Director, GTM Strategy & Operations – Applications & Sales Plays

At Anaplan, we are a team of innovators focused on optimizing business decision-making through our leading AI-infused scenario planning and analysis platform so our customers can outpace their competition and the market.

What unites Anaplanners across teams and geographies is our collective commitment to our customers’ success and to our Winning Culture.

Our customers rank among the who’s who in the Fortune 50. Coca-Cola, LinkedIn, Adobe, LVMH and Bayer are just a few of the 2,400+ global companies who rely on our best-in-class platform.

Our Winning Culture is the engine that drives our teams of innovators. We champion diversity of thought and ideas, we behave like leaders regardless of title, we are committed to achieving ambitious goals, and we love celebrating our wins – big and small.

Supported by operating principles of being strategy-led, values-based and disciplined in execution, you’ll be inspired, connected, developed and rewarded here. Everything that makes you unique is welcome; join us and let’s build what’s next - together!

Director, GTM Strategy & Operations – Applications & Sales Plays 

Location: San Francisco, CA

About the Role 

Anaplan is seeking a Director of GTM Strategy & Operations – Applications and Sales Plays to stand up a new function within our GTM Operations organization. This leader will oversee a team of 2–3 and partner closely with senior cross-functional leaders across Product, Sales, Enablement, Marketing, Finance, and Operations. The role will drive alignment on our use case strategy, ensure GTM readiness for new and existing applications, and lead the rollout and adoption of sales plays that bring those applications to customers. 

Reporting to the VP of Global GTM Strategy, Planning & Operations, this role is accountable for creating a scalable framework connecting use cases, applications, and sales plays, and for measuring adoption, pipeline contribution, and revenue impact. This leader will play a critical role in aligning innovation with execution across the field. 

Key Responsibilities 

Use Case & Applications Management 

• Define and maintain a structured use case hierarchy and taxonomy aligned to buying behaviors and TAM opportunity. 

• Map use cases across Anaplan and partner apps to ensure clarity and integration into sales plays. 

• Partner with Product and Marketing to identify and prioritize emerging use cases from customer and market feedback. 

Sales Play Development & Execution 

• Own and maintain the global sales play roadmap aligned to product and application launches. 

• Partner with Product (COEs), Marketing, and Enablement to deliver field-ready, content-rich plays. 

• Win/loss analysis and opportunity reviews to refine plays and inform messaging and product strategy. 

Product COE Operational Alignment 

• Partner with Product COE leaders to ensure they have the tools, data, and processes required to effectively run their business, including forecasting, pipeline and performance management. 

• Support annual planning process for COEs, from compensation to target setting ensuring alignment with overall GTM strategy. 

• Establish governance, operating rhythms, and success metrics for applications and plays adoption. 

• Measure effectiveness through adoption, pipeline contribution, and closed-won performance. 

Cross-Functional Alignment 

• Act as the strategic link across Product, Marketing, Sales, Enablement, and Partners.