Director of Go-To-Market Excellence, RoomPriceGenie

• 7+ years of experience in B2B SaaS sales, sales leadership, or commercial leadership roles, including direct responsibility for revenue targets and forecasting
• First-hand experience operating within both SMB and Enterprise sales motions — not just supporting them from Enablement, RevOps, or consulting functions
• Has personally carried a quota and/or led quota-carrying teams, with a strong understanding of the realities, pressures, and trade-offs of frontline selling
• Experience building, implementing, and scaling commercial processes across growing SaaS organisations (ARR $20m -to ARR $100m), translating complexity into clear and repeatable operating models
• Experience in identifying and deploying AI, automation, or workflow improvements within commercial organisations
• High credibility with sales leaders and frontline salespeople, able to challenge, influence, and gain adoption without relying on formal authority
• Highly autonomous operator who can identify opportunities, create structure from ambiguity, and drive initiatives through to completion

Desirable

• OmPriceGenie is scaling two distinct sales motions across three regions — SMB and Enterprise — with a growing commercial team spanning EU, NA, and APAC. The Director of GTM Excellence designs, operationalises, and continuously improves the commercial operating system of RoomPriceGenie
• They make sure every person in the commercial organisation, from Lead Generator to Commercial Director (CDs), knows exactly what to do, when to do it, and how to do it well
• This is a senior individual contributor role that sits at the intersection of process design, productivity, AI-enablement and systems, and commercial performance
• This role reports directly to the CCO and operates as a strategic partner to Commercial Directors and local leadership worldwide
• This role will work closely with a dedicated GTM AI Engineer to support the building and maintenance of AI agents across the commercial department
• As RoomPriceGenie grows across regions with two fundamentally different sales motions, consistency and clarity of execution become critical competitive advantages
• The Director of GTM Excellence takes ownership of the commercial engine — not by managing people, but by designing the system that those people operate within and monitoring that it is followed with discipline
• Every deal entering the SMB pipeline should be handled identically — with human touchpoints where they matter, augmented processes where convenient, no ambiguity about ownership at each stage, no deals falling through cracks, no rep improvising where there should be a clear path
• This role defines the end-to-end SMB process, documents it, and uses AI agents and automation to standardise and improve it. They support local leadership to enforce this motion so that everyone operates from the same playbook
• The existing Enterprise motion is partially rolled out and needs to be completed, hardened, and fully operationalised
• Both inbound and outbound flows must be fully defined, with Account Planning and Forecasting as non-negotiable pillars. Local leadership owns day-to-day interaction with the teams and enforcement of this motion; this role designs the system, and local leadership enforces and ensures it is followed. Deal-stage discipline, multi-stakeholder management, and forecast accuracy are the measures of success
• Design and document the perfect sales flow for both SMB and Enterprise — unambiguous, with clear ownership at every step
• Ensure every person in the commercial org (Lead Generators, salespeople, CDs) knows exactly what is expected of them within each motion
• Deploy AI agents together with the GTM AI Engineer and set up automations with RevOps to help team members focus on the human touchpoints and maximise their value, reinforce process adherence, reduce manual effort, and close execution gaps
• Partner with local leaders and CDs to ensure active enforcement of defined processes in their markets — you create the process & system, local leadership enforces it
• Complete and operationalise the Enterprise motion, including Account Planning templates, forecasting standards, and inbound/outbound flows
• Define and prioritise AI and automation opportunities within the commercial organisation. Partner with the GTM AI Engineer to build, deploy and maintain solutions that increase productivity, improve data quality and reinforce process adherence
• Act as a strategic thinking partner to the CCO, with enough context and credibility to serve as a commercial leadership backup when needed
• Key point-of-contact for the commercial department to RevOps & Data team to improve processes and realise automation potential
• Contribute to compensation plan design, ensuring incentive structures drive behaviours aligned with SMB and Enterprise GTM goals
• Own the enablement infrastructure required for the successful execution of the defined sales motions
• Participate in hiring decisions for commercial roles, bringing a perspective on whether candidates can execute the defined motions
• Design and facilitate onboarding strategy and logic for all new commercial hires, supported by agents and automation to make it scalable and consistent; day-to-day onboarding is run by local leadership
• Build and maintain living playbooks for both SMB and Enterprise motions — these documents feed AI agents and must be kept accurate and current
• Define forecasting methodology and standards globally
• Establish inspection cadences and forecast review mechanisms
• Drive forecast accuracy improvements
• Own account planning framework for Enterprise
• Partner with CDs to improve pipeline quality and deal progression
• Define standards for QBRs, pipeline reviews, forecast reviews and account reviews
• Establish a consistent commercial operating rhythm across regions
• Establish a structured feedback loop where top performers regularly share what is working so that knowledge is systematised and distributed globally
• Ensure leadership teams inspect the metrics and behaviours required for successful execution
• Continuously improve operating cadences based on business performance and feedback