Why This Role Exists

AI has created a significant opportunity for GTM organizations to gain competitive advantage by radically improving 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.

What You’ll Own

• You will 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.
• You will build repeatable AI-enabled programs that help sellers, customer success teams, and partners make better decisions and work more effectively.
• You will partner with Sales, Marketing, Customer Success, Operations, Product, and executive stakeholders to align AI initiatives with revenue goals and business priorities.
• You will lead governance, adoption, and continuous improvement of GTM systems, data, workflows, and AI-enabled processes.
• You will translate emerging AI capabilities into practical field solutions that improve pipeline generation, forecasting, customer engagement, and operational performance.
• You will establish success measures, evaluate business impact, and use evidence to guide optimization and investment decisions.
• You will 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.

Skills for Success

Required Skills

• AI-powered GTM transformation: You have demonstrated success designing and implementing AI-enabled workflows that improve commercial performance or operational efficiency.
• Revenue process architecture: You have built or redesigned lead-to-cash, customer lifecycle, renewal, or expansion processes around customer buying behavior and delivered measurable outcomes.
• Cross-functional enterprise leadership: You have aligned Sales, Marketing, Customer Success, Operations, Product, and executive stakeholders around shared transformation priorities.
• GTM systems strategy: You have evaluated, governed, and optimized a GTM technology ecosystem while improving adoption and business value.
• Data-informed decision-making: You use operational, customer, and revenue evidence to guide prioritization, investment, and performance improvement.
• Program and change leadership: You have led complex transformation programs, influenced adoption, and sustained new ways of working.
• Executive communication and influence: You translate technical concepts and tradeoffs into clear business outcomes and recommendations for executive audiences.
• Partner and vendor management: You have coordinated internal teams and external experts to accelerate delivery and capability development.

Preferred Skills

• You may bring experience applying generative AI, agentic AI, or advanced automation in enterprise GTM environments.
• You may bring experience within Revenue Operations, GTM Transformation, or a CRO-aligned organization.
• You may bring experience scaling global sales productivity, revenue acceleration, or customer success programs.
• You may bring familiarity with AI governance, compliance, or responsible AI frameworks.
• You may bring experience supporting enterprise operating-model transformation or integration programs.

Success in Your First Year

MILESTONE | EXPECTED OUTCOMES

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

• You will shape how AI transforms commercial operations and customer engagement.
• You will own high-impact work connected to growth, productivity, and customer outcomes.
• You will partner with leaders across multiple business functions.
• You will solve complex challenges at the intersection of AI, technology, data, and revenue strategy.
• You will build durable capabilities that influence how work gets done across the organization.

Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law.

Global Sanctions Compliance

We comply with all applicable global sanctions and export control laws. Candidates must not be listed on any government restricted party lists (including OFAC SDN List and U.S. Commerce Department restricted lists) and must certify that their employment would not violate any sanctions or export control regulations. Candidates must notify us of any changes to their status during the application process or subsequent employment.

U.S. Work Authorization:

This role is not eligible for employer-sponsored work visas. Applicants must be authorized to work in the U.S. without current or future sponsorship.