TCP Operations Director – Value Creation GTM

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TCP

WebsiteLinkedInAll Job Openings

1 - 10 employees

👥 HR Tech

🎯 Recruiter

🏢 Enterprise

HR Tech • Recruitment • Enterprise

TCP is a technology career agency specializing in sourcing and guiding high-impact talent into growth startups with substantial venture capital backing. They focus on quality over quantity and work with a select group of candidates to ensure a high placement rate, particularly in go-to-market (GTM) roles. With an emphasis on high-achieving candidates, often from top schools and athletic backgrounds, TCP partners with companies backed by Tier 1 investors to meet aggressive growth targets. They also offer mentoring services for candidates navigating startup careers, leveraging their network and expertise in tech to build high-performance GTM teams.

📋 Description

• Bridge between the deal team and portfolio operators - translating diligence insights into execution. • Front-of-house focused - Sales, Marketing, Customer Success, RevOps • Hands-on, with the credibility to step into interim leadership roles when the situation calls for it. • Builder mentality - codifying repeatable playbooks that compound value across the portfolio. • Lead front-of-house diligence workstreams, building a clear, data-backed point of view on revenue quality and growth potential. Areas of focus include: • - Revenue quality and sustainability - ARR composition, churn dynamics, expansion motion, cohort behavior. • - Sales effectiveness - pipeline health, conversion rates, sales cycle length, ICP alignment, rep productivity, attainment, and assessment of compensation plans • - Pricing and packaging - willingness-to-pay, discounting discipline, monetization opportunities. • - Customer segmentation and unit economics - LTV/CAC dynamics by segment, payback periods, expansion potential. • - Competitive positioning and GTM strategy - differentiation, win/loss patterns, route-to-market fit. • - Assessment of GTM maturity and operational gaps. • Build clear investment theses around growth and defensibility. • Identify quick wins and medium-term value levers, with rough sizing and confidence. • Partner with external advisors when used - but own the conclusion. • Translate diligence findings into an actionable Value Creation Plan (VCP) - GTM section, including: • - A prioritized roadmap spanning the first 100 days and the 12–24 month horizon. • - Revenue growth initiatives - new logo motion, expansion and retention plays, channel and partnership moves. • - Sales organization improvements - coverage model, role design, comp plan refinements. • - Marketing strategy shifts - demand generation engine, positioning, brand and content. • - Customer Success and retention improvements - health scoring, intervention motions, expansion playbooks. • - Partner with finance and investment teams on revenue modeling, growth assumptions, and KPI tracking tied to TCP value creation plans. • Ensure tight alignment across: • - The investment thesis and the value creation plan. • - CEO and executive team - establishing early alignment pre-close wherever possible. • Support or directly lead execution of priority initiatives inside portfolio companies. Typical workstreams include: • - Sales organization redesign - territories, role definition, quota setting, compensation plans. • - ICP refinement and segmentation - tightening the target customer profile and aligning the GTM motion around it. • - Pipeline generation engine - SDR build-out, marketing alignment, outbound and ABM motions. • - Pricing and packaging redesign - value-based pricing, plan architecture, monetization levers. • - Customer Success model - retention playbooks, upsell and cross-sell motions, segmentation of CS coverage. • - RevOps and data infrastructure - pipeline hygiene, forecasting discipline, KPI definitions, reporting cadence. • Depending on the situation, this may include stepping into the portfolio company as: • - Interim leader (e.g. interim CRO or Head of Sales) during transitions. • - Program lead or transformation lead for a defined initiative. • The expectation is measurable impact on growth and commercial efficiency. • Act as a trusted partner to portfolio company CEOs, CROs, and CMOs, while maintaining the rigor expected by the Operating Partner, Deal team and Investors. Responsibilities include: • - Establishing a working cadence with portfolio leadership that balances support and accountability. • - Owning the GTM KPI dashboard at the portfolio level, with focus on ARR growth, net retention, CAC efficiency, and pipeline coverage. • - Leading regular progress tracking against the VCP - milestones, leading indicators, and value realization. • - Escalating issues early with a proposed solution, not just a flag. • - Create standardized reporting that can be leveraged across multiple portfolio companies. • Codify learning across deals into reusable assets that compound value across the portfolio: • - GTM playbooks covering the most common transformation patterns (sales redesign, pricing, pipeline build, CS uplift). • - Sales and Customer Success maturity frameworks for diagnosing portfolio companies quickly. • - Standardized KPI dashboards and definitions to enable cross-portfolio benchmarking. • - Repeatable diligence templates and frameworks to compress cycle time on subsequent deals. • - Contribution to TCP-wide AI and GTM enablement initiatives. • A distinctive expectation of this role is the identification and deployment of AI use cases across the front office of portfolio companies. Priority areas include: • - AI-assisted sales - prospecting and account research, call recording and analysis, automated follow-up, and rep coaching. • - Marketing automation and personalization - dynamic content, segmentation, lifecycle orchestration. • - Customer Success - churn prediction models, health scoring, automated playbook triggering. • - RevOps and forecasting - AI-supported pipeline scoring, deal risk detection, and forecast accuracy.

🎯 Requirements

• 5 - 10 years of experience in at least one or more of the following tracks: • - Operating roles in B2B SaaS - CRO, VP/Director Sales, VP/Director Growth, or equivalent senior commercial leadership. • - PE portfolio operations or value creation team experience. • - Strong background supporting B2B SaaS or recurring‑revenue business models. • - Comfortable working in fast‑moving, lean environments with high ownership. • Strong exposure to B2B SaaS or software business models and fluency in the core metrics: ARR, gross and net churn, CAC, LTV, payback, pipeline coverage, conversion rates. • **Skillset** • - Able to move from strategy to execution - and back - without losing altitude. • - Strong commercial acumen, not just operational or process focus. • - Deep expertise across sales models and org design, marketing funnels, and Customer Success systems. • - Highly analytical and data-driven decision-making, with the judgment to know when to stop modeling and act. • - Executive-grade communication - credible with both deal teams and portfolio CEOs. • - Experience working with private equity–backed companies or across multiple business units • - Exposure to M&A, diligence, or post‑acquisition integration • - Partnering with revenue and investment leadership to drive faster, more confident decision‑making. • **Mindset** • - Low ego, high ownership - willing to roll up sleeves and do the work. • - Comfortable operating in ambiguity and in fast-paced deal environments. • - Builder mentality - builds playbooks and durable assets, not just decks. • - Intellectually honest - calls the data as it is, including on deals where conviction is hard to come by. • Preferred Experience • - Direct experience working with private equity-backed companies through ownership transitions. • - Demonstrated exposure to AI-enabled GTM transformation - ideally with proof of measurable impact. • - Experience supporting multiple deals or portfolio companies in parallel.