{"id":2444316,"url":"https://alion.io/job/code-and-theory-senior-director-gtm-us","title":"Senior Director, GTM (US)","company":{"id":4352,"name":"Code and Theory","domain":"codeandtheory.com","url":"https://alion.io/company/code-and-theory","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"A","score":96,"open_postings":17,"ghost_share":0,"stale_share":0.176,"repost_share":0,"time_to_fill_p50_days":55,"computed_at":"2026-10-31T05:58:55Z"}},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":null,"work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"posting_text","remote_working_hours":null,"hiring_geo_confidence":"explicit","locations":["New York, United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":135000,"max_usd":242000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":1252},"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false},{"name":"Claude","optional":false},{"name":"Cursor","optional":false}],"status":"live","first_seen_at":"2026-09-04T13:29:56Z","employer_posted_date":"2026-10-12","last_verified_at":"2026-10-31T11:04:59Z","board_verified":true,"closed_at":null,"days_open":56,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":56},"description":"Code and Theory is a digital-first creative and technology agency that builds products, platforms and experiences for global brands. We combine engineering, design, data and strategy to deliver transformative digital solutions at scale.\nThis role leads the GTM pillar of the Adobe practice. Roughly 50% pursuits and solutioning, 25% Adobe alliance and account growth, 15% building offerings and accelerators, 10% leading a team. That will tilt heavily toward pursuits in quarters where the pipeline is hot.\nWHAT YOU'LL DO\nLead technical solutioning on enterprise pursuits: architecture narrative, effort estimation, staffing shape, scope definition and pricing input\nOwn the pitch, build the story, stand in front of client executives alongside creative and strategy leads, and defend the approach under pressure\nDecide what to chase and what to decline, and make the case for walking away when the work isn't right\nProduce estimates that hold up and own estimate-versus-actual accuracy as a practice discipline\nBe the commercial and technical face of Code and Theory inside Adobe: field teams, product, partner organization\nDrive the co-sell motion, build named relationships, generate referral flow, and position us on deals before they reach RFP\nSupport Adobe's own sales motion, including forward-deployed architects who run proofs of concept and value-realization work at Adobe's clients\nKnow when to recommend against Adobe's preferred product because it's wrong for the client and hold that line\nExpand existing engagements through consulting-led growth rather than staffing volume\nConvert implementation projects into multi-year retained relationships, including structuring commercial models that let clients flex without renegotiating\nBuild an independent client base rather than depending on referred work\nCreate productized offerings, accelerators, reference architectures and demo assets the practice can reuse and sell\nEstablish the pursuit process: qualification, solutioning, review, handoff, and make it repeatable across a growing team\nOwn the clean handoff into delivery, and stay accountable after signature when scope or expectations need renegotiating\nHire, lead and grow a team of solution architects and pre-sales specialists across the US\nOwn performance management, development and compensation for that team\nEstablish AI-native working across the pursuit motion using Claude, Cursor and equivalent tooling to accelerate RFP response, solution documentation, estimation and demo building, and building agentic tooling where it earns its place\nWHAT YOU'LL NEED\n15+ years in technology, including 5+ years owning a revenue or pipeline number\nDemonstrable growth you personally drove: portfolio value, win rate, average deal size, account expansion\nExperience owning or heavily influencing pursuits at $1M+, and comfort operating at $10M+ program scale\nA track record of commitments that held\nDeep working knowledge of Adobe Experience Cloud - AEM, EDS, AEP, RTCDP, Workfront, Fusion, Analytics, Target, AJO - sufficient to shape a solution and hold a client architecture conversation\nEnough command across content, data and work management to know which products fit a problem and which don't\nGenuine experience of the Adobe partner motion: co-sell, alliance management, field relationships\nExperience owning end-to-end RFP responses: strategy, entity assembly, narrative coherence, and delivering the pitch\nExecutive stakeholder management, including C-suite advisory and difficult conversations about scope, timeline or price\nExperience with US and EU enterprise clients; APAC useful\nDirect management of a client-facing team, including performance reviews and compensation decisions\nExperience working with offshore and nearshore delivery - India, LATAM, Philippines - and making that partnership work in practice rather than nominally\nAgency or consultancy background; understanding of billability, utilization and margin, and why an inaccurate estimate is a commercial failure\nHands-on daily use of AI tooling: RFP response, solution documentation, estimation, demo development\nExperience building or directing agentic tooling, not only consuming AI features\nAbility to establish AI-native practice across a team, including with people who are skeptical\nNICE TO HAVE\nPrior time inside Adobe, or extensive partner-side work deploying Adobe services\nExperience building a practice or offering portfolio from an early stage\nAdobe certifications across multiple products\nExperience selling into agency networks or holding-company structures\nPublished thought leadership, or an active presence in the Adobe ecosystem\nABOUT US\nBorn in 2001, Code and Theory is a digital-first creative agency that sits at the center of creativity and technology. We pride ourselves on not only solving consumer and business problems, but also helping to establish new capabilities for our clients. With a global client roster of Fortune 100s and start-ups alike, we crave the hardest problems to solve. We have teams distributed across North America, South America, Europe, and Asia. The Code and Theory global network of agencies is growing and includes Kettle, Instrument, Left Field Labs, Create Group, Current, and TrueLogic.\nStriving never to be pigeonholed, we work across every major category: from tech to CPG, financial services to travel & hospitality, government and education to media and publishing. We value the collaboration with our client partners, including but not limited to Adidas, Amazon, Con Edison, Diageo, EY, J.P. Morgan Chase, Lenovo, Marriott, Mars, Microsoft, Thomson Reuters, and TikTok.\nThe Code and Theory network is comprised of nearly 2,000 people with 50% engineers and 50% creative talent. We’re always on the lookout for smart, driven, and forward-thinking people to join our team.\nThe compensation range for this role is $225,000 - $300,000 and spans multiple levels. We're open to hiring at the level that best matches the right candidate's experience. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, budget, and location.","description_format":"text","description_chars":6141,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Creative Agencies","UI/UX Design","Web Development Services"],"lifecycle":[{"event":"open","at":"2026-10-13T13:05:36Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 1","filings_12m":1,"filings_prev_12m":3,"green_card_filings_12m":0,"median_offered_wage_usd":72500,"route":null,"cap_exempt":false,"checked_at":"2026-10-29T16:27:21+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)"],"filings_for_role_12m":0}],"liveness":{"score":48,"band":"ok","label":"Likely open","p_open":1,"p_active":0.879,"p_room":0.55,"age_days":56,"expected_fill_days":55,"reasons":["conf:2","velocity","win:tail"],"computed_at":"2026-10-31T05:58:55Z"},"pay":null,"html_url":"https://alion.io/job/code-and-theory-senior-director-gtm-us","json_url":"https://alion.io/job/code-and-theory-senior-director-gtm-us.json","meta":{"generated_at":"2026-10-31T13:08:53Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":20437,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-01T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":4352},"rest":"https://alion.io/mcp/rest/get_company?id=4352"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fcode-and-theory-senior-director-gtm-us"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fcode-and-theory-senior-director-gtm-us"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fcode-and-theory-senior-director-gtm-us"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/code-and-theory-senior-director-gtm-us\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fcode-and-theory-senior-director-gtm-us"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":2444316}},{"tool":"search_jobs","arguments":{"company":"codeandtheory.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":2444316},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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