Job Posting
We are seeking a highly experienced GTM Methodology Lead to own the global rollout, adoption, and scale of our core revenue methodologies, including MEDDPICC and Command of the Message (CoM), across Sales and Post-Sales at Synthesia.
Responsibilities
Methodology Ownership & Strategy
- Own the vision, strategy, and roadmap for MEDDPICC and Command of the Message adoption across global revenue teams.
- Develop and institutionalize a shared GTM language tailored specifically to Synthesia — aligning Sales, Post-Sales, and leadership around common definitions, inspection standards, and execution expectations.
- Define clear success metrics tied to pipeline quality, win rates, deal velocity, expansion, and forecast accuracy.
- Act as the internal authority on revenue methodology best practices.
Global Rollout & Enablement
- Design and deliver scalable training programs, workshops, and coaching sessions for both new hires and tenured team members across Sales and Post-Sales.
- Lead global rollouts across regions and segments, ensuring consistent execution standards.
- Develop certification frameworks and reinforcement programs to drive long-term behavioral adoption.
- Partner with the broader enablement team to embed MEDDPICC and Command of the Message into all onboarding and ongoing enablement initiatives.
Reinforcement & Operationalization
- Partner with RevOps to embed MEDDPICC and CoM into CRM workflows, deal reviews, QBRs, forecasting processes, and account planning.
- Standardize inspection frameworks and coaching guides for frontline managers.
- Ensure methodology principles extend beyond new logo acquisition into renewals, expansions, and strategic account growth.
- Drive consistency in deal strategy and inspection across the revenue organization.
Cross-Functional Alignment
- Collaborate with Product Marketing to align messaging, positioning, and value narratives with Command of the Message principles.
- Align with Customer Success leadership to embed qualification and value frameworks into post-sale motions.
- Act as a trusted advisor to senior revenue leaders on methodology adherence, performance impact, and revenue quality.
Measurement & Continuous Improvement
- Establish KPIs and dashboards to measure adoption, quality, and effectiveness.
- Conduct regular audits of deal quality and methodology application.
- Continuously refine training content, reinforcement strategies, and coaching programs based on performance insights.
- Drive ongoing iteration as the business scales.
Requirements
- 6–8+ years in revenue enablement, sales leadership, or GTM strategy roles within high-growth B2B SaaS organizations.
- Deep, hands-on expertise in MEDDPICC and Command of the Message, with proven experience leading enterprise-scale rollouts.
- Demonstrated success improving win rates, deal velocity, expansion performance, and forecast accuracy.
- Experience building and scaling a shared revenue language across cross-functional GTM teams.
- Proven ability to embed methodologies into CRM systems, operating rhythms, and inspection frameworks.
- Strong executive presence with the ability to influence senior stakeholders.
- Exceptional facilitation, coaching, and change management skills.
- Data-driven mindset with the ability to translate insights into actionable enablement strategies.
