Director, GTM Operations
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Job Description
Director of GTM Operations at Zendesk managing compensation operations and driving strategic business initiatives across teams for effective GTM execution.
Responsibilities:
- 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.
- 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.
Requirements:
- 8–12+ 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.
Benefits:
- Bonuses
- Benefits
- Professional development
- Flexible work arrangements
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