Senior Director, Institutional Buy Side Go-to-Market

FactSet•Boston, MA

2d•$240,000 - $275,000

About The Position

FactSet is seeking a Senior Director, Institutional Buyside Go-To-Market to own the multi-year ASV growth strategy and commercial execution for FactSet Institutional Buyside clients. This leader will be accountable for the segment’s ASV growth trajectory without carrying a sales quota or owning the product roadmap. The role involves translating FactSet's product and AI capabilities into a compelling value proposition, commercial strategy, market narrative, and GTM playbooks. The leader will also ensure client and field intelligence is fed back into product and strategy decisions. This is a global role requiring adaptation of strategy and execution to distinct regional market needs. The Senior Director will lead the Institutional Buyside GTM Pod, overseeing a team of GTM Directors and collaborating with Product Marketing, Sales Enablement, and Pricing leaders. Success is measured by the effectiveness of the go-to-market model and the business outcomes it delivers, rather than individual revenue attainment.

Requirements

15+ years of leadership experience in commercial, general management, product, strategy, or go-to-market roles within financial services, financial technology, or the institutional buyside domain.
Leadership experience in complex, matrixed organizations with revenue or ASV accountability.
Proven track record of defining and executing multi-year growth strategies that drive measurable revenue, ASV, market position, or client adoption outcomes.
Proven track record of leading the commercialization and adoption of new products, technologies, and AI-driven solutions.
Proven track record of aligning cross-functional teams to deliver measurable business outcomes in complex, matrixed environments.
Deep experience with institutional buyside clients across asset managers, asset owners, sovereign wealth funds, pensions, and insurers, including an understanding of client needs, buying dynamics, and industry trends.
Deep experience with executive-level client engagement, strategic account sponsorship, and C-suite relationship management.
Deep experience with commercial strategy, including value proposition development, pricing, packaging, and adoption-led growth models.
Strong commercial and strategic acumen with an ownership mindset and accountability for business outcomes.
Executive presence with credibility across C-suite clients, industry, and senior internal stakeholders.
Ability to influence and align stakeholders across Sales, Product, Marketing, Pricing, and other functions to drive results.
Skilled at balancing long-term strategic thinking with disciplined execution and operational rigor.
Recognized market leader and trusted advisor, capable of translating industry and client insights into growth opportunities and strategic decisions.
Proven people leader with a track record of building, developing, and leading high-performing teams.

Nice To Haves

Prior experience in go-to-market strategy, product strategy, market development, or segment leadership roles in addition to sales or coverage responsibilities.
Commercial client-facing experience, such as Relationship Management, Consulting Services, Sales Leadership, or a comparable growth-oriented leadership role.
Familiarity with data, analytics, index, trading, workflow, and AI solutions serving institutional clients; knowledge of front- and middle-office investment workflows is a plus.
An established senior-level network across the institutional buyside ecosystem.

Responsibilities

Own the multi-year Institutional Buyside ASV growth strategy, driving cross-functional alignment to accelerate ASV growth through client value creation.
Own Institutional Buyside positioning, client targeting, personas, and commercial direction, identifying growth drivers and establishing commercial priorities.
Lead the commercialization of new products and innovations within Institutional Buyside, aligning teams on positioning, target accounts, launch readiness, and adoption strategies.
Define and execute the GTM strategy for FactSet's AI solutions within Institutional Buyside, aligning Product, the AI Foundry, and GTM leadership to accelerate adoption and unlock new revenue opportunities.
Serve as the voice of the Institutional Buyside client and market, translating commercial insights, client feedback, and competitive intelligence into recommendations for product strategy, pricing, packaging, and investment priorities.
Develop a deep understanding of distinct buying behaviors and needs across Institutional Buyside client personas and translate those insights into differentiated go-to-market strategies.
Shape the Institutional Buyside product roadmap by translating market signals, competitive dynamics, and client/field intelligence into clear, prioritized guidance for Product leadership.
Serve as FactSet's leading internal expert on the Institutional Buyside market, staying abreast of industry trends and partnering with Customer & Competitive Insights.
Identify emerging risks to FactSet’s Institutional Buyside business and partner with Sales and Product leadership to develop mitigation strategies.
Serve as FactSet’s senior executive representative to the Institutional Buyside industry, building executive relationships with key clients and industry leaders.
Serve as executive sponsor for Institutional Buyside strategic accounts, leading executive QBRs and strategic dialogues.
Facilitate Institutional Buyside Client Advisory Board(s) to ensure client perspectives inform product roadmap strategy and investment priorities.
Represent FactSet externally at key institutional-industry events, conferences, and forums.
Lead the Institutional Buyside GTM pod, aligning GTM Directors with dedicated partners around a unified growth strategy, operating model, and execution plan.
Build and develop a high-performing team of GTM leaders.
Partner with GTM Directors to establish differentiated strategies across Institutional Buyside client personas and regions.
Own the Institutional Buyside ASV growth plan and outcomes, overseeing performance against ASV targets and intervening to keep results on track.
Engage directly in Institutional Buyside's most strategic opportunities, expansions, and at-risk accounts, partnering with Sales leadership.
Partner with Sales leadership to optimize Institutional Buyside coverage, capacity, and execution.
Mobilize Product Marketing & Programs and Sales Enablement to strengthen commercial effectiveness and ensure Sales teams have the necessary capabilities and tools.
Partner with Product leadership to align the Institutional Buyside roadmap with client and market needs, prioritize investments, and coordinate launch sequencing.
Direct Product Marketing & Programs, Sales Enablement, and Pricing partners to define positioning, packaging, pricing, and field readiness strategies.
Coordinate with FactSet's Marketing team to ensure Institutional Buyside campaigns and messaging align with field enablement.
Collaborate with peer GTM Leaders across other segments to coordinate multi-segment opportunities and share market intelligence.
Partner with the Institutional Buyside Specialty Sales team to leverage their expertise and drive ASV growth.