Director, Go-to-Market Business Applications

This is a fully remote position, open to applicants in United States.

📋 Description

• Establish the L2C Vision & Roadmap: Develop a long-term strategy for GTM technologies (Salesforce, CPQ, Billing, PRM) that integrates Sales, Marketing, and Finance seamlessly.

• Spearhead the creation of automated, API-first workflows that facilitate zero-touch ordering and provisioning across various channels, including Direct Sales, MSSPs, and Marketplace Provisioners.

• Supervise the comprehensive configuration and integration of the application ecosystem.

• Ensure that Lead-to-Cash processes are optimized for intricate B2B SaaS variables: multi-tier discounting, co-selling, and hybrid subscription models.

• Advance beyond conventional CRM tracking by incorporating AI and machine learning into workflows for predictive forecasting, lead scoring, and "next-best-action" recommendations for the field.

• Collaborate with Sales and Alliance leadership to ensure that systems act as a supportive tool for the representative, rather than an obstacle.

• Establish a robust framework for environment management (DevOps), data privacy (GDPR/CCPA), and secure external access for global partners and distributors.

• Lead and mentor a cross-functional team of business analysts, developers, and product managers, promoting a culture of technical excellence and business empathy.

⛳️ Requirements

• 10+ Years of Experience: Extensive background in enterprise applications (Salesforce ecosystem) with specialized knowledge of the Lead-to-Cash lifecycle in a fast-growing B2B SaaS context.

• Profound architectural expertise in Salesforce (Sales Cloud, CPQ, Experience Cloud, Partner Portals).

• Strong comprehension of API management and Middleware (MuleSoft, Workato, etc.) for real-time B2B integrations.

• Experience with ERP integrations (NetSuite, SAP) to ensure seamless transition from "Closed-Won" to "Cash."

• Proficiency in GTM motions: Direct, Channel (MSSP/Disti), and Cloud Marketplaces.

• Capability to convert "We need more revenue" into a technical requirement for a custom quoting object or an automated provisioning trigger.

• Demonstrated ability to influence C-Suite stakeholders and align conflicting priorities (e.g., Sales seeking speed vs. Finance requiring controls).

• A history of utilizing KPIs (Deal Velocity, Quote Accuracy, CAC/LTV) to validate technology investments and prioritize the roadmap.

• Education: Bachelor’s degree in Computer Science, Engineering, or Business Information Systems (Master’s or MBA preferred).

• Proven experience harnessing AI technologies to improve decision-making, streamline workflows and processes, enhance efficiency, and drive business results.

🏝️ Benefits

• Market leader in compensation and equity awards.

• Comprehensive physical and mental wellness programs.

• Competitive vacation and holidays for recharging.

• Paid parental and adoption leaves.

• Professional development opportunities available for all employees, regardless of level or role.

• Employee Networks, geographic neighborhood groups, and volunteer opportunities to foster connections.

• Vibrant office culture featuring world-class amenities.

• Great Place to Work Certified™ globally.