Principal (Sr Director), AI-powered GTM Excellence
About The Position
We are seeking a Principal (Sr Director), AI-powered GTM Excellence Leader to help build and scale the adoption of AI across our Go-to-Market organization. This role will focus on applying AI to improve seller productivity, scale institutional knowledge, and enable teams to confidently navigate an increasingly complex portfolio in customer engagements. This leader will help design and operationalize AI-powered capabilities that transform how sellers learn, prepare, and execute in the field. The role will work closely with Sales, SE, Product, IT and SalesOps to identify friction in GTM workflows and deploy AI-driven solutions that improve deal velocity and seller effectiveness. The objective is to help the organization evolve toward an AI-powered GTM model, where knowledge, coaching, and deal support are delivered dynamically to sellers when and where they need it.
Requirements
- Required direct experience in top-tier consulting at the Principal / Associate Partner level (e.g., McKinsey, Bain, BCG, Deloitte), private equity, or top-tier tech strategy/bizops functions.
- MBA graduate from a top-tier business school or similar academic credentials, or a direct promote in consulting; Bachelor's degree with 15 years of experience, Master's degree with 12 years of experience, or PhD with 8 years of experience.
- Experience with AI/Gen-AI transformations and B2B GTM.
- Deep understanding of typical enterprise tech business models and GTM strategies across Field Sales, Indirect Sales, Shared Services, and Marketing.
- A track record of consistently developing and executing integrated GTM strategies to deliver excellent results.
- Leadership ability with experience leading multiple strategy teams and efforts simultaneously.
- Executive presence and ability to engage with senior leadership constructively and drive decisions through influence.
- Self-starter who is willing to go beyond 'paper strategy' to own and deliver outcomes.
Nice To Haves
- Large-scale transformation experience is a plus.
Responsibilities
- Drive AI adoption across GTM workflows
- Identify high-impact opportunities where AI can improve seller readiness, deal support, and knowledge access.
- Design and deploy AI-powered solutions that help sellers handle customer questions, technical objections, and competitive scenarios more effectively.
- Transform enablement into an AI-powered capability
- Reimagine learning, coaching, and content delivery through AI-driven simulations, role-plays, and contextual guidance.
- Embed AI capabilities directly into seller workflows to accelerate readiness and confidence.
- Scale institutional knowledge
- Capture expertise from product, engineering, and field leaders and operationalize it through AI systems that support sellers in real time.
- Ensure critical GTM knowledge scales across the organization as the portfolio grows.
- Partner across GTM leaders
- Work closely with Sales Leadership, SE leadership, Product teams to identify productivity bottlenecks and address them through AI-enabled solutions.
- Align AI initiatives with evolving GTM priorities and seller needs.
- Measure business impact
- Track improvements in seller productivity, deal execution, and pipeline progression driven by AI-enabled capabilities.
- Continuously refine approaches based on field feedback and adoption metrics.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
