Director, Go-to-Market Business Applications (Remote)

About the role

The Director of GTM Business Applications will own the architectural integrity and strategic roadmap of our global Lead-to-Cash (L2C) engine. This is a high-impact, techno-functional leadership role responsible for the systems that power our entire revenue lifecycle—from initial marketing attribution and sales prospecting to complex quoting, automated provisioning, and financial recognition.

Responsibilities

• Define the L2C Vision & Roadmap: Architect a multi-year strategy for GTM technologies (Salesforce, CPQ, Billing, PRM) that eliminates silos between Sales, Marketing, and Finance.
• Lead the design of automated, API-first workflows that allow for zero-touch ordering and provisioning across various motions, including Direct Sales, MSSPs, and Marketplace Provisioners.
• Own the GTM Tech Stack: Oversee the end-to-end configuration and integration of the application ecosystem. Ensure that Lead-to-Cash flows are optimized for complex B2B SaaS variables: multi-tier discounting, co-selling, and hybrid subscription models.
• Scale through Automation & AI: Move beyond standard CRM tracking by embedding AI and machine learning into the workflow for predictive forecasting, lead scoring, and "next-best-action" guidance for the field.
• Drive User-Centric Design: Partner with Sales and Alliance leadership to ensure systems are a "wingman" to the rep, not a hurdle. You will be measured on platform adoption, data hygiene, and the reduction of administrative friction.
• Establish Governance & Compliance: Implement a robust framework for environment management (DevOps), data privacy (GDPR/CCPA), and secure external access for global partners and distributors.
• Lead a High-Performance Team: Manage and mentor a cross-functional team of business analysts, developers, and product managers, fostering a culture of technical excellence and business empathy.

Requirements

• 10+ Years of Experience: Deep background in enterprise applications (Salesforce ecosystem) with a specific mastery of the Lead-to-Cash lifecycle in a high-growth B2B SaaS environment.
• The "Techno" Side:
• Deep architectural knowledge of Salesforce (Sales Cloud, CPQ, Experience Cloud, Partner Portals).
• Strong understanding of API management and Middleware (MuleSoft, Workato, etc.) for real-time B2B integrations.
• Experience with ERP integrations (NetSuite, SAP) to ensure a clean handoff from "Closed-Won" to "Cash."
• The "Functional" Side:
• Expertise in GTM motions: Direct, Channel (MSSP/Disti), and Cloud Marketplaces.
• Ability to translate "We need more revenue" into a technical requirement for a custom quoting object or an automated provisioning trigger.
• Data-Driven Mindset: A track record of using KPIs (Deal Velocity, Quote Accuracy, CAC/LTV) to justify tech spend and roadmap prioritization.
• Education: Bachelor’s degree in Computer Science, Engineering, or Business Information Systems (Master’s or MBA preferred).
• AI Requirement: Proven experience utilizing AI technologies to enhance decision-making, streamline workflows and processes, improve efficiency and drive business outcomes.
• Bonus Points:
• Willingness to travel (~10%) for business and team functions as needed.
• Experience with automation (processes/practices and/or tools e.g. EDI’s, building API’s for order automation and provisioning).
• Experience with process improvement to help streamline at scale, as well as helping establish best practices.
• Proven ability to shepherd multiple teams - engineering, stakeholders, customers; ability to present to technical and non-technical personnel to organize everyone in the same direction.
• Prior Product Management experience within a Salesforce/CPQ Revenue Management platform and/or Salesforce partner-channel-alliance portal environment.

Benefits

Market leader in compensation and equity awards
Comprehensive physical and mental wellness programs
Competitive vacation and holidays for recharge
Paid parental and adoption leaves
Professional development opportunities for all employees regardless of level or role
Employee Networks, geographic neighborhood groups, and volunteer opportunities to build connections
Vibrant office culture with world class amenities
Great Place to Work Certified™ across the globe

Pay

$170,000 - $260,000 per year, with eligibility for bonuses, equity grants and a comprehensive benefits package that includes health insurance, 401k and paid time off.

Schedule

Not specified