Senior Director - Sales Operations

The Senior Director, GTM Strategy & Operations will lead strategy, planning, and operational execution for our Sales and Global Support/Customer Success organizations.

Reporting to the SVP of Revenue Strategy & Operations, this role will serve as a strategic partner to Sales and Customer Success leadership, helping translate business priorities into operational plans, scalable processes, and measurable outcomes.

This leader will oversee day-to-day GTM operations, drive annual planning, deliver actionable insights, and ensure operational rigor across Sales Development, Commercial Sales, Support, Solution Engineering, and Customer Success functions.

This is a high-impact role requiring strong cross-functional collaboration, analytical depth, and operational leadership in a fast-growing SaaS environment.

Key Responsibilities

Strategic Planning & Business Partnership

• Partner with Sales and Customer Success leadership to support annual planning, territory design, capacity modeling, Sales Forecasting and target setting.

• Translate company objectives into clear GTM operating plans and execution roadmaps.

• Drive quarterly business reviews and ongoing performance management rhythms.

GTM Operations Leadership

• Lead end-to-end operational support for Sales and Support organizations.

• Ensure clear operating cadences, pipeline management rigor, and forecast discipline.

• Identify process improvement opportunities to increase productivity and customer outcomes.

Revenue & Performance Optimization

• Establish KPIs and dashboards across sales, support, and customer success.

• Provide actionable insights on pipeline health, conversion, productivity, retention, and expansion.

• Partner with Finance on budgeting, headcount planning, and performance tracking.

Cross-Functional Alignment

• Collaborate closely with Finance, HR, Marketing Ops, Enablement, IT, and Product teams to ensure alignment on systems, incentives, and operating processes.

• Drive consistency across tools, reporting, and workflows supporting the end-to-end customer journey.

Team Leadership

• Lead and develop a high-performing GTM Strategy & Operations team.

• Build strong second-line leaders and foster a culture of accountability, collaboration, and continuous improvement.