Senior Director, GTM Strategy

Job Description

Reporting to the Head of Comml Strategy & Cust Engagement, the Head of Insurance Go To Market will lead efforts to empower and activate all go-to-market avenues to drive market engagement with synergy and sales growth at scale. You will orchestrate the strategy and execution of our market entry, growth and retention plans, driving revenue and customer acquisition for our SaaS platforms, models, data and other offerings to the Insurance segment including Life, Casualty and Property & Specialty.

Working with relevant Marketing and Sales teams to position solutions effectively in the market, this role ensures the team has the tools, insights, and training needed to differentiate Moody’s products from competitors, maximize customer engagement, and drive revenue growth. This role influences marketing activities, prioritization across sub-segments, geographies and current/new product capabilities. Working closely with Commercial Strategy, Sales Management, Product Management, and Marketing, this role is also responsible for pricing and packaging strategies, competitive positioning, go-to-market campaigns and delivering high-impact enablement initiatives. The newly formed Insurance GTM team is a key driver of Moody’s Analytics success as a leading provider of solutions to the Insurance sector with ambitious goals for revenue and market growth.

Key Responsibilities

• Partner with Insurance Commercial Strategy; Sub-segments teams i.e. Life, Casualty and Property & Specialty; and Sales to align GTM initiatives with the organization’s market priorities. These will cover new product launches, market expansions and retention activities.
• Partner with Marketing to align on demand generation, campaigns, and content that maximize the sales pipeline.
• Collaborate with Marketing and Product teams to ensure creation of compelling go-to-market materials, sales collateral, and messaging frameworks.
• Develop pricing and packaging strategies to optimize revenue and market penetration in collaboration with Product Management and MA Central Pricing function. Hands-on support for sales team for complex, customized pricing solutions.
• Design and implement education and enablement programs to train the sales team on use cases, product positioning, competitive differentiation, and value maximization.
• Continuously assess the effectiveness of enablement initiatives and adjust strategies to improve outcomes.
• Partner with Comml Strategy and Product teams to assess competitive dynamics to ensure the BU is well-equipped to position products effectively against competitors.
• Work with Product Management and Customer Engagement to ensure product feedback loop to align with market demands and sales needs.
• Serve as the key point of contact for the sales team on market-related inquiries.
• Drive internal/external awareness and adoption of capabilities through targeted campaigns, thought leadership, network activation
• Monitor and manager GTM readiness across sales and marketing channels, develop KPIs to measure success throughout pre/post-sales cycle.
• Directly manage a cross-functional team, and influence and advise others to ensure alignment and accountability across the BU.

The Candidate

• Holds an undergraduate degree in a business, marketing or related field; a graduate degree is preferred.
• 10+ years of relevant experience in strategic marketing, sales, product marketing, or market research in SaaS or related industries.
• Demonstrated expertise in building and executing GTM strategies driving revenue growth and maximizing retention.
• Deep understanding of market dynamics, customer personas, and the Insurance sector.
• Proven track record of translating business objectives into GTM strategies including segmentation, positioning, pricing, and distribution.
• Demonstrates a proven track record of leading strategic initiatives that drive business growth and market expansion.
• Inspires and mentors teams, fostering a culture of collaboration, innovation, and high performance to achieve strategic goals.
• Cultivates strong working relationships with senior executives and key stakeholders.
• Exceptional verbal and written communication skills to align stakeholders and compelling messaging for target audiences.
• Effectively collaborates with cross-functional teams in an Agile environment.
• Experience in managing a team, driving change; coaching and developing talent.