Director, GTM Operations
Share
Job Location:
San Francisco, CA - USA
Monthly Salary:
$ 170000 - 256000
Posted on:
4 hours ago
Vacancies:
1 Vacancy
Job Summary
Job Description
About the Role:
We are seeking a Director of GTM Operations to lead two critical pillars of our go-to-market organization: Compensation Operations and Strategic Business Operations. This individual will be instrumental in operationalizing GTM strategy optimizing performance and driving alignment across Sales Marketing Customer Success and Finance.
Youll partner with senior leaders to design and execute scalable data-driven operating models while ensuring excellence in compensation planning execution and governance. This role requires both a strategic mindset and strong executional horsepower.
Key Responsibilities:
Compensation Operations (Sales CS & GTM Teams)Lead end-to-end compensation operations including:
Annual planning and design support
Quota deployment and attainment tracking
Territory mapping and assignments
Monthly/quarterly payout processing
Drive compensation tooling and process automation
Establish compensation governance frameworks audit trails and compliance processes and policies.
Partner with Sales Leadership HR and Finance to ensure comp plans align with GTM strategy and company goals.
Serve as subject-matter expert on incentive comp design dispute resolution and change management.
As a leader in Business Operations you will drive operational rhythm performance optimization and cross-functional alignment across the GTM org.
Co-lead annual GTM planning including headcount strategy capacity modeling segmentation territory design and budget alignment.
Lead large-scale strategic initiatives such as:
Territory realignment
Market expansion
GTM process redesign
Drive alignment across Sales Marketing CS Product and Finance to ensure cohesive execution.
Act as a program owner for key cross-functional initiatives with clear milestones owners and outcomes.
Own the documentation and communication of standard operating procedures across teams.
Identify and eliminate operational bottlenecks; proactively propose scalable solutions.
Leadership & Collaboration
Serve as a thought partner and trusted advisor to GTM leaders.
Lead a small team or project-based workstreams
Create a culture of accountability data-driven decision making and operational excellence.
Qualifications:
812 years of experience in GTM Operations Business Operations Sales Strategy or Revenue Operations.
Deep expertise in Sales/GTM Compensation Operations.
Strong experience in business planning forecasting reporting and process design.
Exceptional analytical skills; comfortable working with financial models BI tools and large datasets.
Proven ability to lead complex cross-functional projects with executive visibility.
Excellent written and verbal communication; able to influence across levels and functions.
Familiarity with sales motion models (enterprise PLG channel) is a plus.
Tools experience preferred: Salesforce Xactly Looker/Tableau Clari Excel/Google Sheets.
What Youll Bring:
A strategic mindset with the ability to zoom in and out between tactical execution and long-term vision.
Strong operational intuition you know what good looks like and how to build it.
Confidence in leading through ambiguity and scaling operations in high-growth or evolving environments.
A collaborative low-ego approach to problem solving.
The intelligent heart of customer experience
Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.
As part of our commitment to fairness and transparency we inform all applicants that artificial intelligence (AI) or automated decision systems may be used to screen or evaluate applications for this position in accordance with Company guidelines and applicable law.
Zendesk is an equal opportunity employer and were proud of our ongoing efforts to foster global diversity equity & inclusion in the workplace. Individuals seeking employment and employees at Zendesk are considered without regard to race color religion national origin age sex gender gender identity gender expression sexual orientation marital status medical condition ancestry disability military or veteran status or any other characteristic protected by applicable law. We are an AA/EEO/Veterans/Disabled employer. If you are based in the United States and would like more information about your EEO rights under the law please click here.
Zendesk endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to submit this application complete any pre-employment testing or otherwise participate in the employee selection process please send an e-mail to with your specific accommodation request.
Required Experience:
Director
Key Skills
- Employee Relations
- Employee Evaluation
- Management Experience
- Profit & Loss
- Conflict Management
- Operations Management
- Project Management
- Budgeting
- Leadership Experience
- Supervising Experience
- Leadership management
- Financial Planning
