TCP Operations Director/Manager - Value Creation GTM

About this role

The Director/Manager, Value Creation - Go-To-Market (GTM) leads commercial due diligence and drives post-close value creation across Sales, Marketing, and Customer Success for portfolio companies. The role combines strategic advisory with hands-on execution, partnering closely with deal teams and portfolio company leadership to accelerate revenue growth, sharpen commercial efficiency, and embed scalable GTM practices across the portfolio.

Role positioning at a glance

Bridge between the deal team and portfolio operators - translating diligence insights into execution.

Front-of-house focused - Sales, Marketing, Customer Success, RevOps

Hands-on, with the credibility to step into interim leadership roles when the situation calls for it.

Builder mentality - codifying repeatable playbooks that compound value across the portfolio.

### Key Responsibilities

### 1. Commercial Due Diligence (Pre-Close)

Lead front-of-house diligence workstreams, building a clear, data-backed point of view on revenue quality and growth potential. Areas of focus include:

• Revenue quality and sustainability - ARR composition, churn dynamics, expansion motion, cohort behavior.
• Sales effectiveness - pipeline health, conversion rates, sales cycle length, ICP alignment, rep productivity, attainment, and assessment of compensation plans
• Pricing and packaging - willingness-to-pay, discounting discipline, monetization opportunities.
• Customer segmentation and unit economics - LTV/CAC dynamics by segment, payback periods, expansion potential.
• Competitive positioning and GTM strategy - differentiation, win/loss patterns, route-to-market fit.
• Assessment of GTM maturity and operational gaps.

Beyond workstream execution, the role is expected to:

• Build clear investment theses around growth and defensibility.
• Identify quick wins and medium-term value levers, with rough sizing and confidence.
• Partner with external advisors when used - but own the conclusion.

### 2. Value Creation...