AI GTM Archtiect

About the role

AI has created a significant opportunity for GTM organizations to gain competitive advantage by radically improving the Buyer Experience. Traditional B2B GTM motions align to how providers sell, not how customers buy, which creates friction along the Buyer Journey. In this role you will design and operationalize the systems, workflows, operating models and talent requirements that support AI‑powered execution across Sales, Marketing, Customer Success, and Partner organizations. You will connect strategy with execution by architecting AI‑enabled processes, engaging with the front‑line to test and validate them, partnering with enablement to drive adoption, and translating emerging AI capabilities into measurable business outcomes. Your work will improve productivity, accelerate growth, strengthen decision‑making, and optimize Buyer Experiences.

Responsibilities

• Design and evolve AI‑powered GTM architecture across lead‑to‑cash, the customer lifecycle, and renew‑to‑expand motions, using the buyer journey as the organizing principle to improve efficiency, scalability, and customer outcomes.
• Build repeatable AI‑enabled programs that help sellers, customer success teams, and partners make better decisions and work more effectively.
• Partner with Sales, Marketing, Customer Success, Operations, Product, and executive stakeholders to align AI initiatives with revenue goals and business priorities.
• Lead governance, adoption, and continuous improvement of GTM systems, data, workflows, and AI‑enabled processes.
• Translate emerging AI capabilities into practical field solutions that improve pipeline generation, forecasting, customer engagement, and operational performance.
• Establish success measures, evaluate business impact, and use evidence to guide optimization and investment decisions.
• Shape change and adoption strategies that embed AI‑powered workflows into day‑to‑day GTM operations.

Challenges You’ll Help Solve

• Reducing friction created by provider‑centric selling motions and redesigning workflows around how customers evaluate, buy, adopt, renew, and expand.
• Transforming legacy GTM processes into AI‑enabled workflows that improve productivity and decision quality.
• Creating consistency across Sales, Marketing, Customer Success, and Partner operations while supporting appropriate business and regional flexibility.
• Improving the quality and accessibility of revenue data for forecasting, planning, and customer engagement.
• Balancing innovation, governance, and responsible adoption when deploying AI across revenue‑generating processes.
• Converting AI experimentation into scalable programs with measurable customer and business outcomes.

Required Skills

• Proven success designing and implementing AI‑enabled workflows that improve commercial performance or operational efficiency.
• Experience building or redesigning lead‑to‑cash, customer lifecycle, renewal, or expansion processes around customer buying behavior and delivering measurable outcomes.
• Cross‑functional enterprise leadership ability to align Sales, Marketing, Customer Success, Operations, Product, and executive stakeholders around shared transformation priorities.
• Expertise in GTM systems strategy, including evaluation, governance, and optimization of a GTM technology ecosystem while improving adoption and business value.
• Data‑informed decision‑making using operational, customer, and revenue evidence to guide prioritization, investment, and performance improvement.
• Program and change leadership experience leading complex transformation programs, influencing adoption, and sustaining new ways of working.
• Executive communication and influence skills to translate technical concepts and trade‑offs into clear business outcomes and recommendations for senior audiences.
• Partner and vendor management experience coordinating internal teams and external experts to accelerate delivery and capability development.

Preferred Skills

• Experience applying generative AI, agentic AI, or advanced automation in enterprise GTM environments.
• Background in Revenue Operations, GTM Transformation, or a CRO‑aligned organization.
• Experience scaling global sales productivity, revenue acceleration, or customer success programs.
• Familiarity with AI governance, compliance, or responsible AI frameworks.
• Experience supporting enterprise operating‑model transformation or integration programs.

Success in Your First Year

• First 90 Days: Build a grounded understanding of current GTM processes, systems, data, priorities, and constraints; establish trusted partnerships across the commercial organization; produce a prioritized AI transformation roadmap with proposed outcomes and measures for stakeholder approval.
• Six Months: Launch initial AI‑enabled GTM programs and establish governance and adoption practices; deliver early process or systems improvements in a prioritized commercial workflow; use results and feedback to refine the roadmap.
• Twelve Months: Establish a scalable AI GTM operating model across agreed commercial functions; demonstrate sustained improvement against approved business, customer, or productivity measures; create a repeatable approach for evaluating and operationalizing new AI capabilities.

Why Join

• Shape how AI transforms commercial operations and customer engagement.
• Own high‑impact work connected to growth, productivity, and customer outcomes.
• Partner with leaders across multiple business functions.
• Solve complex challenges at the intersection of AI, technology, data, and revenue strategy.
• Build durable capabilities that influence how work gets done across the organization.