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TCP

TCP Operations Director – Value Creation GTM

TCP

TCP Operations Director/Manager leading value creation across Sales and Marketing for portfolio companies. Driving commercial due diligence and supporting growth in B2B SaaS environments.

Posted 6/18/2026full-timeRemote • 🇺🇸 United StatesLeadWebsite

About the role

Key responsibilities & impact
  • 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.

Requirements

What you’ll need
  • 5 - 10 years of experience in at least one or more of the following tracks:
  • - Operating roles in B2B SaaS - CRO, VP/Director Sales, VP/Director Growth, or equivalent senior commercial leadership.
  • - PE portfolio operations or value creation team experience.
  • - Strong background supporting B2B SaaS or recurring‑revenue business models.
  • - Comfortable working in fast‑moving, lean environments with high ownership.
  • Strong exposure to B2B SaaS or software business models and fluency in the core metrics: ARR, gross and net churn, CAC, LTV, payback, pipeline coverage, conversion rates.
  • **Skillset**
  • - Able to move from strategy to execution - and back - without losing altitude.
  • - Strong commercial acumen, not just operational or process focus.
  • - Deep expertise across sales models and org design, marketing funnels, and Customer Success systems.
  • - Highly analytical and data-driven decision-making, with the judgment to know when to stop modeling and act.
  • - Executive-grade communication - credible with both deal teams and portfolio CEOs.
  • - Experience working with private equity–backed companies or across multiple business units
  • - Exposure to M&A, diligence, or post‑acquisition integration
  • - Partnering with revenue and investment leadership to drive faster, more confident decision‑making.
  • **Mindset**
  • - Low ego, high ownership - willing to roll up sleeves and do the work.
  • - Comfortable operating in ambiguity and in fast-paced deal environments.
  • - Builder mentality - builds playbooks and durable assets, not just decks.
  • - Intellectually honest - calls the data as it is, including on deals where conviction is hard to come by.
  • Preferred Experience
  • - Direct experience working with private equity-backed companies through ownership transitions.
  • - Demonstrated exposure to AI-enabled GTM transformation - ideally with proof of measurable impact.
  • - Experience supporting multiple deals or portfolio companies in parallel.

