Sr. Director, GTM Systems

Workiva is looking for a strategic and visionary leader to join our Business Technology team as the Senior Director of Go-To-Market (GTM) Systems. In this role, you’ll lead a dynamic team that drives the technology framework supporting our entire GTM engine. You will collaborate closely with sales, marketing, customer success, and other functional teams to ensure our systems align with and amplify business outcomes. This is a unique opportunity to drive growth and streamline business operations through cutting-edge technology and strategic sales alignment.

What You’ll Do

Strategic Leadership & Vision

• Lead initiatives with sales enablement to increase productivity and speed across the sales process

• Develop and implement a GTM systems strategy that supports company objectives, enhancing the customer experience through a world-class technology stack

• Partner with leaders in Marketing, Sales, and Customer Success to define system needs and opportunities for leveraging technology to create a competitive advantage

• Utilize AI to improve productivity and simplify processes

• Lead technology-driven transformations to optimize sales productivity and operations

• Stay informed on industry trends and best practices in GTM technology, ensuring we stay ahead of the curve

• Provide strategic direction to the GTM technology architecture, ensuring alignment with long-term business goals

Team Leadership & Collaboration

• Lead a high-performing team of GTM systems specialists, promoting innovation and teamwork

• Cultivate strong, collaborative relationships with stakeholders across the organization

• Communicate technical insights clearly and effectively, even to non-technical audiences

System Optimization & Management

• Oversee the optimization of key GTM systems (Salesforce, SFDC CPQ, SalesLoft, etc.), with a focus on process efficiency, data quality, and user experience

• Identify opportunities to automate and integrate systems, boosting efficiency across teams

• Manage the selection, implementation, and ongoing support of GTM systems, in partnership with Business Systems Analysts and functional teams

• Develop and enforce system governance policies to ensure smooth operations

Data & Reporting

• Leverage AI and data augmentation trends to improve account targeting and account-based sales strategies

• Define and track key performance indicators (KPIs) to measure the success of GTM systems

• Create insightful reports and dashboards to empower data-driven decision-making for GTM leadership

• Collaborate with the Business Intelligence team to ensure clean, accurate data is maintained across all GTM systems

What You’ll Need

Required Qualifications

• 12+ years of experience in GTM operations, business systems management, or a related field, with a history of successfully leading technology teams

• Proven ability to lead with empathy, fostering a supportive and inclusive environment that empowers teams to thrive and collaborate effectively

• Deep understanding of core GTM systems (Salesforce, SFDC CPQ, Sales Compensation Systems)

Preferred Qualifications

• Expertise in sales processes and strategy, with the ability to align sales strategy with technology to drive business outcomes

• Experience partnering with technology architects

• Strong analytical skills and a passion for data-driven decisions

• Familiarity with customer success platforms (e.g., Gainsight) 

• Ability to manage and prioritize multiple projects in a dynamic, fast-paced environment

Travel Requirements & Working Conditions

• Up to 20% travel for leadership functions, team gatherings, and annual conferences

• Reliable internet access for any period of time working remotely and not in a Workiva office

How You’ll Be Rewarded

✅ Salary range in the US: $174,000.00 - $296,000.00

✅ A discretionary bonus typically paid annually

✅ Restricted Stock Units granted at time of hire

✅ 401(k) match and comprehensive employee benefits