Senior Director, GTM AI Product Leader

Thomson Reuters•Frisco, TX

6d•Hybrid

About The Position

The Senior Director will own the AI strategy and roadmap for the go-to-market organization, spanning Sales, Customer Success, Professional Services, and Partnerships. The role partners with functional leaders and Revenue Operations to identify high-value opportunities across the customer lifecycle and works with Engineering to deliver solutions using SaaS platforms, configured tools, or custom-built products as appropriate. The leader defines problems, prioritizes initiatives, and measures adoption and business impact, and is accountable for how AI supports selling, onboarding, delivery, retention, and growth with customers and partners. The role establishes a multi-year vision and quarterly roadmap, evaluates AI opportunities for revenue impact, productivity, cost to serve, and feasibility, and governs tools to avoid duplication and AI sprawl. It leads discovery, prototyping, pilots, and scaling with defined success criteria. The position also drives adoption and change management, develops measurable KPI and ROI reporting, and works with Legal, Security, Privacy, IT, Data, and Analytics on responsible use, data quality, and trustworthy AI. The Senior Director builds and leads a team of product managers and business analysts while influencing cross-functional Engineering, Data, and GTM Operations partners. The role establishes intake, prioritization, and governance processes and represents GTM AI with executive leadership, vendors, analysts, and peer companies.

Requirements

12+ years of experience in product management, GTM operations or strategy, sales or revenue technology, or related roles.
5+ years of experience leading teams.
Demonstrated success owning a technology roadmap serving revenue-generating teams, ideally across more than one of Sales, Customer Success, Professional Services, and Partnerships.
Deep working knowledge of the GTM technology stack, including Salesforce and conversation intelligence tools such as Gong, and how data flows between systems.
Hands-on experience delivering AI/ML or generative AI solutions into production.
Practical understanding of LLMs, agents, retrieval, prompt and workflow design, evaluation, and cost management.
Strong build-versus-buy judgment and vendor management experience, with comfort building business cases.
Proven ability to drive change and adoption among frontline revenue teams and senior business leaders.
Excellent executive communication and ability to translate between technical teams and business stakeholders.
Analytical rigor and a bias toward measurable outcomes.

Nice To Haves

Prior experience as a sales, customer success, or services practitioner or leader, or in a hybrid GTM and product role.
Experience with Salesforce platform capabilities such as Sales Cloud, Service Cloud, Agentforce or equivalent AI features, data cloud or warehouse integrations, and Gong or similar conversation intelligence tools.
Experience in a B2B, enterprise, or professional-services-oriented environment with long sales cycles and complex account structures.
Familiarity with partner ecosystems, co-sell motions, and channel programs.
Experience establishing AI governance and responsible-AI practices.

Responsibilities

Define and own a multi-year AI vision and quarterly roadmap across Sales, Customer Success, Professional Services, and Partnerships.
Identify, size, and prioritize AI use cases based on revenue impact, productivity gains, cost to serve, and feasibility.
Set and communicate build-versus-buy-versus-configure principles, supported by business cases and total cost of ownership analysis.
Align the GTM AI roadmap with company strategy, revenue targets, and enterprise AI and data strategy.
Rationalize and govern overlapping tools and prevent AI sprawl across the GTM organization.
Lead discovery, prototyping, pilots, and scale-up, with clear success criteria and stage gates.
Develop AI applications for Sales, including prospecting, account research, lead and opportunity scoring, call intelligence, forecasting, proposal generation, pricing guidance, and rep coaching.
Develop AI applications for Customer Success, including health scoring, churn prediction, renewal and expansion signals, meeting preparation, onboarding acceleration, and risk alerts.
Develop AI applications for Professional Services, including scoping, estimation, project planning, knowledge retrieval, delivery acceleration, resource allocation, utilization, and margin improvement.
Develop AI applications for Partnerships, including partner identification and tiering, co-sell and pipeline insight, partner enablement, and ecosystem analytics.
Design cross-functional AI workflows across the customer lifecycle, including sales-to-onboarding, delivery, and renewal handoffs.
Drive adoption with Revenue Operations, enablement, and functional leaders through training, playbooks, and incentives.
Define and report KPIs covering usage, productivity, pipeline and win rate, forecast accuracy, retention and expansion, services margin, and partner-sourced revenue.
Quantify ROI and regularly report outcomes to executive leadership.
Work with Legal, Security, Privacy, and IT to establish guardrails for AI use with customer and partner data, including access controls, data residency, model policies, and auditability.
Promote trustworthy AI outputs and appropriate human involvement in high-stakes decisions.
Partner with Data and Analytics on data quality, definitions, and a shared source of truth.
Build and lead a team of product managers and business analysts, and influence Engineering, Data, and GTM Operations partners.
Establish intake, prioritization, and governance processes for joint roadmap steering by GTM leaders.
Represent GTM AI internally and externally with vendors, analysts, and peer companies.

Benefits

Flexible hybrid work environment for office-based roles.
Work from anywhere for up to 8 weeks per year.
Career development and continuous learning programs, including Grow My Way.
Comprehensive health, dental, vision, disability, and life insurance programs.
401(k) plan with company match.
Flexible vacation and competitive vacation, sick and safe paid time off.
Two company-wide mental health days off and access to the Headspace app.
Tuition reimbursement.
Employee incentive programs and an annual bonus may be available based on enterprise and individual performance.
Resources for mental, physical, and financial wellbeing, including an Employee Assistance Program and fitness reimbursement.
Two paid volunteer days off annually and opportunities for pro-bono consulting and ESG initiatives.
Parental leave and sabbatical leave.
Flexible Spending and Health Savings Accounts.
Commuter benefits.
Adoption and surrogacy assistance.
Employee Stock Purchase Plan.
Optional hospital, accident and sickness insurance; optional life and AD&D insurance; group legal and identity theft protection; and access to a 529 Plan.