Principal GTM Consultant
Leads strategic enterprise GTM consulting engagements, pre-sales solution architecture, executive advisory, and professional services growth. Requires 8+ years in consulting, professional services, revenue operations, or strategic GTM advisory, with deep enterprise technology expertise and strong C-suite communication skills.
About the job
Responsibilities
- Serve as a primary pre-sales subject matter expert and strategic partner to Enterprise Sales leadership, leading discovery, solution architecture, executive presentations, and enterprise SOW creation.
- Lead complex, multi-phase enterprise consulting engagements from executive visioning through implementation and organizational adoption.
- Support the strategy and commercialization of professional services offerings, packages, and activation tiers.
- Design scalable GTM frameworks, industry playbooks, and strategic measurement models for enterprise accounts.
- Act as an executive sponsor and C-suite advisor, facilitating executive workshops, board-level alignment sessions, and strategic visioning roundtables.
- Partner with Product and Engineering to communicate customer insights and technical requirements and influence the product roadmap.
- Cultivate expansion, upsell, and renewal opportunities across strategic accounts.
- Mentor consultants and evolve consulting methodology, estimation models, delivery tooling, and knowledge management.
- Represent ZI Labs through executive briefings, enablement sessions, and GTM community contributions.
Requirements
- 8–10+ years of progressive experience in management consulting, professional services leadership, revenue operations, or strategic GTM advisory within B2B SaaS or enterprise technology.
- Proven pre-sales leadership, including scoping, custom solution architecture, C-suite presentations, and closing high-value enterprise SOWs.
- Bachelor's degree in Business, Economics, Marketing, Computer Science, or a related field; MBA or advanced degree preferred.
- Expert understanding of enterprise GTM technology ecosystems, multi-instance CRM architectures, marketing automation, intent data, and modern data stacks.
- Exceptional executive presence, communication, negotiation, storytelling, and stakeholder-influence skills.
- Expertise in enterprise change management, organizational transformation, and change enablement.
- Mastery of generative AI applications, intelligent agentic workflows, and automated revenue operations.
- Ability to scale advisory practices, mentor talent, and collaborate across departments.
Nice to Have
- Advanced SQL and data modeling proficiency.
- Experience with Snowflake, Databricks, and enterprise data lake architectures.
- Thought leadership or published frameworks in ABM, entity resolution, or B2B data governance.
- Salesforce architecture, PMP, or Agile certifications.
Compensation and Benefits
- US base salary: $140,000–$220,000 USD.
- Additional compensation may include bonus, commission, equity, and benefits.
- Comprehensive benefits and mind, body, and lifestyle well-being programs.
Skills
Salesforce, HubSpot, Microsoft Dynamics, Marketing Automation, Intent Data, SQL, Data Modeling, Snowflake, Databricks, Generative AI, Account-Based Marketing, Change Management, Data Architecture, Revenue Operations, Agile
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