TCP Operations Director/Manager - Value Creation GTM na TCP Management

Description

The Director/Manager, Value Creation - Go-To-Market (GTM) leads commercial due diligence and drives post-close value creation across Sales, Marketing, and Customer Success for portfolio companies. The role combines strategic advisory with hands-on execution, partnering closely with deal teams and portfolio company leadership to accelerate revenue growth, sharpen commercial efficiency, and embed scalable GTM practices across the portfolio.

Role positioning at a glance

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.

Key Responsibilities

1. Commercial Due Diligence (Pre-Close)

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.

Beyond workstream execution, the role is expected to:

• 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.

2. Value Creation Planning (Pre-Close)

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.

3. Post-Close Execution (Hands-On)

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.

4. Portfolio Engagement & Governance

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.

5. Toolkit & Playbook Development (Across Portfolio)

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.

AI-Enabled GTM Transformation

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.

The goal is not technology for its own sake but measurable lift in productivity, conversion, and retention - integrated cleanly into the GTM operating model.

What success looks like 12 months in

Clear contribution to at least one signed deal where GTM diligence shaped pricing or conviction.

Live VCP execution inside two or more portfolio companies, with measurable KPI movement.

A first version of the firm's GTM playbook library in use across portfolio CEOs and CROs.

Trusted, on-call advisor to portfolio leadership - with the firm and the operators both wanting more time.

Requirements

Ideal Candidate Profile

Background

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.