Vice President, GTM Strategy & Commercial Operations

About the Role

This is a newly created executive position at the intersection of commercial strategy and commercial execution. The VP, GTM & Commercial Operations owns both go-to-market design and commercial operations, ensuring alignment between strategy and execution. You will chair the cross-functional GTM forum, own the prioritized GTM roadmap, and lead a team responsible for commercial operations, including annual planning, territory design, sales compensation, and Deal Desk operations.

This role is critical to scaling Precisely’s commercial engine in an AI-driven market, with no existing playbook—you will define it. It offers a seat at the leadership table of a company backed by high-expectation investors and led by a team focused on winning.

Responsibilities

• GTM Architecture & Commercial Design
  • Chair the cross-functional GTM forum, ensuring commercial decisions are made and committed to by delegate owners.
  • Own the prioritized GTM roadmap, defining what the function works on and in what order.
  • Define the ideal customer profile, segmentation, and target account strategy for enterprise and Fortune 500 buyers.
  • Build the launch architecture for new products and market expansions, including tiers, readiness gates, enablement design, and success metrics.
  • Design partner and channel plays, determining where partners add reach, capacity, or credibility.
  • Develop the expansion playbook for the installed base, including whitespace maps, packaged offers, rep motions, and attach models.
  • Provide an outside-in market view to the executive team, including competitive dynamics, market sizing, win/loss themes, and strategic bets.
  • Align with Marketing and PMM on launch timing, offer framing, and messaging architecture.
  • Own GTM metrics and report them to the executive team, including pipeline contribution by motion, launch performance, and partner-sourced revenue.
• Commercial Operations
  • Own annual planning end-to-end, including GTM calendar, territory design, customer segmentation refresh, and commercial org design.
  • Design the sales compensation framework, including quota methodology, plan structure, and performance mechanics.
  • 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, including pipeline health, bookings, forecasting, and quota attainment.
  • Identify and prioritize automation opportunities across GTM and delivery processes, with AI-powered solutions as the default.
  • Translate commercial intent into automated, AI-enabled workflows to eliminate friction, reduce manual effort, and unlock revenue.
  • Partner with IT on systems architecture and integration decisions, defining requirements and governing outcomes.
• Deal Desk Operations
  • Own and build out Deal Desk, serving as the pricing, approval, and contracting engine between commercial design and closed revenue.
  • Redesign and automate the Quote-to-Cash workflow to eliminate friction from pricing approvals, discounting governance, and contract execution.
  • Partner with Finance on pricing operations, Deal Desk governance, and audit-readiness, defining process and standards.
  • Establish Deal Desk as a commercial accelerant, ensuring it helps close deals faster and capture more margin.
• People Leadership
  • Lead a team from day one, including a GTM Director, Sales Ops (3–4 people), two Strategic Planners, and Deal Desk Operations.
  • Set the direction for the GTM Director, who owns day-to-day launch execution, forum operations, and launch readiness gates.
  • Build and scale the team as commercial priorities dictate, with the current structure serving as the foundation.
  • Serve as the CBO’s thought partner on market opportunities, offer architecture, commercial operations investments, and process friction.

Requirements

• 12+ years in GTM strategy, commercial strategy, or commercial operations in B2B enterprise software, including Director+ or VP-level experience.
• Expertise in GTM strategy as your primary lens, with commercial operations as your differentiator—able to design the go-to-market motion and run the machine that supports it.
• Experience building a GTM function, commercial operations team, or integrated GTM motion from scratch.
• Proven 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, including long cycles, multi-stakeholder buying committees, and six-to-seven-figure contracts.
• Hands-on experience with sales compensation design, territory planning, and commercial performance reporting.
• Familiarity with Deal Desk, Quote-to-Cash, or pricing operations, understanding what makes these processes work and what breaks them.
• Strong analytical grounding, comfortable sizing markets, defining metrics, and defending a commercial plan with data at the executive level.
• Executive presence, serving as a credible peer to a CBO and functional leadership with crisp communication up, down, and across.
• Approximately 15% travel required.

Preferred Qualifications

• 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 work, improve output quality, and eliminate low-value tasks.

• 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, understanding 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, such as automated Deal Desk approvals, AI-assisted quoting, or inbound routing automation.