TCP Operations Director – Value Creation GTM

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

📋 Description

• Serve as the liaison between the deal team and portfolio operators, translating diligence insights into actionable execution.

• Focus primarily on front-of-house functions including Sales, Marketing, Customer Success, and RevOps.

• Take a hands-on approach, possessing the credibility to step into interim leadership roles as necessary.

• Embrace a builder mentality by developing repeatable playbooks that enhance value across the portfolio.

• Direct front-of-house diligence workstreams, creating a clear, data-informed perspective on revenue quality and growth potential. Areas of focus include:

• - Revenue quality and sustainability, such as ARR composition, churn dynamics, expansion motion, and cohort behavior.

• - Sales effectiveness, including pipeline health, conversion rates, sales cycle duration, ICP alignment, rep productivity, attainment, and evaluation of compensation plans.

• - Pricing and packaging strategies, focusing on willingness-to-pay, discounting discipline, and monetization opportunities.

• - Customer segmentation and unit economics, analyzing LTV/CAC dynamics by segment, payback periods, and expansion potential.

• - Competitive positioning and go-to-market (GTM) strategies, assessing differentiation, win/loss patterns, and route-to-market fit.

• - Evaluating GTM maturity and operational gaps.

• Formulate clear investment theses regarding growth and defensibility.

• Identify quick wins and medium-term value levers, providing rough estimations and confidence levels.

• Collaborate with external advisors as needed, while maintaining ownership of conclusions.

• Convert diligence findings into an actionable Value Creation Plan (VCP) for the GTM section, encompassing:

• - A prioritized roadmap covering the first 100 days and the 12–24 month outlook.

• - Revenue growth initiatives including new logo strategies, expansion and retention tactics, and channel partnerships.

• - Enhancements to the sales organization, such as coverage models, role design, and compensation plan adjustments.

• - Shifts in marketing strategy including demand generation, positioning, branding, and content creation.

• - Improvements in Customer Success and retention strategies, like health scoring, intervention tactics, and expansion playbooks.

• - Collaborate with finance and investment teams on revenue modeling, growth assumptions, and KPI tracking connected to TCP value creation plans.

• Ensure close alignment between:

• - The investment thesis and the value creation plan.

• - The CEO and executive teams, fostering early alignment before the closing when possible.

• Support or lead the execution of high-priority initiatives within portfolio companies. Typical workstreams may include:

• - Redesigning sales organizations, which entails territory assignments, role definitions, quota settings, and compensation structures.

• - Refining ICP and segmentation, optimizing the target customer profile, and aligning the GTM approach accordingly.

• - Establishing a pipeline generation engine, including SDR development, marketing alignment, outbound, and ABM strategies.

• - Redesigning pricing and packaging based on value-based pricing, plan architecture, and monetization strategies.

• - Enhancing the Customer Success model with retention playbooks, upsell and cross-sell strategies, and CS coverage segmentation.

• - Improving RevOps and data infrastructure, focusing on pipeline hygiene, forecasting discipline, KPI definitions, and reporting cadence.

• Depending on circumstances, this role may involve stepping into the portfolio company as:

• - An interim leader (e.g., interim CRO or Head of Sales) during transitional phases.

• - A program or transformation lead for specific initiatives.

• The expectation is to achieve measurable impact on growth and commercial efficiency.

• Act as a trusted partner to portfolio company CEOs, CROs, and CMOs while upholding the rigor expected by the Operating Partner, Deal team, and Investors. Responsibilities include:

• - Establishing a collaborative working cadence with portfolio leadership that balances support and accountability.

• - Managing the GTM KPI dashboard at the portfolio level, concentrating on ARR growth, net retention, CAC efficiency, and pipeline coverage.

• - Leading regular progress tracking against the VCP, including milestones, leading indicators, and value realization.

• - Proactively escalate issues with proposed solutions rather than merely flagging concerns.

• - Develop standardized reporting that can be utilized across various portfolio companies.

• Codify learnings from deals into reusable assets that enhance value across the portfolio, including:

• - GTM playbooks addressing common transformation patterns (sales redesign, pricing, pipeline development, CS enhancement).

• - Sales and Customer Success maturity frameworks to quickly assess portfolio companies.

• - Standardized KPI dashboards and definitions for cross-portfolio benchmarking.

• - Reusable diligence templates and frameworks to expedite cycle time on future deals.

• - Contributions to TCP-wide AI and GTM enablement initiatives.

• A key expectation for this role is to identify and implement AI use cases within the front office of portfolio companies, focusing on:

• - AI-supported sales strategies, such as prospecting, account research, call recording and analysis, automated follow-ups, and rep coaching.

• - Marketing automation and personalization, including dynamic content, segmentation, and lifecycle orchestration.

• - Customer Success strategies like churn prediction models, health scoring, and automated playbook triggering.

• - RevOps and forecasting enhancements, including AI-supported pipeline scoring, deal risk detection, and forecast accuracy.

⛳️ Requirements

• 5 - 10 years of experience in one or more of the following areas:

• - Operational roles in B2B SaaS, such as CRO, VP/Director of Sales, VP/Director of Growth, or equivalent senior commercial leadership positions.

• - Experience with PE portfolio operations or value creation teams.

• - Solid background supporting B2B SaaS or recurring-revenue business models.

• - Comfortable working in fast-paced, lean environments that require high levels of ownership.

• Strong understanding of B2B SaaS or software business models with fluency in core metrics: ARR, gross and net churn, CAC, LTV, payback, pipeline coverage, and conversion rates.

• **Skillset**

• - Capable of transitioning from strategy to execution and back without losing focus.

• - Possesses strong commercial acumen, beyond just operational or process-oriented perspectives.

• - Deep expertise in sales models and organizational design, marketing funnels, and Customer Success systems.

• - Highly analytical with data-driven decision-making capabilities, knowing when to stop modeling and take action.

• - Exceptional communication skills, credible with both deal teams and portfolio CEOs.

• - Experience working with private equity–backed companies or across multiple business units.

• - Familiarity with M&A, diligence processes, or post-acquisition integrations.

• - Collaborating effectively with revenue and investment leadership to facilitate faster, more confident decision-making.

**Mindset**

• - Low ego and high ownership; willing to take on tasks and contribute actively.

• - Comfortable navigating ambiguity and thriving in fast-paced deal environments.

• - Builder mentality focused on creating playbooks and durable assets rather than just presentations.

• - Intellectually honest; accurately represents data, even in situations where conviction is lacking.

• **Preferred Experience**

• - Direct experience with private equity-backed companies during ownership transitions.

• - Demonstrated exposure to AI-enabled GTM transformation, ideally with proof of measurable impact.

• - Experience managing multiple deals or portfolio companies simultaneously.