Principal GTM Operations Strategist

What you can expect

We are seeking an accomplished executive to serve as Principal, Global GTM Process Reengineering & Standardization, responsible for driving transformation and operational excellence across our global go-to-market (GTM) organization.

About the Team

This role is accountable for designing, harmonizing, and embedding standardized processes across Sales, Marketing, Customer Success, Partner, and Operations teams to deliver scalable growth, improve productivity, and accelerate revenue performance.

The ideal candidate combines deep expertise in GTM operations with a proven track record of large-scale process reengineering and organizational transformation. Acting as the connective tissue across functions, this leader will ensure alignment of operational execution with company-wide revenue strategy, enabling a consistent, predictable, and efficient GTM model worldwide.

Responsibilities

• Collaborating with leadership across Go-To-Market functions to define and evolve company-wide goto-market strategy
• Driving large-scale commercial transformation initiatives across roles, processes, and systems, partnering closely with cross-functional stakeholders
• Owning end-to-end planning processes, including territory design and quota setting across all sales segments.
• Partnering with HR, Finance, and Sales to design, propose, and monitor sales compensation plans; establish scalable rules of engagement (ROE) and governance committee.
• Serving as the connective tissue between Sales, Marketing, Product, and Finance, ensuring operational execution aligns with company growth and revenue strategy.
• Leading the digital transformation of commercial planning workflows such as quota deployment, reducing execution time and accelerating sales readiness.
• Optimizing the lead-to-deal-to-renewal lifecycle, identifying and implementing improvements that enhance productivity across business development, sales, onboarding, customer support, and customer success.
• Defining and managing the Go-To-Market operating rhythm, including pipeline reviews, forecast meetings, opportunity management, and executive-level reporting.
• Establishing scalable, repeatable frameworks (playbooks, processes, documentation) to ensure operational standardization and consistency across teams and geographies.
• Aligning with Go-To-Market Operations Business Partners and Key Stakeholders to drive the adoption and rigor of the global operational standards.
• Leading the Shared Services organization, scaling and streamlining sales operations processes to improve efficiency and performance.
• Developing and elevating the existing workforce, enabling the team to achieve objectives and contribute to organizational success.
• Partnering with the CIO organization, overseeing and optimizing the revenue technology stack (CRM, CSM platforms, support solutions), ensuring data integrity and effectiveness.
• Defining tool strategy and drive enhancements or new implementations aligned with business goals and seamless customer journeys.
• Defining tool strategy and drive enhancements or new implementations aligned with business goals and seamless customer journeys.
• Defining and owning CRM data strategy and rules of engagement, ensuring accuracy and usability of insights across the enterprise.
• Recruiting, developing, and inspiring a high-performing Go-To-Market Operations team, championing a culture rooted in data-driven decision-making, operational excellence, and innovation.
• Mentoring and empowering global teams to scale impact, drive performance, and support the company’s growth trajectory.
• Building global Centers of Excellence and shared services capabilities to deliver scalable support and predictable results.

What we’re looking for

• 15+ years of progressive experience in Go-To-Market Operations, Sales Operations, or Commercial Excellence, with at least 5+ years at the Senior Director level or above.
• Demonstrate expertise in process reengineering, operational transformation, and global standardization within large, complex organizations.
• Demonstrate expertise of enterprise SaaS/subscription business models, customer engagement lifecycles, and revenue levers
• Demonstrate success in leading cross-functional, multi-regional initiatives with measurable outcomes (e.g., productivity gains, revenue acceleration, cost-to-serve reduction).
• Deep knowledge of GTM systems and tools (Salesforce, Clari, Marketo, Xactly, Gainsight, etc.) and experience embedding automation/AI into GTM workflows.
• Display skills in stakeholder management, communication, and change leadership.
• Experience building and leading global teams, shared s