Senior Director, GTM Strategy & Operations

About Us

Diligent is the AI leader in governance risk and compliance (GRC) SaaS solutions helping more than 1 million users and 700000 board members to clarify risk and elevate governance. The Diligent One Platform gives practitioners the C-Suite and the board a consolidated view of their entire GRC practice so they can more effectively manage risk build greater resilience and make better decisions faster.

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We are seeking a strategic data-driven leader with a deep understanding of sales processes marketing strategies and customer success frameworks to serve as the key functional business partner to the Commercial Organization and will be a strategic partner to the Chief Customer Officer (CCO). This leader will combine financial rigor with GTM operational excellence owning the commercial forecast performance analysis and GTM processes across Sales Customer Success Marketing and Partnerships. The ideal candidate blends financial acumen with operational execution and AI enabled problem solving to drive top line growth.

The ideal candidate will have a proven track record of building scalable processes mentor high-performing teams and sustained revenue growth. Strong analytics skills and experience building and leveraging AI across sales and marketing technology platforms is essential. Key responsibilities include enhancing forecasting accuracy improving pipeline management and driving cross-functional collaboration to maximize revenue outcomes.

Key Responsibilities:

• Commercial Strategy and Growth
  • Partner with the CCO and all Finance teams to develop and operationalize a commercial growth strategy ensuring alignment between pipeline and bookings targets capacity headcount and budgets
  • Translate complex data into actionable recommendations for Commercial leaders
  • Develop and maintain segmentation models and sales coverage strategies that align to growth objectives drive focus and optimize rep productivity
  • Support creation and operational execution of strategic GTM investment cases
• Forecasting & Pipeline Management
  • Own and evolve the global sales forecasting framework implementing a disciplined data-driven forecast cadence across all theatres and segments.
  • Utilize Salesforce GTM tools and data sets (snowflake) to drive predictability pipeline conversion stage hygiene and deal inspection processes.
  • Deliver consistent reporting on performance-to-plan win/loss trends and funnel dynamics
• GTM and Sales Efficiency
  • Drive operational excellence by refining core sales processes methodologies and business cadences (e.g. territory management forecasting and pipeline reviews)
  • Implement a standardized sales methodology with clear stage definitions qualification criteria and progression benchmarks across segments
  • Build and maintain reporting frameworks dashboards and KPIs to provide actionable insights into pipeline health sales performance and revenue forecasting
• Cross-functional Collaboration / Process Improvement
  • Foster cross-functional alignment across Sales Strategy Marketing BUs and Finance to drive operational efficiency accelerate growth and increase retention
  • Partner with Sales Enablement to ensure teams are equipped with effective tools training and resources to achieve revenue targets
  • Partner with finance leadership to support budgeting revenue forecasting and long-term planning
• Territory Management Quota Setting and Sales Compensation
  • Oversee territory design ensuring sales coverage aligns with market opportunities and business objectives
  • Continuously optimize territory assignments and GTM approaches based on performance data and growth trends
  • Develop and manage sales compensation structures and quota-setting practices to incentivize the right behaviors and drive performance

Qualifications:

• 12 years of experience in Finance Revenue Operations Commercial Strategy or Go-to-Market Operations with at least 5 years in a senior leadership role
• Proven experience partnering directly with CROs CFOs and executive leadership to design and execute multi-year commercial plans
• Deep expertise in Salesforce Outreach Gong and other GTM tools
• Strong analytical skills and fluency with forecasting funnel metrics sales velocity and retention/expansion KPIs
• Demonstrated success in improving sales productivity enhancing marketing performance and supporting customer success initiatives
• Experience designing sales methodologies and commercial processes that scale in B2B SaaS
• Comfort working cross-functionally and influencing without authority excelling at aligning diverse stakeholders around common goals

What Diligent Offers You

• Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients
• We care about our people.Diligent offers a flexible work environment global days of service comprehensive health benefits meeting free days generous time off policy and wellness programsto name a few
• We have teams all over the world. We may be headquartered in New York City but we have office hubs in Washington D.C. Vancouver London Galway Budapest Munich Bengaluru Singapore and Sydney.
• Diversity is important to us. Growing maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team facilitate dialogue and foster understanding.

Diligent created the modern governance movement. Our world-changing idea is to empower leaders with the technology insights and connections they need to drive greater impact and accountability to lead with purpose. Our employees are passionate smart and creative people who not only want to help build the software company of the future but who want to make the world a more sustainable equitable and better place.

Headquartered in New York Diligent has offices in Washington D.C. London Galway Budapest Vancouver Bengaluru Munich Singapore and Sydney. To foster strong collaboration and connection this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations you will be expected towork onsite at least 50% of the time.We believe that in-person engagement helps drive innovation teamwork and a strong sense of community.

_{We are a drug free workplace. Diligent is proud to be an equal opportunity employer. We do not discriminate based on race color religious creed sex national origin ancestry citizenship status pregnancy childbirth physical disability mental disability age military status protected veteran status marital status registered domestic partner or civil union status gender (including sex stereotyping and gender identity or expression) medical condition (including but not limited to cancer related or HIV/AIDS related) genetic information or sexual orientation in accordance with applicable federal state and local also consider qualified applicants regardless of criminal histories consistent with legal requirements. See alsoDiligents EEO Policy and Know Your are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability you may contact us at .}

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