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The Global Mid-Market Program Manager, GTM & Commercials, is responsible for defining and executing the go-to-market strategy for Kyriba's mid-market segment. This role is pivotal in shaping how we position, package, and sell our mid-market offering across regions, working closely with Sales, Marketing, and Partner organizations. The role combines strategic thinking with operational execution, driving alignment across the business while ensuring that our GTM model is capital-efficient and scalable. The ideal candidate has experience with mid market customers, SaaS go-to-market strategy and strong commercial acumen.

Key Responsibilities

GTM Strategy & Planning

Define the go-to-market strategy for the mid-market segment in close collaboration with the GM and regional stakeholders

Develop and refine ICPs, value propositions, pricing, and packaging

Identify and prioritize launch markets and partner motions

Marketing & Enablement

Collaborate with Marketing to build vertical-specific messaging, campaigns, and content

Collaborate with sales enablement to create materials and deliver training to sellers and partners

Work with Demand Gen team to drive efficient inbound and outbound lead generation

Partner & Channel Activation

Support identification and activation of reseller and referral partners

Collaborate with the Partner organisation to develop repeatable GTM plays with delivery partners, and other ecosystem players (e.g. banks, ERP providers)

Sales Support & Funnel Performance

Ensure sales reps are equipped to qualify, pitch, and sell into the mid-market segment

Monitor funnel health, conversion rates, and segment bookings performance

Provide input into booking forecasts and growth plans for the mid-market segment, including assumptions on pipeline conversion, sales velocity, and partner contribution.

Cross-Functional Execution

Collaborate with the Product & Solutions Program Manager to ensure what we sell is aligned with what we deliver

Gather insights from the field to influence roadmap, pricing strategy, and sales motion refinement

Contribute to governance processes and strategic reviews of the segment

Candidate Profile

Experience in SaaS GTM strategy, pricing, or commercial operations

Strong understanding of marketing, sales, and partner motions

Proven ability to work cross-functionally and influence without authority

Excellent written and verbal communication skills, including sales content development

Experience in mid-market SaaS segments or working with channel/partner-led models

Comfort with fast-paced, evolving environments where frameworks must be built and iterated

Hiring Plan

Target hiring in H2 2025 as part of the Dedicated Org build-out

Candidate will be onboarded to support standardization and GTM readiness in NORAM, followed by expansion into EMEA and other key markets

Base compensation for this role is: $146,100.00 - $184,800.00 annual salary. In addition to the base pay this position includes a variable compensation. The role might also be potentially eligible to long term Incentive. The final package may vary and will be determined by various factors including candidate profile and ideal qualifications as well as specific cost of living circumstances in some specific locations.

Comprehensive benefits package may be found here:  www.kyriba.com/company/careers/benefits/

Kyriba believes that everyone has the ability to make an impact, and we are proud to be an equal opportunity employer committed to providing employment opportunity regardless of sex, race, creed, color, gender, religion, marital status, domestic partner status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, pregnancy, military or veteran status, citizenship, and genetic information. See EEO is the Law. 

If reasonable accommodation is needed to participate in the job application or interview process and/or to perform essential job functions, please send an email to HR_NORAM@kyriba.com