As aDirector/Senior Director, GTM Strategy and Operations, you will lead and optimize our Expense go-to-market (GTM) strategy and execution. You will be the primary business partner and collaborator for the CRO, Expense and their directs for the functional areas covered by the GTM Strategy and Operations team, including: business partnership, analytics, systems & tools, processes & programs. As this primary point of contact, you will be in a critical role for the Sales organization and be the orchestrator of the support needed by the Sales organization to ensure they can operate as efficiently and as effectively as possible to meet their targets. Your work will span the functional areas of: annual planning (e.g., team structures, coverage models, target setting), ad-hoc analyses and projects to drive optimization (e.g., diagnosing changes in metrics, identifying opportunities for new GTM approaches), day-to-day operations (e.g., forecasting, advising on deal structures), process improvement, program management and execution, systems and tooling (e.g., evaluation, implementation, configuration, administration).
What you’ll do:
- Act as primary business partner to CRO and their direct reports across working collaboratively with the leader on all expense GTM Strategy and Operations topics required to run the sales teams and execute against our targets including: annual planning, incentive programs, process improvement, day-to-day support of deal cycles and operations (e.g., deal desk), GTM structure and coverage models, target setting, recurring performance reporting (e.g.,forecasts, MBRs, QBRs, company leadership and board materials), systems and tooling
- Lead execution of projects and programs across these initiatives through your own work, managing the work of your team, working with other GTM Strategy & Ops teams (e.g., analytics), and working cross functionally with other teams (e.g., Marketing, Finance, GTM Enablement)
- Act as a proactive thought partner and leader for the Sales organization providing data-informed insights, PoVs, and optimization / improvement opportunities to GTM and Sales leadership
- Manage a team of GTM Strategy & Ops professionals - including defining roles and responsibilities of the team, identifying projects, prioritizing projects, ensuring successful execution and completion of both day-to-day operations and longer-term projects
- Be accountable for the success and impact of your team as measured by the team’s ability to: (1) enable the Sales organization to meet their objectives, (2) create a ecosystem of process, systems, and tools consistently improving the efficiency and day-to-day experience of the sales organization, and (3) drive successful completion of projects against the Sales organization’s top priorities.
- Coach, train, and develop your team so that they can successfully execute within their current roles and advance their careers through promotion paths
- Establish KPIs to assess the effectiveness of sales processes and enablement programs, driving continuous improvement.
- Evaluate and manage technology platforms to enhance team productivity and effectiveness.
What we’re looking for:
- 8+ years of experience in sales, revenue operations, enablement, or a related field, with demonstrated leadership experience.
- Proven track record of managing and delivering complex, cross-functional programs that drive measurable results in seller productivity and revenue growth.
- Deep understanding of sales processes, methodologies, and tools, particularly Salesforce CRM.
- Exceptional process and analytical skills, with the ability to diagnose inefficiencies and design effective solutions.
- Outstanding communication, presentation, and organizational skills, with the ability to influence at all levels of the organization.
- Experience implementing metrics and reporting systems to measure the impact and effectiveness of GTM initiatives.
- Collaborative leadership style with a strong ability to bring diverse perspectives to consensus.
- Self-starter with exceptional multitasking and prioritization skills, able to balance attention to detail with swift execution.
- Experience in fast-paced, SaaS or startup environments is highly preferred.