Benefits

Comp & perks
  • 🌐 Worldwide ❌ Jobs You've Hidden ⭐️ Saved Jobs ✅ Applied Jobs ✉️ Email Alerts 👤 Account TCP Website LinkedIn All Job Openings 1 - 10 employees 👥 HR Tech 🎯 Recruiter 🏢 Enterprise HR Tech
  • Recruitment
  • Enterprise TCP is a technology career agency specializing in sourcing and guiding high-impact talent into growth startups with substantial venture capital backing. They focus on quality over quantity and work with a select group of candidates to ensure a high placement rate, particularly in go-to-market (GTM) roles. With an emphasis on high-achieving candidates, often from top schools and athletic backgrounds, TCP partners with companies backed by Tier 1 investors to meet aggressive growth targets. They also offer mentoring services for candidates navigating startup careers, leveraging their network and expertise in tech to build high-performance GTM teams. TCP Operations Director – Value Creation GTM Job not on LinkedIn 🔥 11 minutes ago 🇺🇸 United States – Remote ⏰ Full Time 🔴 Lead 🎁 Product Marketing Apply Now Find Hiring Managers Customize resume + cover letter Report problem ☆ Save ☑️ Mark as applied ❌ Hide 📋 Description
  • 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. 🎯 Requirements
  • 5 - 10 years of experience in at least one or more of the following tracks:
  • - Operating roles in B2B SaaS - CRO, VP/Director Sales, VP/Director Growth, or equivalent senior commercial leadership.
  • - PE portfolio operations or value creation team experience.
  • - Strong background supporting B2B SaaS or recurring‑revenue business models.
  • - Comfortable working in fast‑moving, lean environments with high ownership.
  • Strong exposure to B2B SaaS or software business models and fluency in the core metrics: ARR, gross and net churn, CAC, LTV, payback, pipeline coverage, conversion rates.
  • **Skillset**
  • - Able to move from strategy to execution - and back - without losing altitude.
  • - Strong commercial acumen, not just operational or process focus.
  • - Deep expertise across sales models and org design, marketing funnels, and Customer Success systems.
  • - Highly analytical and data-driven decision-making, with the judgment to know when to stop modeling and act.
  • - Executive-grade communication - credible with both deal teams and portfolio CEOs.
  • - Experience working with private equity–backed companies or across multiple business units
  • - Exposure to M&A, diligence, or post‑acquisition integration
  • - Partnering with revenue and investment leadership to drive faster, more confident decision‑making.
  • **Mindset**
  • - Low ego, high ownership - willing to roll up sleeves and do the work.
  • - Comfortable operating in ambiguity and in fast-paced deal environments.
  • - Builder mentality - builds playbooks and durable assets, not just decks.
  • - Intellectually honest - calls the data as it is, including on deals where conviction is hard to come by.
  • Preferred Experience
  • - Direct experience working with private equity-backed companies through ownership transitions.
  • - Demonstrated exposure to AI-enabled GTM transformation - ideally with proof of measurable impact.
  • - Experience supporting multiple deals or portfolio companies in parallel. Apply Now 📊 Check your resume score for this job Improve your chances of getting an interview by checking your resume score before you apply. Check Resume Score Similar Jobs Head of Product Marketing Management 🔥 11 hours ago LocalStack 11 - 50 ☁️ SaaS ⚡ Productivity Website LinkedIn All Job Openings Head of Product Marketing Management driving enterprise revenue growth at LocalStack. Supporting product positioning and launches in a remote role focused on cloud development solutions. 🇺🇸 United States – Remote 💵 $176k - $273k / year ⏰ Full Time 🔴 Lead 🎁 Product Marketing Director of Product Marketing 🔥 16 hours ago DeepHealth 11 - 50 🤖 Artificial Intelligence ⚕️ Healthcare Insurance ☁️ SaaS Website LinkedIn All Job Openings Director of Product Marketing at DeepHealth leading go-to-market strategy for product launches. Driving alignment and messaging across cross-functional teams to accelerate growth. 🇺🇸 United States – Remote 💵 $150k - $210k / year 💰 $225k Grant on 2019-08 ⏰ Full Time 🔴 Lead 🎁 Product Marketing Director of Product Marketing 🔥 16 hours ago DeepHealth 11 - 50 🤖 Artificial Intelligence ⚕️ Healthcare Insurance ☁️ SaaS Website LinkedIn All Job Openings Director of Product Marketing at DeepHealth leading portfolio strategies and cross-functional alignment. Overseeing product launches, messaging, and team development. 🇺🇸 United States – Remote 💵 $150k - $210k / year 💰 $225k Grant on 2019-08 ⏰ Full Time 🔴 Lead 🎁 Product Marketing Director, GTM Technical Delivery 🔥 18 hours ago Workiva 1001 - 5000 ☁️ SaaS 💸 Finance 📋 Compliance Website LinkedIn All Job Openings Director of GTM Technical Delivery at Workiva, overseeing technical teams and driving innovative solutions. Focus on AI integration, platform architecture, and cross-functional collaboration. 🇺🇸 United States – Remote 💵 $177k - $284k / year ⏰ Full Time 🔴 Lead 🎁 Product Marketing 🦅 H1B Visa Sponsor Director of Product Marketing 🔥 21 hours ago ActiveCampaign 1001 - 5000 ☁️ SaaS Website LinkedIn All Job Openings Director of Product Marketing at ActiveCampaign focusing on product strategy and market positioning. Shaping growth through compelling storytelling and AI-driven innovations. 🇺🇸 United States – Remote 💵 $192.4k - $264.6k / year ⏰ Full Time 🔴 Lead 🎁 Product Marketing 🦅 H1B Visa Sponsor View More Product Marketing Manager Jobs 🌐 Worldwide Built by Lior Neu-ner. I'd love to hear your feedback — Get in touch via DM or support@remoterocketship.com Search Search Jobs by country Search jobs by city Search jobs by job title Search entry-level jobs Search junior-level jobs Search senior-level jobs Search jobs by tech stack Search jobs by contract type Search remote internships Search remote part-time jobs Remote jobs Anywhere in the World Companies Hiring Anywhere in the World Companies Hiring Sales People Anywhere in the World Companies Hiring Software Engineers Anywhere in the World Resources Advice Tips for finding remote jobs Interview questions and answers Resume examples Cover letter examples Post a job Affiliates Privacy policy Terms of service Job board SEO course AI Apply Copilot OpenClaw job finder Jobs by Country Remote jobs anywhere in the world (Worldwide remote jobs) Remote jobs United States Remote jobs Australia Remote jobs Brazil Remote jobs Canada Remote jobs France Remote jobs Ireland Remote jobs Germany Remote jobs Netherlands Remote jobs Spain Remote jobs UK Popular Jobs Remote data analyst jobs Remote customer support jobs Remote executive assistant jobs Remote marketing jobs Remote product designer jobs Remote product manager jobs Remote project manager jobs Remote recruiter jobs Remote sales jobs Remote software engineer jobs Jobs by Type Remote full-time jobs Remote part-time jobs Remote contract jobs Remote internship jobs Remote entry-level jobs Remote jobs with no experience required Remote junior jobs (1-3 years of experience) Digital nomad jobs Remote jobs with no degree required Freelance remote jobs Temporary remote jobs Remote jobs hiring now Stay at home mom jobs

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Hard Skills & Tools
B2B SaaSCROVP SalesVP Growthsales modelsmarketing funnelsCustomer Success systemsdata-driven decision-makingAI-enabled GTM transformationrevenue modeling
Soft Skills
commercial acumenexecutive-grade communicationanalytical mindsetlow egohigh ownershipability to operate in ambiguitybuilder mentalityintellectual honestystrategic executioncollaboration