Director GTM Technology

Job Summary

Acuity is investing in the technology platform that powers our go-to-market motion — how we sell through and with our channel partners, system integrators, agents, and end customers. We are seeking a Director, GTM Technology to lead the strategy, architecture, and execution of this platform end-to-end, working in close partnership with Sales, Channel, Operations, Finance, and Technology leadership.

This role is for a techno-functional leader who has lived in between business and technology — someone who deeply understands GTM business processes, the partner and customer experience, and the daily reality of selling in a B2B or B2B2B technology business, and who has earned the technical depth to build the systems that make those motions actually work (and increasingly to leverage AI as both a force multiplier and a way of building).

Key Tasks & Responsibilities (Essential Functions)

• Lead with Deep Understanding of GTM Business Processes and the Customer Experience: Build and maintain a working command of how Acuity sells — the channel motion, partner journey, agent and system integrator dynamics, quote-to-order workflow, and seller daily reality.
• Own the GTM Technology Platform End-to-End: Lead the strategy, architecture, and roadmap for Acuity's GTM technology platform, spanning the seller experience, partner and customer experience, quote-to-order, and the data and integration layers that connect them. Ensure the platform is scalable, integrated, AI-ready, and aligned to commercial outcomes.
• Build the Operating Motion: Establish and run a disciplined cadence of design, pilot, learn, scale, and measure — identifying the highest-impact friction in the GTM motion every cycle, shipping focused improvements, and compounding outcomes over time.
• Architect for Today and Tomorrow: Make sound architectural choices across our GTM stack — including Salesforce (Sales Cloud, CPQ, Experience Cloud), Oracle ERP, and our data platforms — while remaining platform-agnostic where the right answer is something different. Design for clean data models, sound integration patterns, and the ability to swap or extend components as the business and technology landscape evolves.
• Build With AI and Embed AI Where It Matters: Treat AI as both a way of building and a capability to embed in the product. Use AI fluently to accelerate the actual work of building — Salesforce configuration, Apex and Lightning development, integration prototyping, data modeling, test design, documentation. At the same time, define how AI accelerates seller productivity, partner experience, and operations across the platform — using our internal AI capabilities, custom agents, and modern orchestration patterns.
• Lead the Team: Build and lead a small, high-leverage team of technical and functional talent — admins, developers, analysts, and architects — and partner with the broader Technology organization on engineering, integration, and infrastructure dependencies. Set the bar for how the team uses AI in their own work to ship faster and with higher quality.
• Drive Shared Accountability with Sales and Channel Leadership: Partner with senior commercial leaders so that GTM platform outcomes — partner experience, seller productivity, quote turnaround, accuracy, adoption — are shared metrics, not handed off to Technology.
• Manage Vendor and Partner Relationships: Manage relationships with platform vendors, system integrators, and specialty partners to ensure deliverables meet expectations, architectural standards, and commercial obligations.

Education (minimum education required)

Preferred Education (i.e. type of degree)

Skills and Minimum Experience Required

• 10 or more years of experience operating at the intersection of GTM/commercial and technology in a B2B or B2B2B environment, including time spent in or directly supporting sales, sales operations, channel, or other commercial functions.
• Proven track record of leading business process design and customer/partner experience improvement alongside technology delivery — not as separate workstreams, but as one integrated discipline.
• Experience leading the design, build, and evolution of GTM technology platforms — including hands-on knowledge of CRM, CPQ, partner/customer experience, and quote-to-order capabilities. Working knowledge of Salesforce (Sales Cloud, CPQ, Experience Cloud) and Oracle ERP environments preferred but not required as anchoring platforms.
• Demonstrated ability to use AI to accelerate the work of building enterprise software — including configuration, development, integration, and data work — and a track record of integrating AI into commercial systems in meaningful ways. Experience working with custom AI stacks and internal model or agent infrastructure preferred over reliance on packaged vendor AI products.
• Experience leading small, high-leverage teams and managing system integrators and specialty vendors with accountability for delivery outcomes.
• Channel-led, partner-led, or B2B2B GTM experience is strongly preferred. Manufacturing, industrial technology, or distribution experience is a plus.

Physical Requirements

Travel Requirements

Other

To Be Successful in This Role

• Business-First Instinct: Leads every conversation, decision, and design with a clear picture of the business process and customer or partner experience involved. Has the curiosity to actually go and watch how the work gets done, and the discipline to make sure technology serves the business — not the other way around.
• Channel and B2B2B Instinct: Understands that selling through partners, agents, and system integrators is a fundamentally different design problem than direct B2B and has built or operated in those motions before.
• Techno-Functional Dual Fluency: Equally credible in a commercial conversation about deal flow, channel motion, and seller behavior as in a technical conversation about data models, integration patterns, and AI architecture. Has earned this fluency through real experience on both sides — ideally including time in sales, sales operations, or commercial roles earlier in your career.
• Architectural Judgment: Strong opinions about platform design, with the discipline to keep technical debt from accumulating and the pragmatism to know when "good enough today" is the right answer. Comfortable making trade-offs that preserve future optionality without overbuilding for it.
• Platform-Agnostic Mindset: Deep working experience with Salesforce, Oracle, and modern data platforms — but not anchored to any one of them. Knows when each platform's capabilities are right and when they're not and is just as comfortable building net-new with modern tools and AI as with extending an established SaaS platform.
• Executive Presence and Influence: Can co-own outcomes with senior commercial executives, push back on bad ideas with grace, and earn the right to be in the room when GTM strategy gets set.