Vista Consulting Group is the operating and consulting arm of Vista Equity Partners (www.vistaequitypartners.com), a private equity firm that specializes in acquiring software, data, and tech-enabled companies with over $30 Billion in cumulative capital commitments. The VCG team works in conjunction with the Vista investment professionals and key portfolio company employees to help current and newly-acquired businesses strengthen their operations through the implementation of standardized, repeatable and proven processes and methodologies.

Location 

Austin or Chicago preferred. Will also consider remote candidates.

Job Description

We are searching for a Director of Go-To-Market, who will operate as the "go-to-market captain" for a group of Vista portfolio companies. As a captain, this individual works side by side with c-suite executives within the portfolio, focusing on heads of sales/marketing, to identify which strategies and Vista Best Practices can be leveraged and to drive business results. Working closely with the Value Creation Director, the captain serves as the subject matter expert and driver for GTM strategy within their companies, acting as the lead on efforts to improve sales productivity, process and tools, and bringing in VCG experts on Marketing, Sales Enablement, Strategy & Customer Success to create processes that enable the full GTM ecosystem. With the expertise this individual brings to the role, they will also help to create and shape Best Practices, develop and grow executive talent within Vista family companies, and strengthen connections between businesses in the Vista ecosystem. Given its scope and reach, this role offers unlimited potential to leverage expertise and have lasting impact within organizations.

• Partner to C-level executives across the Go-to-Market suite (Chief Sales Officer, Chief Marketing Officer, VP, Customer Success, and CEO)
  • Play the role of a partner; gain respect and build trust to develop lasting relationships
  • Influence key executives and stakeholders to support significant change
  • Serve as a strategic partner and domain expert in sales, with fluency in GTM strategy, marketing, and customer success
  • Willing to roll up his/her sleeves to help executives drive results
  • Partner on talent strategy for the GTM functions to ensure we have the right skills and experience in leadership roles within the portfolio
• Trusted advisor to Vista Equity Partner stakeholders
  • Support and partner with Vista Operating Principals to execute and advise on Value Creation Plan in GTM
  • Provide advice on growth opportunities, process improvement and organization design within the portfolio companies
  • Participate in diligence activities to review GTM structure at potential targets
  • Apply business judgment to drive efficiency and scalability
• Architect and executor of GTM strategy
  • Shape GTM strategy during diligence / pre-close
  • Identify and frame the most critical priorities; demonstrate understanding of issues and generate hypotheses to solve them; develop practical/pragmatic solutions and action plans
  • Focused on outcomes; committed to making change happen both in the portfolio and for continuous improvement within VCG
  • Coach/mentor assigned consulting staff supporting execution

Qualifications

• 7-10 years of expertise within B2B sales
• Strong performer in the sales practice of a B2B sales consulting, advisory, or enablement firm
• Proven track record of leadership and accelerated career trajectory
• Sales leadership experience within a software or technology-enabled company
• Experience and success in a consulting role
• MBA is preferred, but not required
• Willingness to travel (expected travel in this role is 40% of the time)

What we are looking for

• A true passion and excitement for sales improvement and go-to-market optimization
• A quick study, with a high level of intellectual curiosity and a continuous desire to learn and grow; someone who appreciates diversity of thought and new perspectives
• An exceptional communicator, in both written and oral presentations, who brings energy and clarity to their message, and is comfortable in a variety of formats (presenting to executive audiences, facilitating workshops, candid one-on-one C-level sessions)
• Strong desire to achieve and have lasting impact for Vista portfolio companies
• A demonstrated ability to execute and deliver positive outcomes
• An ability to engage and navigate multiple stakeholders and business partners, and lead teams through influence
• A comfort in working with a variety of stakeholders in a highly matrixed organization