Director GTM Strategy: Land, Expand & Ecosystem

Location: US, EMEA

Reporting to: VP, GTM Strategy & Operations

Responsibilities

• Strategic Benchmarking: Define and set the performance benchmarks for the Land & Expand motions (e.g., Target CAC, LTV/CAC ratios, Partner‑sourced pipeline %). You own the Target that the field is aiming for.
• Integrated Planning: Lead the annual and semi‑annual planning cycles for the New Business, Expansion, and Partnership organizations, including capacity modeling and quota distribution.
• Agent Ideation & Scoping: Act as the Field Scout to identify high‑friction manual tasks (e.g., prospecting research or partner lead routing). You define the Job to be Done and business logic for new AI Agents.
• Specialized Analysis: Own the Last‑Mile analysis. Once the Insights team stabilizes a reporting tool, you perform deep dives into territory health, partner attribution, and win/loss trends.