Director, Go-To-Market Diligences & Value Creation

Position Summary:

Within the Value Creation Team, our GO-TO-MARKET (GTM) Practice serves as a trusted advisor to portfolio company leaders to achieve transformational success, by improving or changing their GTM, aligned with the value creation plan. We are looking for a Director of GTM Diligences & Value Creation to join the GTM Practice. Vista’s Value Creation Team (VCT), the operating and consulting arm of Vista Equity Partners (VEP), the leading private equity firm focused on investing in software, data, and technology-enabled businesses.

Understanding a company’s GTM function and Vista’s ability to execute the investment thesis are critical to success and long-term value creation. As the Director of GTM Diligences & Value Creation, you will work closely with VCT colleagues, investment team members, portfolio company executives to:

• Lead the execution of value creation initiatives that span the different GTM functional areas of our companies (i.e., GTM Strategy, Sales, Marketing and Customer Success).
• Drive strategy and operations engagements across our portfolio companies.
• Evaluate GTM Maturity and Efficiency across GTM Strategy, Marketing, Sales, and Customer Success for new prospective investments.
• Identify any GTM Opportunities, articulating potential business improvement opportunities through transformation and innovation.
• Identify any GTM Risks and assess ability to mitigate risks, particularly those material to the investment thesis.
• Provide thought partnership to investment professionals on the investment thesis, investment model and value creation plans to increase company enterprise value.
• Partner with third-party, top tier, management consulting firms to guide them through their market and commercial due diligence.
• Serve as an ambassador for Vista’s Value Creation Team, building credibility and enthusiasm for partnership with company executives.

• Partner with the investment team to lead GTM Diligences.
• Participate in onsite and remote GTM due diligence sessions focused on evaluating the GTM function, talent, risks, and value creation opportunities of potential investments.
• Assess GTM and compare and/or benchmark respective operating models and structures against Vista’s best practices and industry standards.
• Help drive the development/enhancement of Vista’s GTM diligence methodologies and approaches.
• Lead the implementation of Vista’s GTM best practices within Vista’s portfolio.
• Champion and breed a culture of GTM innovation and excellence.

• GTM leadership experience with progressive responsibilities over the last 10+ years, including leading and developing a team.
• 3+ years of management consulting experience at a top-tier consulting firm. GTM and Enterprise SaaS focus preferred.
• 2+ years of GTM operational leadership experience at an Enterprise SaaS company.
• Experience leading business diligence, whether in-house (i.e., successfully evaluated, and integrated M&A transactions), as an investor (i.e., Private Equity, Venture Capital), or a third party (i.e., diligence experience as a third-party management consultant) is
• preferred, but not mandatory.
• Exceptional communication skills and proven ability to work with various stakeholders and present to C-level executives, establishing immediate credibility and rapport.
• Strong analytical, problem solving, and client deliverable experience.
• Strong organizational skills with the ability to handle multiple projects and priorities simultaneously with absolute focus and attention to detail.
• Strong business acumen and thorough understanding of GTM approaches in B2B SaaS.
• Ability to influence multiple stakeholders of varying levels of seniority.
• Ability to assimilate disparate sources of information and adapt to evolving business requirements.
• Ability to skillfully manage ambiguity and achieve superior results in a fast-paced and demanding environment.
• High emotional intelligence and genuine intellectual curiosity are a must.

The pay range for this role is expected to be between $250,000-270,000. Base pay may vary based on factors including but not limited to experience, subject matter expertise, geographic location where work will be performed, and applicant skillset. Base pay is one component of the total compensation package for employees, where other components may include an annual cash bonus and a comprehensive benefits package. 

Vista is a leading global investment firm that invests exclusively in enterprise software, data and technology-enabled organizations. The firm brings an approach that prioritizes creating enduring market value for the benefit of its global ecosystem of investors, companies, customers and employees. The focus of Vista’s VCT is to accelerate the corporate maturity of its companies – building software businesses that excel in product superiority and operational efficiency. Their collective counsel and resources allow companies to unlock opportunity, scale their business and grow sustainably to deliver value to all stakeholders.