Director, GTM Strategy San Francisco, CA

San Francisco, CA, United States

At Udemy, we’re on a mission to transform lives through learning. We’re a leading online skills marketplace and learning platform, serving more than 69 million learners and 15,700 organizations globally. Our goal is to provide flexible and effective skill development, empowering individuals and organizations to keep pace with innovation and prepare for the future of work.

We believe that talented people are everywhere, but oftentimes, those dream opportunities are hard to come by. That’s why we’re focused on revolutionizing learning, leveraging the deep expertise of Udemy’s 75,000 instructors and the power of our platform, to help individuals sharpen their skills and harness their full potential.

This hybrid position requires two days per week in our San Francisco office.

About you  You’re a collaborative, data-driven, and creative problem-solver who loves diving into the details. You thrive in dynamic environments like ours where you can strategically build systems, processes, and tools to create best-in-class customer experiences. You love influencing our company’s growth journey and enabling our internal go-to-market teams to efficiently generate revenue and scale.

About this role  We are seeking a highly skilled and experienced Director of GTM Strategy to join our mission at Udemy to improve lives through learning. In this role, you will spearhead the creation of a new strategy function in GTM Strategy and drive disproportionate growth for Udemy Business. You will assess strategic growth opportunities, identify and evaluate market segments, and business models that drive Udemy Business’s growth. This role will have significant interaction across Udemy’s functions and executive ranks.

In this role, you will be responsible for developing and implementing comprehensive strategies that drive revenue growth, increase market share, and enhance customer engagement and own the strategic planning process. You will work closely with cross-functional teams to align marketing, sales, product, and customer success efforts for maximum impact and execution, not just blue sky thinking. Since this team is new we are looking for a hands on leader who will lead by example and is passionate to showcase the value of a top class strategy function and build this critical capability in a fast growing organization.

What you'll be doing Develop and execute go-to-market strategies that align with business objectives and drive revenue growth.

Drive the strategic planning process and key cross-functional strategic projects for Udemy Business including potentially M&A integration management

Lead market research and analysis to identify market trends, customer needs, and competitive positioning

Be a thought leader and influencer at the most senior levels within Udemy Business; leading and influencing in team settings, including extended teams

Apply structured problem solving and deliver data-driven, synthesized insights to support actionable strategy and recommendations

Work collaboratively and effectively across a global matrix organization to build alignment and ensure successful execution

Demonstrate superior strategic and analytical skills with ability to draw key insights and develop clear recommendations

Use intellectual agility and superior written and verbal communication to develop presentations, facilitate discussions, and simplify and clearly communicate complex concepts

Establish key performance indicators (KPIs) and metrics to measure the effectiveness of go-to-market strategies and initiatives

Actively contribute to building skills and talent, and creating a “fun” culture, as we build a small but world class growth strategy team

What you’ll have 6+ years total experience. 4+ years post MBA experience leading strategy projects, M&A, etc. At least 3+ years’ experience in a top tier management consulting firm like McKinsey, BCG, Bain, etc. and 2+ experience in a strategy function of a Saas business

Experience in B2B commercial related topics, e.g., GTM strategy, channel strategy, partnerships, pricing, sales productivity, etc.

Experience in the tech industry, including software, SaaS, and/or subscription-based business models and solutions go-to-market

Track record of driving change and transformation, particularly around growth, and have demonstrated experience in large scale project execution

Ability and desire to take on broad strategic operational assignments as part of future development

Passion for creative problem-solving in ambiguous situations

Strong analytical skills with the ability to translate data into actionable insights

Excellent verbal and written communication skills, with the ability to effectively communicate with senior leaders

We understand that not everyone will match each of the above qualifications. However, we also realize that everyone has unique experiences that can add value to our company. Even if you think your background might not perfectly align, we'd love to hear from you!

We aspire to be as vibrant and dynamic as the communities we serve, as inquisitive as those who use our platform, and as revolutionary as the future we strive to open for everyone. Here are some of the things we love about life at Udemy:

We’re invested in creating an inclusive environment that welcomes a diverse range of backgrounds and experiences. From creating employee resource groups, ensuring we’re a Fair Pay Workplace, and building a flexible work culture, our belonging, equity, diversity, and inclusion (BEDI) initiatives always put our people first. We want you to be able to bring your authentic self to work because when we all do, we’re better for it.

Learning is what we do – inside and out. Our Learning & Development team is second to none, helping ensure your journey is one of continuous progression. You’ll also have unlimited access to Udemy courses, monthly UDays (meeting-free professional development days), and a generous annual professional development stipend.

Our reason to exist is to revolutionize learning – that calls for taking risks and learning from failures. Whether it’s our hackathons (a company-wide effort to envision new possibilities for our product) or sharing our prototypes, we see experimentation as a crucial step on the path to success.

We’re committed to creating world-class employee experiences and are proud of the recognition of this by Great Place to Work.

Of course, the best thing about being part of Udemy is knowing your work makes a difference for people and organizations around the world. You’ve got the skills; why not use them to help others develop theirs?

At Udemy, we value diversity and inclusion and consider qualified applicants without regard to race, color, religion, sex, national origin, ancestry, age, genetic information, sexual orientation, gender identity, marital or family status, veteran status, medical condition, or disability. We will consider for employment qualified applicants with arrest and conviction records.

Our Benefits Start With U Our benefits package at Udemy “starts with U” and is grounded in mission-driven benefits that intentionally align with our core values. Here’s a sneak peek at just a few highlighted benefits if you’re a full-time Udemate based in the United States:

Core Benefits: Comprehensive medical, dental, vision, life/AD&D, and disability coverage

HSA/FSA/Commuter: Pre-tax savings/spending plans, including HSA employer contributions

Transgender Benefits: Expanded medical coverage for gender-affirming care

Parental Benefits: Financial assistance for fertility (including egg-freezing), adoption, and surrogacy expenses; twelve weeks of paid family bonding for birth, surrogacy, adoption, and foster placement (plus up to six to ten weeks of paid disability leave for birthing parents) as well as a two-week “ease-back” program that enables parents to return part-time at full pay

Whole U: Fully paid memberships for meditation/mindfulness, therapy/coaching visits, financial planning, fertility and family building, maternity and newborn care, parenting and pediatrics, menopause care, breastmilk shipping, and caregiving support

Learning: Free access to Udemy and Udemy Business plus a yearly stipend to spend on professional development

Retirement: Pre-tax and Roth 401(k) plan with an employer contribution

Charitable Giving: Corporate charitable match for eligible nonprofits and charities

Vacation: Flexible vacation for salaried Udemates and fifteen days per year for hourly

Holidays: Twelve paid holidays throughout the year

At Udemy, we strive to be transparent around compensation. Actual compensation for this role is based on several factors, including but not limited to job-related skills, qualifications, experience, and specific work location due to differences in the cost of labor. In addition to a base salary, this role is also eligible for benefits, equity and a bonus.

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