# TCP Operations Director/Manager - Value Creation GTM > TCP Management · United States (Remote) · Full-time · Posted 2026-06-18 **Workplace:** remote ## 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. ## Apply [Apply at TCP Management](https://apply.workable.com/tcp-advisors/j/B5CE06594F/apply) --- Powered by [Workable](https://www.workable.com)