Director GTM Programs and Processes - Lead to Cash
FICO (NYSE: FICO)is a leading global analytics software company, helping businesses in 100+ countries make better decisions. Join our world-class team today and fulfill your career potential!
The Opportunity
'As Director, Go-To-Market Programs & Processes, you'll be a driving force in FICO's transformative Lead-to-Cash evolution, turning complex business challenges into streamlined, customer-focused processes that fuel growth.
This role is equal parts product owner, business process leadership, and organizational catalyst. You’ll partner closely with Finance, Legal, Operations, Strategy, Product and GTM Systems teams to design scalable, efficient, customer-centric GTM processes.
If you're energized by untangling complex workflows, translating between business speak and tech speak without missing a beat and have proven expertise in successful L2C transformation, this is your chance to make a lasting impact at FICO.' - Hiring Manager
What You’ll Contribute
Product Owner Leadership: Take Product ownership of critical GTM processes, starting with Billing & Invoicing (Finance, AR/AP) and Contracting (Legal, Sales Ops, Contract Lifecycle Management [CLM]/Configure Price Quote [CPQ]).
Strategic Road mapping: Develop compelling visions and success metrics that transform complex workflows into efficient, automated experiences.
Requirements Translation: Convert business needs into clear epics, user stories, and acceptance criteria that enable smooth development execution.
End-to-End Integration: Drive seamless process alignment from Quote → Contract → Fulfillment → Billing → Revenue Recognition.
Cross-Functional Collaboration: Bring together Finance, Legal, Sales Ops, and GTM Systems teams to eliminate friction and drive shared success.
Agile Leadership: Act as Product Owner in agile ceremonies, evaluating solutions for business value, guiding development priorities, and accepting completed work. Collaborate closely with development teams to clarify requirements, provide feedback on demos, and ensure continuous improvement aligned with business objectives.
Adoption Excellence: Define meaningful metrics, identify improvement opportunities, and partner across teams to ensure successful rollouts.
Systems Integration: Ensure Salesforce, CLM, ERP, and RevRec platforms work together seamlessly.
What We’re Seeking
8-12+ years in GTM Operations, L2C transformation, or Revenue Operations.
Proven Product Owner experience in agile environments.
Cross-functional program leadership across Sales, Finance, Legal, and IT organizations.
Deep L2C expertise in quoting, contracting, and billing processes.
Business-Technical Translation: You excel at translating business requirements into technical solutions.
Exceptional Communication: Ability to influence and align stakeholders at all levels.
Systems Knowledge: Strong experience with Salesforce, CLM, ERP/Billing, and RevRec tools.
Extra Credit: Add a # next to your favorite tool/operating system on your resume.
Our Offer to You
An inclusive culture strongly reflecting our core values: Act Like an Owner, Delight Our Customers and Earn the Respect of Others.
The opportunity to make an impact and develop professionally by leveraging your unique strengths and participating in valuable learning experiences.
Highly competitive compensation, benefits and rewards programs that encourage you to bring your best every day and be recognized for doing so.
An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.
The targeted base pay range for this role is: $121,000 to $190,000 with this range reflecting differences in candidate knowledge, skills and experience.
#LI-AJ1
#LI-Remote
Why Make a Move to FICO?
At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics. You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.
FICO makes a real difference in the way businesses operate worldwide:
• Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.
• Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.
• Lending — 3/4 of US mortgages are approved using the FICO Score.
Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We help many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success. Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career. Join FICO and help change the way business thinks!
Learn more about how you can fulfil your potential at www.fico.com/Careers
FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we’re proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications. While our qualifications are clearly related to role success, each candidate’s profile is unique and strengths in certain skill and/or experience areas can be equally effective. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.
Information submitted with your application is subject to the FICO Privacy policy at https://www.fico.com/en/privacy-policy
About the job
Apply for this position
Director GTM Programs and Processes - Lead to Cash
FICO (NYSE: FICO)is a leading global analytics software company, helping businesses in 100+ countries make better decisions. Join our world-class team today and fulfill your career potential!
The Opportunity
'As Director, Go-To-Market Programs & Processes, you'll be a driving force in FICO's transformative Lead-to-Cash evolution, turning complex business challenges into streamlined, customer-focused processes that fuel growth.
This role is equal parts product owner, business process leadership, and organizational catalyst. You’ll partner closely with Finance, Legal, Operations, Strategy, Product and GTM Systems teams to design scalable, efficient, customer-centric GTM processes.
If you're energized by untangling complex workflows, translating between business speak and tech speak without missing a beat and have proven expertise in successful L2C transformation, this is your chance to make a lasting impact at FICO.' - Hiring Manager
What You’ll Contribute
Product Owner Leadership: Take Product ownership of critical GTM processes, starting with Billing & Invoicing (Finance, AR/AP) and Contracting (Legal, Sales Ops, Contract Lifecycle Management [CLM]/Configure Price Quote [CPQ]).
Strategic Road mapping: Develop compelling visions and success metrics that transform complex workflows into efficient, automated experiences.
Requirements Translation: Convert business needs into clear epics, user stories, and acceptance criteria that enable smooth development execution.
End-to-End Integration: Drive seamless process alignment from Quote → Contract → Fulfillment → Billing → Revenue Recognition.
Cross-Functional Collaboration: Bring together Finance, Legal, Sales Ops, and GTM Systems teams to eliminate friction and drive shared success.
Agile Leadership: Act as Product Owner in agile ceremonies, evaluating solutions for business value, guiding development priorities, and accepting completed work. Collaborate closely with development teams to clarify requirements, provide feedback on demos, and ensure continuous improvement aligned with business objectives.
Adoption Excellence: Define meaningful metrics, identify improvement opportunities, and partner across teams to ensure successful rollouts.
Systems Integration: Ensure Salesforce, CLM, ERP, and RevRec platforms work together seamlessly.
What We’re Seeking
8-12+ years in GTM Operations, L2C transformation, or Revenue Operations.
Proven Product Owner experience in agile environments.
Cross-functional program leadership across Sales, Finance, Legal, and IT organizations.
Deep L2C expertise in quoting, contracting, and billing processes.
Business-Technical Translation: You excel at translating business requirements into technical solutions.
Exceptional Communication: Ability to influence and align stakeholders at all levels.
Systems Knowledge: Strong experience with Salesforce, CLM, ERP/Billing, and RevRec tools.
Extra Credit: Add a # next to your favorite tool/operating system on your resume.
Our Offer to You
An inclusive culture strongly reflecting our core values: Act Like an Owner, Delight Our Customers and Earn the Respect of Others.
The opportunity to make an impact and develop professionally by leveraging your unique strengths and participating in valuable learning experiences.
Highly competitive compensation, benefits and rewards programs that encourage you to bring your best every day and be recognized for doing so.
An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.
The targeted base pay range for this role is: $121,000 to $190,000 with this range reflecting differences in candidate knowledge, skills and experience.
#LI-AJ1
#LI-Remote
Why Make a Move to FICO?
At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics. You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.
FICO makes a real difference in the way businesses operate worldwide:
• Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.
• Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.
• Lending — 3/4 of US mortgages are approved using the FICO Score.
Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We help many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success. Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career. Join FICO and help change the way business thinks!
Learn more about how you can fulfil your potential at www.fico.com/Careers
FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we’re proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications. While our qualifications are clearly related to role success, each candidate’s profile is unique and strengths in certain skill and/or experience areas can be equally effective. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.
Information submitted with your application is subject to the FICO Privacy policy at https://www.fico.com/en/privacy-policy