Senior Director, GTM Effectiveness

Position Title: Senior Director, GTM Effectiveness

Location: NYC

Your Role

As Senior Director, GTM Effectiveness, you will lead the design and execution of GTM transformation initiatives that enable scalable, data-driven commercial excellence across the global go-to-market organization. Reporting to the Vice President, GTM Strategy & Acceleration, you will drive end-to-end process optimization, operating model alignment, and measurable ROI improvements across sales, marketing, and partner ecosystems.

You will partner cross-functionally with Product, Legal, Operations, Finance, and IT to ensure that GTM processes, tools, and data architecture support Digital Realty’s “Double Digital” growth ambition.

What You’ll Do

• Own end-to-end GTM process improvements — including supporting processes such as commissions, sales hiring and onboarding, forecasting, account assignment, and lead routing.
• Build a data-driven view of GTM cost structure, identifying efficiency opportunities and driving measurable $ ROI improvement.
• Partner with GTM Strategy team to define and operationalize clear GTM roles, responsibilities, and interfaces across functions.
• Drive consistent double-digit improvements in GTM spend effectiveness through disciplined transformation and governance.
• Lead design and implementation of governance models, KPIs, and dashboards that track execution against transformation objectives.
• Partner with GTM Strategy, Finance, and HR to align GTM workforce planning, productivity metrics, and performance management frameworks.
• Ensure strong integration with technology (CRM, CPQ, analytics) and data governance to support process standardization and automation.
• Manage and coach a high-performing team spanning process design, analytics, and program execution.
• Serve as a thought leader and change agent, translating executive priorities into executable transformation roadmaps.

What You’ll Need

• 10+ years of experience in go-to-market, transformation, consulting within TMT sector.
• Consulting background (MBB or equivalent background) preferred
• Proven success in leading multi-disciplinary GTM transformation programs with measurable ROI outcomes.
• Deep understanding of sales, marketing, and partner operating models — including L2C, forecasting, territory design, and compensation.
• Exceptional problem-solving and structured-thinking capability; able to translate complexity into clear execution.
• Executive communication and stakeholder management skills, including experience driving alignment across C-suite and functional leaders.
• Demonstrated ability to build and lead high-performing teams in matrixed global environments.
• Bachelor’s degree required; Top-tier MBA or equivalent preferred.

A bit about us

Digital Realty brings companies and data together by delivering the full spectrum of data center, colocation and interconnection solutions. PlatformDIGITAL®, the company’s global data center platform, provides customers with a secure data meeting place and a proven Pervasive Datacenter Architecture (PDx®) solution methodology for powering innovation and efficiently managing Data Gravity challenges. Digital Realty gives its customers access to the connected data communities that matter to them with a global data center footprint of 300+ facilities in 50+ metros across 25+ countries on six continents.

To learn more about Digital Realty, please visit digitalrealty.com or follow us on LinkedIn and Twitter.

A bit about our team 

Sales

Our Sales team is at the sharp end of our business, securing new customers from network and cloud service providers through to all kinds of major global and regional enterprises and local businesses. We help identify the objectives of our customers and enable them to succeed by combining our strategic knowledge of the industry, technical knowledge of our global data center platform, PlatformDIGITAL®, with our ability to develop strong partnerships. 

Marketing

Our Marketing team works in one of the world