Director, GTM Strategy & Operations
Who We Are
Solera is a global leader in data and software services that strives to transform every touchpoint of the vehicle lifecycle into a connected digital experience. Today, Solera processes over 300 million digital transactions annually for approximately 235,000 partners and customers in more than 90 countries. Our team members foster an innovative culture and are dedicated to bringing the future to bear today through insights, algorithms, and automation. For more information, please visit solera.com.
The Role
The Director of GTM Strategy & Operations owns how we bring our products to market — defining positioning, messaging, and the operational infrastructure that drives pipeline and revenue. This is a senior cross-functional leadership role for a strategic operator who can move fluidly between big-picture thinking and disciplined execution, and who can build and scale a team to match a growing business.
What You'll Do
Strategy & Launches
- Own GTM strategy end-to-end — positioning, messaging, and value propositions tied to growth and revenue goals.
- Lead planning and execution for product launches, platform enhancements, and AI-enabled capabilities across Product, Marketing, and Sales.
- Drive market expansion into new verticals, geographies, or segments; manage land-and-expand and PLG motions where applicable.
- Own pricing and packaging strategy across a platform or multi-product portfolio.
Operations & Alignment
- Build GTM operational infrastructure — frameworks, processes, and cross-functional rhythms that convert launches and campaigns into pipeline.
- Align Marketing, Sales Enablement, Demand Gen, and Professional Services around shared GTM motions and business outcomes.
- Establish GTM performance metrics and reporting cadences; apply RevOps principles including funnel metrics, forecasting, and attribution.
Enablement, Intelligence & Storytelling
- Partner with Sales on enterprise opportunities — executive presentations, deal-specific messaging, and win strategy.
- Oversee core GTM assets: pitch decks, solution briefs, battlecards, and customer value stories.
- Own competitive intelligence and a win/loss program; translate insights into sharper positioning and product direction.
- Translate complex concepts — data pipelines, automation, agentic AI — into clear, outcome-oriented customer narratives.
What You'll Bring
Experience
- 8+ years in GTM strategy, product marketing, or revenue operations within B2B SaaS or enterprise technology.
- Proven ownership of end-to-end GTM for complex platforms or portfolios with measurable pipeline and revenue impact.
- Track record building GTM processes from scratch in high-growth or pre-scale environments.
- Experience with pricing and packaging strategy, market expansion, and land-and-expand or PLG motions.
- RevOps or Sales Ops exposure: CRM hygiene, funnel metrics, forecasting, and attribution models.
- Win/loss program or VOC research ownership; ability to convert insights into positioning and competitive strategy.
Skills & Mindset
- Deep fluency in enterprise buying dynamics, consultative sales, and multi-stakeholder deal navigation.
- Ability to translate data-intensive platforms and AI workflows into compelling narratives for technical and executive audiences.
- Exceptional communication, storytelling, and executive presence; strong cross-functional influence in matrixed organizations.
- Builder mentality — energized by ambiguity, data-driven in judgment, and collaborative by nature.
- MBA preferred; equivalent experience leading GTM functions at scale considered.
It is impossible to list every requirement for, or responsibility of, any position. Similarly, we cannot identify all the skills a position may require since job responsibilities and the Company’s needs may change over time. Therefore, the above job description is not comprehensive or exhaustive. The Company reserves the right to adjust, add to or eliminate any aspect of the above description. The Company also retains the right to require all employees to undertake additional or different job responsibilities when necessary to meet business needs.
EQUAL OPPORTUNITY EMPLOYER
SOLERA HOLDINGS, INC., AND ITS US SUBSIDIARIES (TOGETHER, SOLERA) IS AN EQUAL EMPLOYMENT OPPORTUNITY EMPLOYER. THE FIRM'S POLICY IS NOT TO DISCRIMINATE AGAINST ANY APPLICANT OR EMPLOYEE BASED ON RACE, COLOR, RELIGION, NATIONAL ORIGIN, GENDER, AGE, SEXUAL ORIENTATION, GENDER IDENTITY OR EXPRESSION, MARITAL STATUS, MENTAL OR PHYSICAL DISABILITY, AND GENETIC INFORMATION, OR ANY OTHER BASIS PROTECTED BY APPLICABLE LAW. THE FIRM ALSO PROHIBITS HARASSMENT OF APPLICANTS OR EMPLOYEES BASED ON ANY OF THESE PROTECTED CATEGORIES.
Originally posted on Himalayas