VP, GTM Programs

ABOUT RETOOLNearly every company in the world runs on custom software for critical operations like tracking performance metrics, handling customer support workflows, building admin dashboards, and countless other processes you might not have even thought of. But most companies don't have adequate resources to properly invest in these tools, leading to a lot of old and clunky internal software or, even worse, users still stuck in manual and spreadsheet flows.At Retool, we’re building the first enterprise AppGen platform: software that transforms natural language into production-ready code, integrates directly with business data, and meets the highest standards of security and governance. AI is redefining what it means to build software—and who gets to build it. The definition of “developer” now includes analysts, operators, and domain experts creating solutions directly. As the pool of builders widens, so does the complexity of what they need to build. The opportunity is enormous, but so is the challenge of enabling this larger community to build production-grade software safely. That means AI that understands real business data, enforces enterprise policies automatically, and empowers teams to create once and reuse everywhere with shared, trusted components.Over 100 million hours of work has been automated by developers and domain experts using our platform, freeing them to focus on creative problem-solving and strategic initiatives that drive real business value. The people closest to knowing what needs to be built can now safely create custom solutions within enterprise guardrails. And that's a mission worth striving for.Let's build the future together!WHY WE’RE LOOKING FOR YOURetool has had immense growth in the last few years including landing a third of the Fortune 100. As we mature our GTM motion, we're looking to bring on our first VP, GTM Programs to play a pivotal role in building and shaping our value selling motion.You will work closely with cross-functional teams, including sales, product, and customer success to deliver strategic insights and develop business cases that demonstrate the value of Retool to customers. Your expertise will help define the tools, processes and methodologies that guide our value-based selling approach. You will actively contribute to its growth, working alongside leadership to scale processes and provide meaningful financial and strategic analyses that support sales engagements.WHO YOU'LL WORK WITHThis role will report to our Head of Global Field Engineering and closely partner with the Head of Sales and executive staff.You'll be joining a broader team of Retools who are passionate about serving our customers, enjoy collaborating to build an incredibly innovative product, and partake in some occasional but well-intentioned sarcasm. If this sounds like you, we'd love to hear from you!WHAT YOU'LL DO:Own & Scale the Value Engineering Function: Define and execute the strategic vision for Value Engineering at Retool—establishing the operating model, team structure, scaled methodologies, and programmatic assets that enable value-based selling across the entire customer lifecycle, not just top-of-funnelBuild an AI-Driven, Telemetry-Based Value System: Architect and deliver an AI-based, telemetry-driven platform that continuously monitors product adoption and business outcomes, communicates realized value to Economic Buyers, and proactively engages them around expansion opportunities to drive deeper ROI from their Retool investmentDeliver an Interactive Customer Momentum Scoring System: Design and ship an interactive, data-driven system that calculates a customer momentum score—creating urgency for increased usage, surfacing opportunities for higher ROI, and recommending specific actions customers can take to accelerate value realizationCreate Scaled Value Assets & Programmatic Motions: Replace bespoke, one-off engagements with repeatable, self-service value tools—ROI calculators, industry benchmark libraries, automated business case generators, and digital value realization dashboards—that enable the field to operate at 10x the coverage without linear headcount growthDrive Executive-Level Value Narratives: Own the C-suite and board-level value story for Retool's largest accounts, translating platform telemetry and business outcomes into compelling economic narratives that accelerate executive decision-making and multi-year commitmentsShape GTM Strategy Through Value Intelligence: Serve as a strategic partner to Sales, Product, and Marketing leadership—using value data and win/loss insights to influence pricing, packaging, competitive positioning, and product roadmap prioritizationBuild & Lead the Value Engineering Team: Recruit, develop, and lead a world-class VE team, establishing career paths, competency frameworks, and a culture of analytical rigor and customer obsessionDefine & Own Value Metrics: Establish the KPI framework for Value Engineering's impact on the business—tracking influence on net revenue retention, deal velocity, average deal size, and expansion attach rates—with regular reporting to the executive teamTHE SKILLSET YOU'LL BRING:Bachelor's or advanced degree in business, engineering, data science, or a related quantitative field; MBA or advanced technical degree strongly preferred12+ years of progressive experience in value engineering, management consulting, or strategic GTM roles, with at least 8 years in a senior leadership capacity (Director+ level)Proven track record of building and scaling a Value Engineering or similar strategic function from the ground up—including hiring teams, defining processes, and delivering measurable business impactDeep expertise designing and deploying data-driven, AI/ML-enabled systems for customer engagement, value realization, or predictive analytics (e.g., health scores, momentum scores, telemetry-based engagement platforms)Extensive experience constructing and defending ROI models and business cases with Fortune 500 C-suite executives and economic buyersStrong command of product-led growth and usage-based commercial models, with the ability to translate product telemetry into economic narrativesDemonstrated ability to build scaled, programmatic assets (self-service tools, automated frameworks, digital-first engagement models) that reduce reliance on high-touch, bespoke engagementsExecutive presence and communication skills to influence cross-functional leadership, present to boards, and represent the company externallyStrategic thinker with a builder's mentality—equally comfortable setting vision and rolling up sleeves to ship v1Thrives in a fast-paced, high-growth environment with ambiguity, and brings a strong bias toward action and measurable outcomesRetool offers generous benefits to all employees and hybrid work location. For more information, please visit the benefits and perks section of our careers page!Retool is currently set up to employ all roles in the US and specific roles in the UK. To find roles that can be employed in the UK, please refer to our careers page and review the indicated locations.

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