Principal GTM Strategy LeadLocation: Remote, anywhere in the USA. No offshore work allowed now or in the future
Working hours: Must be able to work West Coast business hours
Employer: Speridian Technologies, talent can join as a W2 employee of Speridian or a 1099/IC hourly contractor. In both cases, you are working as a consultant for the State of CA
Department: Department of Health Care Services
Division: Medical Enterprise System Modernization Division (MESMD), Behavioral Health Transformation Project (BHT)
We cannot sponsor or transfer an H1B Visa for this role. Commitment: This is a long-term contract Speridian has with DHCS. Speridian is in year three of a three-year contract with two two-year extension options fully budgeted.
The Principal GTM Strategy Lead Description:
The Principal GTM Strategy Lead is responsible for establishing Go-To-Market (GTM) as a core discipline within DHCS, focused on ensuring that legislatively mandated products are successfully adopted, operationalized, and delivering measurable value across the behavioral health system.
This role provides dedicated leadership rolling out software in a policy-driven environment with the expertise, authority, and focus needed to define standards, frameworks, and discipline maturity for rollout, readiness, and adoption at statewide scale.
The Principal GTM Strategy Lead leads product enablement across the full release lifecycle, owning rollout strategy, user adoption, stakeholder readiness, product communications, and post-release value realization. This role partners closely with Executive Leadership, Product Managers, Product Owners, Human Centered Design (HCD), Engineering, Project Management Support Team (PMST) Communications, Policy experts and Program partners, while maintaining clear ownership of readiness, transition, and adoption outcomes.
Through structured execution, cross-functional coordination, and a focus on real-world use, this position ensures DHCS products are not only launched, but effectively replace legacy processes, drive behavioral change, and improve efficiency, compliance, and transparency across counties, providers, and internal teams.
Responsibilities:
Rollout Strategy Leadership- Lead the development of structured rollout strategies that define how products and features are introduced across DHCS, counties, and providers.
- Define rollout phases (pilot, expansion, standardization), success criteria, and execution plans aligned to program and policy timelines.
- Ensure stakeholders receive consistent, well-timed communications including change narratives, readiness guidance, and release information.
- Partner with PMST Communications for distribution through official channels while maintaining GTM ownership of message content and accuracy.
Product Adoption- Develop comprehensive adoption strategies that drive sustained use of DHCS products across counties, providers, and internal stakeholders.
- Design engagement approaches that transition users from legacy processes to standardized digital workflows.
- Equip user groups with clear, reusable guidance that enables confident adoption and integration into daily operations.
- Ensure new workflows are understood, trusted, and consistently used.
Value Realization- Define and track success metrics including adoption rates, workflow completion, time savings, reduction in manual processes, and improved data accuracy.
- Ensure products deliver measurable improvements in administrative efficiency, compliance, and operational transparency.
- Report on outcomes and value delivered to executive leadership and program partners.
Product Readiness & Real-World Validation- Lead readiness efforts across teams by maintaining readiness frameworks, checklists, and release coordination activities.
- Validate that delivered functionality aligns with real-world workflows and operational needs of counties, providers, and internal users.
- Identify gaps, risks, and barriers to adoption, and escalate with clear recommendations.
- Ensure all pre-launch activities are completed and aligned to successful rollout and adoption.
Migration from Legacy Processes- Define and execute transition strategies from legacy processes to new systems, including parallel operations, migration planning, and phased adoption.
- Coordinate with program and policy teams to support standardization and reduction of outdated workflows.
- Ensure legacy processes are systematically reduced or eliminated as new products are adopted.
GTM Leadership & Discipline Development- Establish and operationalize GTM as an independent function with defined operating models, engagement points, and standards.
- Build scalable frameworks, playbooks, and tools that support consistent rollout and adoption across a growing product portfolio.
- Maintain structured collaboration with HCD, Product, Engineering, and program teams with clearly defined roles and responsibilities.
- Drive GTM discipline maturity, team capability development, and tooling to support long-term scalability.
Policy & Program Alignment Feedback Loop- Translate policy, program requirements, and product capabilities into clear, actionable workflows for end users.
- Surface insights from rollout and adoption to inform program and policy teams of operational challenges and opportunities for alignment.
- Ensure continuous feedback between execution and program intent to improve long-term outcomes.
Qualifications:- 10+ years of experience in go-to-market, product enablement, organizational change management, or operational readiness, including at least 3 years in a leadership or function-building capacity.
- Experience building or maturing a GTM, product enablement, or adoption-focused function, including defining operating models, playbooks, and standards.
- Experience driving adoption and behavioral change across large, complex organizations with multiple stakeholder groups.
- Demonstrated ability to lead cross-functional alignment, manage readiness activities, and support large-scale rollouts.
- Experience working in healthcare, behavioral health, or a related public sector domain, with an understanding of regulatory, compliance, and operational complexities.
Skills:- Strategic GTM leadership with the ability to build and scale a discipline from the ground up.
- Strong rollout strategy and adoption planning capabilities for complex, multi-stakeholder environments.
- Excellent communication skills with the ability to translate complex requirements into clear, actionable guidance.
- Strong facilitation and stakeholder engagement skills across product, engineering, program, and communications teams.
- Ability to assess operational impact and drive behavior change across diverse user groups.
Technologies / Tools:- Agile tools (e.g., Jira, Jira Align, Confluence) for tracking, coordination, and documentation.
- Collaboration platforms (e.g., Slack, Microsoft Teams, Confluence) for stakeholder engagement.
- Communication and content tools for developing standardized rollout materials.
- Readiness frameworks, checklists, and playbooks for structured rollout and adoption.
Skills Assessment Required:- Interview panel includes HCD Lead, Product Owner Chief, and Division Chief
- Interview process will run 4-8 weeks depending on schedules for interviewing
- During the interview process, candidates will be assessed on demonstrated the ability to:
- Build and lead a GTM function
- Drive adoption and behavioral change at scale
- Ensure successful transition from legacy processes to new systems
- Deliver measurable value through product rollout and adoption
What Sets Top Performers Apart:
Success in this role goes beyond compensation, work-life balance, or a typical corporate career mindset. We’ve found that intrinsic motivation—a genuine drive to grow, solve complex problems, and create lasting impact—is a defining trait of those who truly thrive here.
We’re looking for individuals with a consulting mindset, a passion for technology, and above all, a deep personal commitment to delivering meaningful results. This environment is fast-paced and demanding—we hold ourselves to high standards every day.
This role isn't for everyone, and we’re honest about that. But for those motivated by purpose, challenge, and the chance to lead with impact, it could be the ideal next step in your career.
Statement for Speridian Technology
Speridian Technology is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic protected by law. Reasonable accommodations are available for qualified individuals with disabilities during the application process.
