SeniorFull TimeEN
About the Role
We are looking for a rare operator-strategist: someone who can develop the full go-to-market blueprint for our invoice and payment solutions — and then roll up their sleeves to execute it. This role sits at the intersection of marketing, sales, finance, and product, and serves as the connective tissue that brings new payment solutions to market and drives expansion upmarket.
If you're the type of person who geeks out on TAM/SOM modeling in the morning, writes positioning narratives in the afternoon, and preps sales enablement for a new offer by end of day — this role was built for you.
What You'll Do
Market Strategy & Segmentation
Define and maintain TAM/SOM/SAM models to size market opportunity across middle market and upmarket segments
Develop and continuously refine Ideal Customer Profiles (ICPs) — identifying new buying personas, verticals, and whitespace opportunities
Lead competitive intelligence efforts to identify differentiation strategies and market positioning advantages
Positioning & Messaging
Own the core positioning and messaging architecture for the specific market segments
Craft compelling narratives tailored to CFOs, Controllers, and finance leaders that emphasize efficiency, control, and visibility
Develop differentiated messaging frameworks for new ICPs as the company expands upmarket
Pricing, Packaging & Promotions
Partner with Product and Finance to develop pricing and packaging strategies that drive adoption and expansion revenue
Design promotional offers and competitive win-back programs in collaboration with Sales
Establish with Product and Revenue Operations guardrails and approval frameworks for field-level discounting and custom deal terms
Go-to-Market Execution
Lead end-to-end GTM planning and launch execution for new products, features, and market entries
Develop launch playbooks that coordinate across marketing, sales, product, and rev ops
Define success metrics, track performance, and iterate GTM strategy based on pipeline and win/loss data
Sales Enablement
Develop segment-specific pitch narratives and ROI tools that help reps close faster in competitive deals
Partner with Sales Enablement to operationalize content in Salesforce, Marketo or equivalent platforms
Cross-Functional Leadership
Serve as the GTM quarterback across Marketing, Demand Gen, Sales, Finance, Product, and Rev Ops
Align stakeholders on GTM strategy, prioritization, and readiness before every launch or campaign
Present GTM plans and performance to executive leadership and influence resource allocation decisions
Who You Are
The Profile We're Looking For
MBA preferred; highly analytical and comfortable in spreadsheets as much as slide decks
You understand GTM holistically — not just marketing, but how it connects to sales motion, pipeline generation, and revenue outcomes
You're a strategic thinker who executes; you don't hand work off — you build it, ship it, and measure it
You move fast. You thrive in environments where speed matters and ambiguity is the norm
You're competitive by nature — you study the market, know the players, and are motivated to win
You aspire to a Chief Strategy Officer, CMO, or CRO seat and see this role as your proving ground
Required Qualifications
5–8+ years of experience in product marketing, GTM strategy, or a hybrid strategy/marketing role at a B2B SaaS company
Demonstrated experience owning positioning, messaging, and launch execution — not just contributing to them
Strong analytical skills: comfortable with TAM modeling, cohort analysis, win/loss analysis, and pipeline metrics
Experience developing sales enablement materials that are actually used by reps (scripts, battle cards, ROI tools)
Proven cross-functional leadership: you've aligned sales, product, and finance behind a GTM plan
Fintech, payments, AP automation, or CFO-persona experience is a strong plus
MBA from a top-tier program preferred; exceptional candidates without an MBA will be considered
Your Cross-Functional Partners
Sales
Co-develop scripts, offers, and objection handling; align on ICP and target segments
Demand Gen
Provide positioning and offers that fuel campaign execution and pipeline generation
Product
Feed market insights into roadmap, pricing collaboration, lead launch readiness and GTM packaging
Finance
Partner on pricing strategy, promo economics, and deal desk structure
Revenue Opperations
Align on funnel metrics, pipeline attribution, and enablement tooling
Why This Role, Why Now
• We are at an inflection point expanding upmarket and this is a transformational GTM challenge that requires exactly this skill set
• You will have executive visibility and real ownership, not just a seat at the table
• The payments and AP automation space is growing rapidly and competitively — your work will have immediate, measurable impact on revenue
• This is a career-defining role for someone on a path to CMO, CRO, or CSO
About AvidXchange
AvidXchange is a leading provider of accounts payable (“AP”) automation software and payment solutions for middle-market businesses and their suppliers. By trade, we are a technology company, but if you ask anyone who works here, they’ll tell you our people are at the core of who we are. At AvidXchange, mindset is everything. We are Connected as People, Growth Minded, and Customer Obsessed. These three mindsets represent our culture – who we are, who we’ve always been, and they guide us to improve every day. Since our founding in 2000 in Charlotte, NC, we’ve created a company of over 1,500 teammates working across the U.S., or remotely. AvidXchange is proud to be Certified™ as a Great Place to Work®. The prestigious recognition is based on anonymous data from our teammates and makes official what our teammates have known for years – that AvidXchange is a Great Place to Work®.
Who you are:
What you’ll get:
AvidXchange teammates (we call them AvidXers) get the perks and prestige of a growing tech company paired with the flexibility of a founder-led startup. We help our AvidXers develop as professionals and as human beings, providing work/life balance, development programs, and competitive benefits. At AvidXchange, we are building more than a tech company – we are building an experience. We remain committed to a culture where you can fully be 'you’ – connected with others, chasing big goals, and making a meaningful impact. If you want to help us grow while realizing your potential and creating stories you’ll tell for years, you’ve come to the right place.
AvidXers enjoy:
*Fully granted from beginning of year, pro-rated if hired mid-year
**Must be full-time for at least 3 months
***Must be full-time for at least one year
Equal Employment Opportunity
AvidXchange is an equal opportunity employer. AvidXchange is committed to equal employment opportunity in accordance with applicable federal, state, and local laws. AvidXchange will not discriminate against applicants for employment on any legally recognized basis. This includes, but is not limited to veteran status, race, color, religion, sex, sexual orientation, gender identity, gender expression, national origin, age and physical or mental disability.
