GTM Strategy & Operations, Activations Business Partner

About the role

As a GTM Strategy & Operations, Activations Business Partner focused on activations, you'll be instrumental in driving product activation. user growth and consumption across our customers by partnering with leadership to develop, refine, and execute go-to-market strategies. You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive customer success.

Responsibilities:

Activations Strategy & Operating Model

• Partner with activations and sales leadership to develop GTM strategy, motions, and sector focus and strategy. Refine GTM strategies across key product and segmentation verticals

• Identify customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, sales, engineering, finance, legal etc.  

• Build and maintain customer value propositions, use cases, and activations playbooks

• Drive territory and account segmentation strategies based on customer characteristics, existing spend and opportunity

• Establish industry benchmarks and best practices to guide activations approach and prioritization

• Work with Finance on target setting, planning and bottom-up modeling

Go-to-Market Strategy & Execution:

• Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions

• Drive quarterly, semi-annual, and annual planning cycles for sales-aligned GTM segments

• Analyze activations metrics and activation / adoption potential to develop proactive insights and actions

• Partner with Activations leadership to evolve activations and consumption motions and industry best practices based on vertical nuances

• Continuously evaluate market opportunities, competitive positioning, and whitespace within target segments

Cross-Functional Leadership:

• Lead collaboration across Strategy and RevOps, Enablement, Strategic Finance, Product, and Marketing teams to ensure activations alignment

• Work with Product teams to communicate customer-specific feature requirements and market feedback

• Prepare executive-level materials including business performance reviews, strategic planning sessions, and board updates

• Drive alignment across teams to ensure consistent execution of customer-specific go-to-market strategies

• Partner with Marketing on customer-focused campaigns, events, and thought leadership initiatives

Operational Excellence:

• Remove operational bottlenecks specific to complex activations deployments and adoption cycles

• Execute critical processes including strategic account transitions from closed-won to activated, CRM configurations, and segment data management

• Optimize activations technology stack and ensure effective adoption of Salesforce and other sales tools

• Establish activations process methodology, qualification criteria, and activation stage definitions for consistent execution that drive adoption and expansion

• Ensure smooth operations across complex, multi-stakeholder activations motions typical in enterprise B2B software

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