Senior Director, Awareness To Revenue

Blackbaud

18h•Remote

About The Position

Senior Director, Awareness to Revenue The Sr. Director, Awareness to Revenue Value Stream is a strategic executive responsible for driving commercial strategy, revenue growth, and go-to-market (GTM) execution across global teams. This leader owns the end-to-end value stream from market awareness through revenue realization, ensuring scalable business value practices and operational excellence. The role requires cross-functional collaboration with Product, Corporate IT, Customer Success, Finance, Sales and Marketing to accelerate our Go-To-Market Transformation and process simplification. What you will do: Strategic Leadership · Define and execute the long-term vision for the Awareness to Revenue value stream, aligning with business goals and emerging industry trends. · Serve as a critical business partner to GTM and finance functions, analytically evaluating revenue performance, identifying strategic growth opportunities, and proactively flagging risks to growth objectives. · Identify, scope, and lead cross-functional strategic initiatives that unlock growth, improve operational efficiency, and enhance competitive edge. · Embed business value methodologies into the GTM playbook for alignment across all customer segments and regions. Cross-Functional Alignment · Lead collaboration across sales, marketing, customer success, partnerships, Product, Revenue, and Finance to ensure seamless execution of revenue strategies. · Partner with CMO, CIO, CFO and Chief Commercial Officer, and senior leadership to drive strategic decision-making, resource allocation, prioritization across the value stream and cross-functional alignment. Process Optimization · Assess and introduce best practices across revenue processes, including lead/pipeline management, territory planning, and performance standards for sales, marketing, SDR, and teams. · Build and implement scalable operational systems, workflows, and governance structures to improve efficiency, reduce risk, and support revenue growth. · Identify and implement AI-powered, agentic GTM systems to improve effectiveness and scalability of the value stream. Technology Management · Oversee optimization of the revenue technology stack, ensuring seamless operations and data integrity in ART execution. · Bring in new technology solutions and methodologies to provide better business insights and accelerate processes. · Build and scale GTM analytics infrastructure, connecting campaign performance, funnel health, and ARR impact across channels. Data Analysis & Reporting · Leverage data analytics to generate insights on Go-To-Market performance, forecasting, and pipeline management. · Set KPIs to assess success and pinpoint areas for improvement. · Integrate win/loss insights and usage telemetry into actionable recommendations for Product, Sales, and Marketing. Financial Forecasting · Collaborate with Revenue leadership and Finance to develop revenue forecasts and budgets, ensuring precise and timely reporting.

Requirements

15+ years in business strategy, operations, or consulting with a focus on SaaS, AI, and GTM.
Proven track record leading large-scale transformation initiatives in complex, fast-growing organizations.
Expertise in process improvement methodologies (SAFe, Lean, Six Sigma, Agile) and modern enterprise technologies.
Proven leadership experience in GTM technology, marketing operations, or revenue operations within a SaaS business.
Strong focus on data-informed decision making and continuous improvement.
Ability to drive technical decisions that meet required standards of quality, security and operability.

Nice To Haves

Experience in the nonprofit space, donor advised funds, or gift management.

Responsibilities

Define and execute the long-term vision for the Awareness to Revenue value stream, aligning with business goals and emerging industry trends.
Serve as a critical business partner to GTM and finance functions, analytically evaluating revenue performance, identifying strategic growth opportunities, and proactively flagging risks to growth objectives.
Identify, scope, and lead cross-functional strategic initiatives that unlock growth, improve operational efficiency, and enhance competitive edge.
Embed business value methodologies into the GTM playbook for alignment across all customer segments and regions.
Lead collaboration across sales, marketing, customer success, partnerships, Product, Revenue, and Finance to ensure seamless execution of revenue strategies.
Partner with CMO, CIO, CFO and Chief Commercial Officer, and senior leadership to drive strategic decision-making, resource allocation, prioritization across the value stream and cross-functional alignment.
Assess and introduce best practices across revenue processes, including lead/pipeline management, territory planning, and performance standards for sales, marketing, SDR, and teams.
Build and implement scalable operational systems, workflows, and governance structures to improve efficiency, reduce risk, and support revenue growth.
Identify and implement AI-powered, agentic GTM systems to improve effectiveness and scalability of the value stream.
Oversee optimization of the revenue technology stack, ensuring seamless operations and data integrity in ART execution.
Bring in new technology solutions and methodologies to provide better business insights and accelerate processes.
Build and scale GTM analytics infrastructure, connecting campaign performance, funnel health, and ARR impact across channels.
Leverage data analytics to generate insights on Go-To-Market performance, forecasting, and pipeline management.
Set KPIs to assess success and pinpoint areas for improvement.
Integrate win/loss insights and usage telemetry into actionable recommendations for Product, Sales, and Marketing.
Collaborate with Revenue leadership and Finance to develop revenue forecasts and budgets, ensuring precise and timely reporting.