Director, GTM Business Operations
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Job Description
Director leading GTM Business Operations at Samsara, enabling growth in Commercial and Mid-market segments. Collaborating with sales leadership and driving strategic projects for strong business performance.
Responsibilities:
- Act as the strategic owner of the Commercial and Mid-market business segments, developing a deep understanding of customer segments, sales performance, product-market fit, competitive landscape, and operational drivers to identify key levers for growth.
- Represent the voice of the Commercial and Mid-market business segments, synthesizing field feedback and market intelligence to inform broader company strategy, product roadmap decisions, and customer-facing programs.
- Drive and track the execution of cross-functional investments within the business.
- Lead complex strategic projects with urgency and clarity, such as new segment launches or field productivity improvements.
- Serve as the trusted advisor to Commercial and Mid-market business sales leadership, supporting annual and quarterly planning, territory design, goal setting & forecasting, performance reviews, sales metrics, and in-quarter execution to help teams consistently beat targets.
- Develop executive-ready presentations and recommendations, regularly briefing senior leadership and influencing high-impact decisions at the company-wide level.
- Identify and recommend improvements to optimize sales performance and help Sales leaders hit their number.
- Own the rhythm of the business, including quarterly business reviews, monthly market updates, annual planning, and forecasting processes with a focus on insights, decision-making, and accountability.
- Own your own analytics and insights, independently pulling and transforming data across multiple sources (e.g., Salesforce, Databricks, Gong, Tableau) to uncover trends, diagnose root causes, and support data-driven decision making—bringing both technical rigor and business acumen to your analyses.
- Leverage AI and automation tools to accelerate impact, using capabilities such as AI-driven forecasting, workflow automation, and generative insights to improve operational efficiency, reduce manual effort, and uncover new growth opportunities faster than ever before.
- Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices
- Hire, develop and lead an inclusive, engaged, and high performing team
Requirements:
- 10+ years of experience in Consulting, Strategy, Finance, Business Operations, or Sales Strategy & Operations
- Ownership mindset with willingness to shape end-to-end outcomes of the market
- Experience in building trusting relationships and influencing others (incl. executive audiences)
- Experience working with executive leadership and partnering with sales leadership
- Highly organized with exceptional attention to detail and the ability to manage multiple projects on a tight deadline
- Strong analytical and logical reasoning skills; deep sense of curiosity
- Strong bias for action
- Able to convey complex ideas in a clear, concise manner both verbally and in writing
- Ability to coach and grow a team of highly motivated, highly skilled business operations associates and managers
- Bachelor’s degree
Benefits:
- Comprehensive health and parental leave plans
- Professional development stipend
- Flexible, employee-led remote model
- Opportunities for above-market compensation based on performance
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