Job Summary

The Senior Director, Go‑to‑Market (GTM) Strategy is a pivotal leader responsible for shaping how the company wins in AI‑driven and digital infrastructure markets across products, segments, and regions reporting directly to the Chief Strategy Officer (CSO). This role translates market, customer, and competitive insight into clear GTM choices and execution plans that drive revenue growth, profitability, and market share. By combining forward‑looking intelligence with practical GTM design and commercialization, the Senior Director ensures the company’s offers are positioned, packaged, priced, and delivered effectively through the right routes to market.

Responsibilities

Strategic insight, market intelligence, and GTM design

• Continuously monitor enterprise and hyperscale customer needs around AI workloads, latency, security, and sustainability, and convert these insights into value propositions, ideal customer profiles (ICPs), and prioritized segments

• Build and maintain an intelligence framework in collaboration with market and competitive intelligence functions to track disruptive technologies, competitor strategies, pricing models, partner ecosystems, and regulatory shifts; translate findings into concrete GTM plays, market entries, and commercial experiments

GTM planning, commercialization, and performance

• Lead GTM strategy for key products, solutions, and segments, defining target markets, customer journeys, sales motions, channel strategy, and success metrics

• Partner with Revenue Operations, Finance, and Marketing to define and track GTM KPIs and run regular reviews to optimize GTM strategy and plays based on performance data

• Champion continuous improvement by evaluating, testing and scaling new GTM models (e.g., new channel types, land‑and‑expand motions for AI workloads, vertical‑specific plays) and sunsetting underperforming approaches

Cross‑functional leadership, GTM execution, and enablement

• Collaborate closely with Product, Product Marketing, Sales, Customer Success, Corporate Development, Finance, and Operations to align roadmaps, launch plans, coverage models, and investments with GTM strategy

• Serve as a primary strategic thought partner to senior leaders on AI infrastructure, cloud and interconnect networking, and data center economics, ensuring GTM decisions reflect market and customer realities

• Support major launches and market expansions from strategy through execution, including segment definition, value propositions, pricing and packaging, channel strategy, and post‑launch reviews

• Support the creation of scalable GTM playbooks and sales enablement assets (segment narratives, competitive positioning, objection‑handling, and play‑by‑play guides) to equip field and partner teams

Qualifications

• 15+ years in technology or digital infrastructure (data centers, cloud platforms, interconnect/fiber, edge, or related), with significant experience in GTM, commercialization, or growth strategy roles within digital infrastructure, technology firms, or top‑tier consulting

• Bachelor’s degree required (Computer Science, Computer Engineering, or related discipline preferred); advanced degree or MBA a plus.

• Deep familiarity with AI/ML compute trends, networking technologies, sustainability solutions (renewables, fuel cells), and regulatory domains such as data sovereignty and energy policy, and their impact on GTM strategies

• Proven experience in GTM and/or growth strategy for data centers or digital infrastructure or technology, including industry/segment marketing, competitive intelligence, commercial optimization, GTM design, and launch leadership

• Demonstrated success operating across at least two of North America, EMEA, and APAC, with comfort navigating differing regulatory regimes, customer requirements, and partner ecosystems

• Advanced fluency in market modeling (capacity, demand, pricing), scenario planning, and financial and investment analysis, applied directly to commercialization and GTM trade‑offs

• Track record of turning market and customer insight into clear GTM strategies, measurable revenue outcomes, and scalable playbooks

Skills and attributes

• Structured strategic thinker able to break ambiguity into crisp GTM hypotheses, frameworks, and prioritized action plans

• Natural “dot‑connector” across technology, policy, macro trends, and customer behavior, with the ability to distill complexity into simple GTM choices for senior audiences

• Strong executive presence and storytelling skills; adept at crafting compelling narratives, facilitating complex or contentious discussions, and driving alignment and decisions across executive stakeholders

• Ability to influence without formal authority in a matrixed environment, building trust and alignment with product, sales, marketing, customer success, operations, and regional leaders on high‑stakes GTM decisions

• Bias for action and outcomes: consistently turns insight into clear GTM recommendations with owners, timelines, and success metrics and follows through to ensure execution

• People‑first leader who coaches talent, promotes diversity of thought, and sets a culture of high performance, integrity, and customer‑backed GTM experimentation

• Strong quantitative rigor and tooling: advanced Excel and financial modeling, plus familiarity with Python/R or BI tools to analyze large commercial and market data sets

• Resilient and agile, thriving amid market volatility and shifting priorities while keeping a clear strategic and GTM north star

This posting is a new position within our organization.