Position: Senior Associate, GTM Strategy
Location: Remote (U.S.) with Travel
Reports to: VP of Sales & GTM Strategy
Team: Sales / Revenue


ROLE OVERVIEW
The Senior Associate, GTM Strategy is a hybrid, high-impact role designed for someone who wants to be deeply involved in how deals are sourced, developed, and advanced, not just how meetings are booked.

This role goes beyond traditional pipeline generation. You will also stay engaged with opportunities through the early stages of the sales cycle, partner closely with the VP of Sales & GTM Strategy on live deals and help shape both our outbound motion and sales execution. Think of this role as part GTM strategist, part sales operator, and part deal team member.

This is an ideal opportunity for someone who wants to quickly become an expert on Direct Commerce’s platform, work directly alongside sales leadership, and grow into an Account Executive role over time.


KEY RESPONSIBILITIES
Go-to-Market Strategy & Outreach Execution

• Design, build, and continuously optimize multi-channel outbound strategies across email, LinkedIn, phone, events, and account-based motions.
• Develop automated, scalable outreach programs using sales technology and tooling – owning how we leverage automation without sacrificing personalization.
• Oversee and refine outreach systems, sequences, and tools to ensure consistency, efficiency, and performance.
• Craft messaging and positioning tailored to specific industries, buyer personas, and use cases within accounts payable and finance.
• Partner with Marketing to align GTM strategy, outbound campaigns, and content initiatives.

Pipeline Development & Opportunity Support

• Build and manage a targeted pipeline of strategic accounts aligned with Direct Commerce’s ideal customer profile.
• Generate and qualify meetings, then remain actively involved as opportunities progress through early sales stages.
• Support opportunities until they are formally approved and handed off deeper into the sales process – not a “set it and forget it” role.
• Use performance data and deal insights to refine outreach, qualification criteria, and targeting.

Sales Partnership & Deal Support

• Act as a close partner to the VP of Sales & GTM Strategy, joining calls and meetings as an extension of the sales team.
• Participate in discovery and introductory meetings, capturing detailed notes, key insights, and next steps.
• Handle early-stage follow-up communications to maintain momentum and professionalism with prospects.
• Assist with sales materials, presentations, proposals, and internal deal prep.
• Travel to in-person meetings as needed, particularly in early-stage or strategic opportunities.

Product & Market Expertise

• Rapidly develop deep expertise in Direct Commerce’s products, use cases, and value proposition.
• Confidently speak to prospect pain points, workflows, and business outcomes – not just surface-level talking points.
• Bring feedback from the field back to sales and marketing to improve messaging, positioning, and product alignment.

Qualifications Required

• 2–5 years of experience in sales development, GTM, business development, or early-stage sales roles (B2B SaaS preferred).
• Experience running outbound motions that combine personalization with automation.
• Strong communication skills and comfort interacting with senior stakeholders and buyers.
• Highly organized, proactive, and comfortable juggling outreach, deal support, and strategic projects.
• Experience using CRM and sales engagement tools (HubSpot, Salesforce, Outreach, Apollo, etc.).

Preferred

• Experience in fintech, payments, procurement, or accounts payable software.
• Exposure to account-based sales or enterprise sales motions.
• Startup or growth-stage company experience.
• Clear interest in progressing into a full-cycle Account Executive role.

WHY THIS ROLE

• Hands-on exposure to real deals, not just top-of-funnel activity.
• Direct mentorship and partnership with the VP of Sales & GTM Strategy.
• Ownership of outbound systems, tooling, and automation strategy.
• Opportunity to travel and engage with prospects face-to-face.
• Clear path to growth into an Account Executive or broader sales leadership role.

ABOUT DIRECT COMMERCE

Direct Commerce, the AP Intelligence™ platform, is transforming accounts payable from chaos to clarity through its innovative Supplier-First™ platform. Built on visibility, aligned incentives, and genuine partnership, the AI-powered Direct Commerce platform gives suppliers control and transparency, while empowering buyers through strengthened supply chains and the elimination of costly fees. By combining the best of technology and human collaboration, Direct Commerce creates a system that finally works for everyone.

Direct Commerce
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