VP, GTM Programs

Retool

1d

About The Position

WHY WE’RE LOOKING FOR YOU
Retool 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 WITH
This 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!

Requirements

• Bachelor's or advanced degree in business, engineering, data science, or a related quantitative field; MBA or advanced technical degree strongly preferred
• 12+ 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 impact
• Deep 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 buyers
• Strong command of product-led growth and usage-based commercial models, with the ability to translate product telemetry into economic narratives
• Demonstrated ability to build scaled, programmatic assets (self-service tools, automated frameworks, digital-first engagement models) that reduce reliance on high-touch, bespoke engagements
• Executive presence and communication skills to influence cross-functional leadership, present to boards, and represent the company externally
• Strategic thinker with a builder's mentality—equally comfortable setting vision and rolling up sleeves to ship v1
• Thrives in a fast-paced, high-growth environment with ambiguity, and brings a strong bias toward action and measurable outcomes

Responsibilities

• 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-funnel
• Build 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 investment
• Deliver 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 realization
• Create 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 growth
• Drive 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 commitments
• Shape 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 prioritization
• Build & 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 obsession
• Define & 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 team

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Number of Employees: 101-250 employees