Product Marketing

• Bridge between the deal team and portfolio operators - translating diligence insights into execution.
• Front-of-house focused - Sales, Marketing, Customer Success, RevOps
• Hands-on, with the credibility to step into interim leadership roles when the situation calls for it.
• Builder mentality - codifying repeatable playbooks that compound value across the portfolio.
• Lead front-of-house diligence workstreams, building a clear, data-backed point of view on revenue quality and growth potential. Areas of focus include:
• - Revenue quality and sustainability - ARR composition, churn dynamics, expansion motion, cohort behavior.
• - Sales effectiveness - pipeline health, conversion rates, sales cycle length, ICP alignment, rep productivity, attainment, and assessment of compensation plans
• - Pricing and packaging - willingness-to-pay, discounting discipline, monetization opportunities.
• - Customer segmentation and unit economics - LTV/CAC dynamics by segment, payback periods, expansion potential.
• - Competitive positioning and GTM strategy - differentiation, win/loss patterns, route-to-market fit.
• - Assessment of GTM maturity and operational gaps.
• Build clear investment theses around growth and defensibility.
• Identify quick wins and medium-term value levers, with rough sizing and confidence.
• Partner with external advisors when used - but own the conclusion.
• Translate diligence findings into an actionable Value Creation Plan (VCP) - GTM section, including:
• - A prioritized roadmap spanning the first 100 days and the 12–24 month horizon.
• - Revenue growth initiatives - new logo motion, expansion and retention plays, channel and partnership moves.
• - Sales organization improvements - coverage model, role design, comp plan refinements.
• - Marketing strategy shifts - demand generation engine, positioning, brand and content.
• - Customer Success and retention improvements - health scoring, intervention motions, expansion playbooks.
• - Partner with finance and investment teams on revenue modeling, growth assumptions, and KPI tracking tied to TCP value creation plans.
• Ensure tight alignment across:
• - The investment thesis and the value creation plan.
• - CEO and executive team - establishing early alignment pre-close wherever possible.
• Support or directly lead execution of priority initiatives inside portfolio companies. Typical workstreams include:
• - Sales organization redesign - territories, role definition, quota setting, compensation plans.
• - ICP refinement and segmentation - tightening the target customer profile and aligning the GTM motion around it.
• - Pipeline generation engine - SDR build-out, marketing alignment, outbound and ABM motions.
• - Pricing and packaging redesign - value-based pricing, plan architecture, monetization levers.
• - Customer Success model - retention playbooks, upsell and cross-sell motions, segmentation of CS coverage.
• - RevOps and data infrastructure - pipeline hygiene, forecasting discipline, KPI definitions, reporting cadence.
• Depending on the situation, this may include stepping into the portfolio company as:
• - Interim leader (e.g. interim CRO or Head of Sales) during transitions.
• - Program lead or transformation lead for a defined initiative.
• The expectation is measurable impact on growth and commercial efficiency.
• Act as a trusted partner to portfolio company CEOs, CROs, and CMOs, while maintaining the rigor expected by the Operating Partner, Deal team and Investors. Responsibilities include:
• - Establishing a working cadence with portfolio leadership that balances support and accountability.
• - Owning the GTM KPI dashboard at the portfolio level, with focus on ARR growth, net retention, CAC efficiency, and pipeline coverage.
• - Leading regular progress tracking against the VCP - milestones, leading indicators, and value realization.
• - Escalating issues early with a proposed solution, not just a flag.
• - Create standardized reporting that can be leveraged across multiple portfolio companies.
• Codify learning across deals into reusable assets that compound value across the portfolio:
• - GTM playbooks covering the most common transformation patterns (sales redesign, pricing, pipeline build, CS uplift).
• - Sales and Customer Success maturity frameworks for diagnosing portfolio companies quickly.
• - Standardized KPI dashboards and definitions to enable cross-portfolio benchmarking.
• - Repeatable diligence templates and frameworks to compress cycle time on subsequent deals.
• - Contribution to TCP-wide AI and GTM enablement initiatives.
• A distinctive expectation of this role is the identification and deployment of AI use cases across the front office of portfolio companies. Priority areas include:
• - AI-assisted sales - prospecting and account research, call recording and analysis, automated follow-up, and rep coaching.
• - Marketing automation and personalization - dynamic content, segmentation, lifecycle orchestration.
• - Customer Success - churn prediction models, health scoring, automated playbook triggering.
• - RevOps and forecasting - AI-supported pipeline scoring, deal risk detection, and forecast accuracy.

TCP Operations Director – Value Creation GTM

Account Executive

• Execute a broker‑focused go‑to‑market strategy and sales process targeting Advanced Markets and NQDC distribution partners
• Develop account plans for high‑value brokers, consultants, and strategic prospects
• Conduct proactive, outbound outreach — including cold calls, email sequences, and event‑based networking — to generate new opportunities
• Research broker firms, market trends, and client needs to identify whitespace and position Andesa’s solutions effectively
• Establish strong relationships with key decision‑makers and influencers across target firms
• Lead prospects through the full sales cycle: discovery, solution alignment, demos, proposals, contracting, and handoff to implementation
• Build and manage a pipeline of broker relationships, driving new business and expanding existing partnerships.
• Educate brokers and their plan sponsor clients on our administration capabilities for nonqualified deferred compensation (NQDC) plans, executive benefits, COLI/BOLI-funded arrangements, and related solutions.
• Tackle technical validation or software demonstrations of Andesa’s platforms and articulating how they modernize operations in Advanced Markets and unlock value for brokers
• Partner with internal teams to scope solutions, tailor demos, develop pricing strategies, and deliver compelling proposals
• Own RFP/RFI responses, coordinating cross‑functional contributors to deliver complete and timely submissions
• Identify opportunities to expand Andesa’s presence within broker networks and adjacent markets
• Provide market intelligence to Product and leadership teams to inform roadmap priorities and platform enhancements
• Represent Andesa at industry events, conferences, and broker‑focused forums
• Collaborate with Marketing and Customer Success to ensure alignment across the broker channel
• Meet or exceed established sales quotas and activity targets
• Develop and refine pricing strategies across markets and product types
• Maintain accurate pipeline data, forecasting, and activity tracking within the CRM

TCP Operations Director – Value Creation GTM

Account Executive, Broker Segment