Sr. Director, Software GTM & Strategy [REMOTE]

Iteris is seeking a Sr. Director, Software GTM & Strategy to lead the growth, commercialization, and go-to-market strategy for our ClearGuide and ClearData platforms. This leader will own the strategy and business performance for these solutions, connecting Product, Sales, Marketing, and Customer Success to define market priorities, commercial models, routes to market, and the capabilities required to scale recurring software and data revenue.
The Sr. Director will lead a specialized ClearGuide commercial team and work across the broader Iteris organization to drive adoption and growth across:

Public sector agencies, including DOTs, cities, traffic operations, safety, and planning organizations
Engineering and consulting firms
Private-sector data consumers, including insurance, ISVs, and enterprise analytics customers

This role requires a leader who can translate market opportunity and customer needs into product strategy, commercialization, GTM execution, and measurable business growth.

Candidates located within commuting distance will be expected to be onsite four days per week at our Irvine, CA office. Candidates residing outside the area may be eligible for a remote role.

What you will be doing:

Own the multi-year GTM strategy and business plan for ClearGuide and ClearData
Define market priorities, customer segmentation, routes to market, competitive strategy, and growth initiatives
Own business performance across bookings, ARR, adoption, expansion, retention, and profitability
Identify new market opportunities, customer segments, use cases, and business models that expand the addressable market
Translate growth opportunities into clear investment, resource, and organizational priorities
Establish annual objectives, operating plans, and KPIs aligned to Iteris' broader software growth strategy
Serve as the commercial counterpart to Product, connecting market requirements and customer needs to product strategy and investment priorities
Lead commercialization strategy across packaging, pricing, positioning, monetization, and routes to market
Define scalable approaches to pilots, adoption, conversion, and expansion
Develop repeatable commercial plays by customer segment, persona, and use case
Establish structured feedback loops between customers, Sales, Customer Success, and Product to improve market fit and accelerate adoption
Lead and develop the specialized ClearGuide commercial team and define the capabilities required to support future growth
Establish clear operating models and accountability across the ClearGuide team, Field Sales, and Customer Success
Enable the broader Iteris sales organization to identify, position, and advance ClearGuide and ClearData opportunities
Partner with Marketing to develop positioning, demand-generation programs, thought leadership, and segment-specific campaigns
Develop strategic relationships with agencies, consultants, partners, and other ecosystem participants that expand market access and influence
Build the organizational capabilities, processes, and talent required to scale the business
Establish operating cadence and visibility across pipeline, forecast, conversion, adoption, expansion, and retention
Develop and track SaaS and data-business KPIs that measure both near-term execution and long-term customer value
Partner with Finance on business performance, investment priorities, and P&L contribution
Use market intelligence, customer feedback, and performance data to continuously refine GTM strategy and resource allocationTurn successful customer engagements and use cases into repeatable GTM plays that can scale across the broader organization

What you need to be successful in this role:

Bachelor’s degree preferred
10+ years of experience in GTM, SaaS, data, analytics, enterprise technology, or related businesses, including senior leadership responsibility
Proven success developing and executing GTM strategies that have scaled recurring-revenue businesses
Demonstrated experience building or scaling a product line, market, or commercial business
Strong experience working across Product and Sales, including commercialization, packaging, pricing, positioning, and customer adoption
Experience building and leading high-performing commercial teams and influencing broader sales organizations
Strong understanding of SaaS and recurring-revenue business models and metrics
Demonstrated ability to translate market and customer insights into product, commercial, and investment priorities
Strong executive presence with the ability to influence across Product, Sales, Marketing, Customer Success, Finance, and executive leadership
Ability to operate effectively across both strategy and execution in a growth-oriented environment
Experience in transportation, infrastructure technology, GovTech, traffic analytics, or smart-city markets strongly preferred
Experience commercializing data and analytics solutions into public- and private-sector markets is a plus

The anticipated on target earnings for this role are $300,000 to $325,000. This amount includes annual base pay plus quarterly commissions. Actual pay offered may be below or above these amounts, depending on the individual’s job-related knowledge, skills, and experience.

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