GTM AI Strategy and Execution Lead

The GTM AI Strategy and Execution Lead is a senior individual contributor embedded in Tipalti’s Sales Excellence team, sitting at the intersection of AI strategy and GTM revenue execution. You are a key driver of Tipalti’s AI-led growth transformation, the person who owns, and continuously transforms the AI-powered tools and workflows that enable our Sales Development, Sales, Solutions Consulting, Account Management, and Alliances teams to deliver a world-class buying and selling experience at every stage of the customer journey.

You close the gap between what a world-class data and AI team can build and the associated workflows for optimized execution and results. You bring enough technical depth to configure intelligently, and enough GTM domain expertise to translate field needs into precise requirements without losing anything in translation. You collaborate closely with Tipalti’s data and AI teams cross-functionally, while maintaining the ability to drive the AI-led growth roadmap forward independently. You own the roadmap, build the timelines, and measure and own the outcomes.

You will own and operate core elements of Tipalti’s AI-powered GTM tech stack, whether that means coordinating the building of new capabilities from scratch, designing workflows across the customer journey, or extending existing platforms to unlock new value for the field. You will be the primary architect bringing our AI use case roadmap to life in collaboration with our AI teams alongside our Sales Excellence team and in collaboration with key stakeholders across the sales organization, and over time, a foundational force in Tipalti’s AI-led growth transformation.

Why Join Tipalti?

Tipalti is the AI-powered platform for finance automation, elevating how finance teams operate in the global economy. We empower our customers to scale faster and smarter by removing the complexities of doing global business and accelerating their finance operations efficiency.

Our platform provides a comprehensive suite of finance automation solutions designed for mid-market businesses across accounts payable, global payouts, procurement, employee expenses, corporate cards, supplier management, tax compliance, and treasury.

At Tipalti, we pride ourselves on our collaborative culture, the quality of our product, and the capabilities of our people. Tipaltians are passionate about the work they do and keen to get the job done. Our culture ensures everyone checks their egos at the door and stands ready to reach for success together.

In This Role, You’ll Be Responsible For:

Build and Own the GTM AI System

Tipalti’s AI-led growth ambition is not a collection of standalone features. It is a unified system that works across teams, workflows, and stages of the buying and selling journey to create a seamless, world-class experience for both the buyer and the seller. Your objective is to build the architecture and execute on this vision for accelerated scalable growth that is both effective and efficient

• Own AI-powered GTM tools and related processes whether built internally, configured from third-party platforms, or delivered in partnership with our data and AI teams, and be accountable for their ongoing performance, evolution, and measurable field impact
• Approach our GTM organization with a systems architecture mindset, designing for interoperability across the full GTM stack, breaking down workflow silos, and ensuring data, context, and intelligence flow seamlessly across the buying and selling journey rather than accumulating in disconnected tools
• Coordinate the build and continuously evolve our Revenue Brain capabilities for GTM teams - developing deep platform proficiency and building the workflows, agents, automations, and integrations that translate AI capabilities into daily jobs-to-be-done for AEs, SDRs, SCs, AMs, and Alliance Managers
• Regularly test and deploy workflow automations, tool integrations, and AI-powered processes, API connections, and native capabilities across the GTM stack. Including Salesforce, Clari, Clari Copilot, ZoomInfo, Actively, Hyperbound, Openprise, HockeyStack, and Sumble
• Evaluate emerging tools and capabilities with a complete customer life cycle mindset - building proof-of-concepts, validating with the field, and scaling what works - while maintaining documentation that keeps the system coherent and maintainable as it grows

Bridge the Field and Drive the Roadmap

You are equally at home talking to an AE about why a workflow isn’t hitting right and talking to a data engineer about API schema design. You surface what the field needs, translate it into what gets built, and own the roadmap sequences

• Work directly with AEs, SDRs, SCs, AMs, and Alliance Managers to surface workflow friction, unmet needs, and AI use case opportunities, translating field insights into precise technical requirements and prioritized roadmap decisions
• Operate as the GTM org’s internal voice for AI tools, owning the use case intake process, backlog prioritization, and delivery accountability across Sales, SDR, SC, AM, and Alliance motions
• Collaborate closely with Tipalti’s data and AI teams on shared use case design, data quality requirements, and architectural decisions, serving as the primary voice of the GTM field in cross-functional AI discussions while maintaining the ability to build independently on GTM-specific use cases
• Coordinate cross-functionally with Sales Ops, Enablement, Marketing, Operations, Customer Success, Finance, and Alliance stakeholders to ensure AI builds align to the broader revenue motion and don’t create friction at journey handoff points
• Represent the AI-led growth roadmap to Sales leadership - translating technical progress into field impact and pipeline implications, and maintaining a transparent view of what is shipping, what is delayed, and why

Measure, Iterate, and Report

• Define success metrics for every tool, workflow, and AI capability deployed - before build and report on the related output metrics
• Analyze performance data, AI output quality, and field adoption signals to continuously improve outcomes across the buying and selling journey
• Deliver regular reporting to Sales and GTM leadership on AI tool performance, workflow adoption, and revenue impact across all supported GTM motions

• 10+ years of GTM experience, with at least 4+ years of experience in a technical, systems, hybrid GTM/builder role. You understand how the field works because you’ve been close to it, and you know how to build systems, workflows, and use cases that the field actually uses
• Proven technical proficiency: API fluency (reading documentation, building integrations, configuring webhooks, troubleshooting data flows), and hands-on experience deploying AI-powered GTM systems in production (i.e., not just proof-of-concepts)
• Experience owning AI-powered tools or products in production. You know what it means to be accountable for a live system’s performance, iterate on it continuously, and hold it to a measurable standard
• Deep understanding of Sales Development, Sales, Solutions Consulting, Account Management, and Alliances motions, including prospecting, pipeline management, deal execution, partner-sourced pipeline, and expansion workflows
• Proficiency across the modern GTM stack: Salesforce, Clari, Clari Copilot, ZoomInfo, Actively, Hyperbound, Openprise, HockeyStack, Snowflake, and Sumble; and hands-on experience with AI and automation platforms including Claude, Gemini, Workato iPaaS, Gumloop, n8n, Zapier, Make, or equivalent
• Strong communicator who operates fluently across technical and non-technical stakeholders with the ability to prioritize and sequence a technical roadmap under real-world constraints, and represent complex work clearly to senior leadership
• Experience in B2B SaaS or a complex, multi-product GTM environment is highly preferred
• Highly self-directed with a bias toward action: you identify what needs to change before you’re asked, and you own the outcome

2.92.9 out of 5 stars Foster City, CA $162,624 - $203,280 a year

Our mission is to elevate how finance teams operate in the global economy. We empower our customers to scale faster and smarter by removing the complexities of doing global business and accelerating their finance operations efficiency. We are the AI-powered platform that automates finance.

Tipalti is fueled by a commitment to our customers and a desire to build lasting connections. Our client portfolio includes high-velocity businesses such as Amazon Twitch, GoDaddy, Roku, WordPress.com, and ZipRecruiter. We work hard for our 99% customer retention rate which is built on trust, reliability and innovation. Tipalti means we handled it” - a mission to which we are constantly committed.

Accommodations Tipalti champions inclusive teams, in which every voice counts. We are committed to recruiting diverse candidates with varied personal experiences and abilities. We welcome applications from candidates belonging to historically underrepresented or disadvantaged groups, and maintain an equitable Talent Acquisition process that is free from discrimination.