GTM Orchestration Director

At NiCE, we don’t limit our challenges. We challenge our limits. Always. We’re ambitious. We’re game changers. And we play to win. We set the highest standards and execute beyond them. And if you’re like us, we can offer you the ultimate career opportunity that will light a fire within you.

So, what’s the role all about?

The NiCE GTM Orchestration Director is a senior cross-functional leader responsible for orchestrating end-to-end alignment across product, marketing, sales, pre-sales, enablement, customer success, professional services, and competitive intelligence. This role exists to solve a systemic organizational gap: while many disciplines contribute to bringing products to market, no unified mechanism currently ensures those disciplines operate cohesively — resulting in fragmented messaging, incomplete enablement, poor feedback loops, and suboptimal field execution.

The GTM Orchestration Director acts as the central integrator and forcing function, ensuring that all elements required to successfully commercialize a product are connected, complete, and effectively delivered to the field.

This role is chartered to:

Establish a repeatable, scalable GTM orchestration model across the organization

Eliminate disconnects across functional silos

Ensure the field is fully enabled, informed, and competitive

Create closed-loop feedback mechanisms from field execution back into product and marketing

Increase revenue productivity, competitive win rates, and product adoption

This role serves as the arbiter in the middle — ensuring the organization is not merely producing outputs (products, decks, events), but delivering cohesive, consumable, and actionable GTM packages to sellers.

Key Responsibilities

Cross-Functional GTM Orchestration

Lead alignment across all revenue-impacting functions, including:

Product & R&D

Product Marketing, Field Marketing, and Partner Marketing

Sales & Pre-Sales

Enablement

Customer Success and Professional Services

Value Realization / ROI teams

Competitive Intelligence

Ensure all disciplines contribute to a complete A-to-Z GTM motion — not isolated deliverables — and create and enforce a structured process for bringing products to market, from innovation through field execution.

Product Commercialization Ownership

For assigned product(s) or portfolio streams, own:

Definition and validation of the value proposition

Development of clear, differentiated positioning

Delivery of complete GTM packages, including messaging, sales narratives, competitive positioning, enablement materials, and customer-facing collateral

Ensuring that sellers receive everything required to effectively sell a solution — not partial or fragmented inputs

Field Enablement and Execution Readiness

Ensure that:

Sales teams understand the when, why, and how to sell each product

Pre-sales teams are equipped with technical depth and demo capabilities

Enablement programs are aligned and relevant to real-world selling scenarios

Proactively identify opportunities to sharpen field knowledge, clarify messaging, strengthen technical support, and deepen competitive positioning. Drive accountability to ensure sales teams are always equipped with the enablement they need to perform at their best.

Competitive Intelligence Integration

Partner with competitive intelligence teams to:

Continuously monitor key competitors, including emerging AI-first players and platform competitors

Translate insights into actionable frontline guidance

Rapidly propagate competitive changes into messaging, enablement, and field marketing narratives

Equip sellers to respond to real-time competitive pressures

Feed field-identified competitive gaps back into product and marketing

Feedback Loop Creation and Systemization

Establish formal mechanisms for:

Capturing field insights — wins, losses, objections, and execution gaps

Feeding those insights into product development, marketing strategy, and messaging

Building scalable, repeatable systems to capture and propagate field learnings across the organization

Propagating learnings consistently across the organization

Organizational Influence and Change Leadership

Act as a senior cross-functional change agent

Drive alignment across teams with different KPIs, goals, and incentives

Challenge and improve outputs from any function when necessary — messaging, content, positioning

Apply executive-level influence to drive accountability, break down silos, and enforce standards

Serve as a single-threaded owner for GTM effectiveness across assigned domains

Portfolio Ownership (GTM Streams)

Own a defined set of products or solution areas

Scale responsibility based on strategic importance, market complexity, and revenue impact

Balance depth vs. breadth across high-priority growth areas and the broader product portfolio

Operating Model

Authority: Significant cross-functional influence across the organization

Orientation: Operates horizontally across the organization, not vertically within a single team

Function: Acts as the heliostat controller — aligning all functional mirrors toward a single output: successful field execution and revenue generation

Key Success Metrics

Increased sales productivity and win rates

Improved field readiness and adoption of new products

Reduced time-to-market for new capabilities

Higher consistency and quality of GTM messaging

Measurable improvements in competitive positioning effectiveness

Strong, repeatable feedback loops influencing product and strategy

Ideal Candidate Profile

Experience

Senior executive with deep experience across multiple disciplines: Sales, Marketing, Product, Pre-Sales

Strong operational and strategic acumen across complex, matrixed organizations

Track record of building GTM systems and processes in dynamic, high-growth environments

Capabilities

Proven ability to influence without authority and drive cross-functional alignment

Skilled at leading complex organizational change across teams with competing priorities

High credibility with field sales teams, product organizations, and marketing leaders

Comfortable operating in ambiguous, unstructured environments

Why This Role Exists

NiCE has built deep expertise across each discipline that contributes to GTM success. The opportunity now is to amplify that strength by creating tighter integration across those functions — unlocking greater revenue productivity, faster time-to-market, and more consistent field execution. This role is designed to capture that opportunity by:

Unifying strong individual disciplines into a cohesive, end-to-end GTM motion

Accelerating competitive responsiveness across messaging, enablement, and the field

Ensuring the full value of NICE's product portfolio is realized in every selling conversation

The GTM Orchestration Director will build the connective system that ensures all organizational efforts converge into a coherent, executable go-to-market motion that drives revenue outcomes.

What’s in it for you?

Join an ever-growing, market disrupting, global company where the teams – comprised of the best of the best – work in a fast-paced, collaborative, and creative environment! As the market leader, every day at NiCE is a chance to learn and grow, and there are endless internal career opportunities across multiple roles, disciplines, domains, and locations. If you are passionate, innovative, and excited to constantly raise the bar, you may just be our next NiCEr!

Requisition ID: 11138
Reporting into: VP of Sales
Role Type: Individual Contributor
About NiCE

NICE Ltd. (NASDAQ: NICE) software products are used by 25,000+ global businesses, including 85 of the Fortune 100 corporations, to deliver extraordinary customer experiences, fight financial crime and ensure public safety. Every day, NiCE software manages more than 120 million customer interactions and monitors 3+ billion financial transactions.

Known as an innovation powerhouse that excels in AI, cloud and digital, NiCE is consistently recognized as the market leader in its domains, with over 8,500 employees across 30+ countries.

NiCE is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, age, sex, marital status, ancestry, neurotype, physical or mental disability, veteran status, gender identity, sexual orientation or any other category protected by law.