compliance, and operational transparency.
Report on outcomes and value delivered to executive leadership and program partners.
Lead readiness efforts across teams by maintaining readiness frameworks, checklists, and release coordination activities.
Validate that delivered functionality aligns with real-world workflows and operational needs of counties, providers, and internal users.
Identify gaps, risks, and barriers to adoption, and escalate with clear recommendations.
Ensure all pre-launch activities are completed and aligned to successful rollout and adoption.
Define and execute transition strategies from legacy processes to new systems, including parallel operations, migration planning, and phased adoption.
Coordinate with program and policy teams to support standardization and reduction of outdated workflows.
Ensure legacy processes are systematically reduced or eliminated as new products are adopted.
Establish and operationalize GTM as an independent function with defined operating models, engagement points, and standards.
Build scalable frameworks, playbooks, and tools that support consistent rollout and adoption across a growing product portfolio.
Maintain structured collaboration with HCD, Product, Engineering, and program teams with clearly defined roles and responsibilities.
Drive GTM discipline maturity, team capability development, and tooling to support long-term scalability.
Translate policy, program requirements, and product capabilities into clear, actionable workflows for end users.
Surface insights from rollout and adoption to inform program and policy teams of operational challenges and opportunities for alignment.
Ensure continuous feedback between execution and program intent to improve long-term outcomes.