Vice President, GTM Strategy & Commercial Operations
This position is 100% remote anywhere in the US
Overview:
This is a once-in-a-generation moment for Precisely. AI has changed everything — and Precisely is at the center of it. We are the data company that makes AI work. The world’s leading enterprises trust Precisely because AI is only as good as the data underneath it: accurate, enriched, and trusted. As AI adoption accelerates across the Fortune 500, demand for what we do has never been greater — and we’re backed, resourced, and led to capture it. New leadership. Fresh strategy. Real investment. And a market that has finally caught up to what we’ve always known.
The VP, GTM & Commercial Operations is a newly created executive position at the intersection of commercial strategy and commercial execution. This role owns two things that most companies treat as separate — and at Precisely, we believe belong together.
On one side: go-to-market design. Who we sell to, what we sell, at what price, in what package, through what motion. You chair the cross-functional forum where these commercial decisions get made, hold the prioritized GTM roadmap, and ensure that Sales, Partners, Services, Product, and Marketing are aligned before anything goes to market.
On the other side: commercial operations. The data, systems, and process backbone that makes the GTM motion work at scale. Annual planning. Territory design. Customer segmentation. Sales compensation framework. Deal Desk. Revenue performance. These are not support functions — they are the machine that translates strategy into revenue.
The two sides feed each other. GTM design sets the direction; Commercial Ops provides the data and infrastructure to execute and improve it. The person who can hold both — and build a team that runs them — is rare. We’re hiring that person.
You will lead a team from day one: a GTM Director who runs day-to-day launch execution, Sales Ops, Strategic Planners, and Deal Desk. You set the direction. You hold the design. Your team executes.
There is no playbook. You write it.
This is a seat at the leadership table of a company scaling fast, backed by investors with high expectations, and led by a team that knows how to win. If you want to execute someone else’s strategy, this isn’t the role. If you want to build a commercial engine that defines a market, read on.
What you will do:
GTM ARCHITECTURE & COMMERCIAL DESIGN
Chair the cross-functional GTM forum — the single table where commercial decisions are made and committed to by delegate owners
Own the prioritized GTM roadmap: what the function works on, in what order, and why
Define our ideal customer profile, segmentation, and target account strategy for enterprise and Fortune 500 buyers
Build the launch architecture for new products and market expansions: tiers, readiness gates, enablement design, and success metrics
Design partner and channel plays — where partners add reach, capacity, or credibility; the Partners function executes against your design
Build the expansion playbook for the installed base: whitespace maps, packaged offers, rep motions, and attach models — in partnership with Sales Excellence
Bring an outside-in market view to the executive team: competitive dynamics, market sizing, win/loss themes, where to place bets
Align with Marketing and PMM on launch timing, offer framing, and messaging architecture
Own GTM metrics and report them to the executive team: pipeline contribution by motion, launch performance, partner-sourced revenue, attach rates
COMMERCIAL OPERATIONS
Own annual planning end-to-end: GTM calendar, territory design, customer segmentation refresh, and commercial org design
Design the sales compensation framework — quota methodology, plan structure, and performance mechanics; Finance models and administers, you design
Map and own the customer journey across the full commercial lifecycle — prospect, contract, onboard, deliver, expand — across direct, partner, and Services routes to market
Lead full commercial performance reporting for Services, Partners and Support: pipeline health, bookings, forecasting, territory performance, and quota attainment — the data layer that informs GTM decisions
Identify and prioritize automation opportunities across GTM and delivery processes; AI-powered solutions are the default, not the bonus
Translate commercial intent into automated, AI-enabled workflows that eliminate friction, reduce manual effort, and unlock revenue
Partner with IT on systems architecture and integration decisions that underpin process automation — you define requirements and govern outcomes; IT executes
DEAL DESK OPERATIONS
Own and build out Deal Desk: the pricing, approval, and contracting engine between commercial design and closed revenue
Redesign and automate the Quote-to-Cash workflow — eliminate friction from pricing approvals, discounting governance, and contract execution
Partner with Finance on pricing operations, Deal Desk governance, and audit-readiness; define the process and standards, Finance administers
Establish Deal Desk as a commercial accelerant, not a bottleneck — a function that helps close faster and capture more margin
PEOPLE LEADERSHIP
Lead a team from day one: GTM Director, Sales Ops (3–4 people), two Strategic Planners, and Deal Desk Operations
GTM Director owns day-to-day launch execution, forum operations, and launch readiness gates; you set the commercial design and hold the roadmap
Build and scale the team as commercial priorities dictate; the current structure is the foundation, not the ceiling
Serve as the CBO’s thought partner on market opportunities, offer architecture, commercial operations investments, and where process friction is costing revenue
What we are looking for:
REQUIRED
12+ years in GTM strategy, commercial strategy, or commercial operations in B2B enterprise software — including Director+ or VP-level experience
GTM strategy as your primary lens; commercial operations as your differentiator — you can design the go-to-market motion and run the machine that supports it
You have built a GTM function, commercial operations team, or integrated GTM motion from scratch; you have been “the first person to own this” before
A track record of leading through influence across Product, Sales, Marketing, Partners, Finance, and IT — including peers and leaders you don’t manage
Fluency in enterprise selling: long cycles, multi-stakeholder buying committees, six-to-seven-figure contracts
Hands-on experience with sales compensation design, territory planning, and commercial performance reporting — comfortable in the data and in the boardroom
Familiarity with Deal Desk, Quote-to-Cash, or pricing operations — you understand what makes this process work and what breaks it
Strong analytical grounding — comfortable sizing markets, defining metrics, and defending a commercial plan with data at the executive level
Executive presence — a credible peer to a CBO and functional leadership; crisp in communication up, down, and across
Travel: approximately 15%
PREFERRED QUALIFICATIONS / DIFFERENTIATORS
Experience with data products, data licensing, or data-as-a-service models — especially in AI or analytics contexts
Hands-on experience with Salesforce Revenue Cloud or a comparable commercial systems platform
Familiarity with AI-powered workflow design
Experience operating across US and EU markets with global or regionally distributed teams
Background spanning direct, partner, and Professional Services delivery models
AI Skills / Knowledge
Precisely is an AI-first organization. All employees are expected to demonstrate proficiency in applying AI tools to accelerate their work, improve output quality, and eliminate low-value tasks. Candidates should be comfortable using generative AI tools (e.g., Claude, Microsoft Copilot) in their day-to-day workflows, able to evaluate AI-generated outputs critically, and open to continuously adopting new AI capabilities as they emerge.
REQUIRED
Uses AI to accelerate strategic research: synthesizing competitive intelligence, market sizing inputs, win/loss themes, and commercial performance data into executive-ready outputs
Comfortable drafting and iterating on GTM playbooks, compensation frameworks, segmentation models, and forum briefs with AI assistance — while critically editing for accuracy and strategic fit
Applies AI to commercial performance reporting: surfacing pipeline anomalies, generating narrative summaries, and monitoring territory and quota health
Evaluates AI-generated process designs and automation outputs critically before presenting to stakeholders; understands where human judgment is non-negotiable
PREFERRED
Uses AI to synthesize cross-functional signal — CRM data, customer interviews, analyst reports, delivery data — into prioritized GTM and operations recommendations
Proactively identifies where AI tooling can automate low-value coordination within the GTM operating cadence (e.g., meeting summaries, readiness checklists, status rollups)
Hands-on experience deploying AI workflows within commercial processes — automated Deal Desk approvals, AI-assisted quoting, or inbound routing automation
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