Senior Director, Operating Model and Systems

The Trade Desk is a global technology company with a mission to create a better, more open internet for everyone through principled, intelligent advertising. Handling over 1 trillion queries per day, our platform operates at an unprecedented scale. We have also built something even stronger and more valuable: an award-winning culture based on trust, ownership, empathy, and collaboration. We value the unique experiences and perspectives that each person brings to The Trade Desk, and we are committed to fostering inclusive spaces where everyone can bring their authentic selves to work every day.

Do you have a passion for solving hard problems at scale? Are you eager to join a dynamic, globally- connected team where your contributions will make a meaningful difference in building a better media ecosystem? Come and see why Fortune magazine consistently ranks The Trade Desk among the best small- to medium-sized workplaces globally.

Who are you:  

You are a commercial systems leader who takes pride in building a GTM engine that teams are excited to use. You have a clear view of how a sales and revenue organization should operate end to end, and you bring the judgment, passion, and a relentless drive to make it work at scale. You see process gaps as opportunities to create clarity, and you enjoy designing operating models that help teams move faster, stay aligned, and win more often. You work with senior leadership to drive a rigorous methodology, document it clearly, and ensure it is fully reflected in Salesforce and related systems. 

You thrive across strategy, design, and execution. You set the direction for how Salesforce and GTM workflows should be architected. You act as primary business owner for the GTM systems roadmap, responsible for defining the business requirements. You partner with RevTech, Product, and Engineering to ensure the design is built correctly. You work with commercial leaders to drive consistent adoption across teams. You value clean, accessible operational documentation that provides unambiguous guidance, and you take pride in creating processes that are practical to execute. You are energized by deploying new ways of working and ensuring they are understood, adopted, and reinforced through clear expectations and field-level execution. 

You are structured, decisive, and committed to building an operating model that enables commercial teams to perform at their best. You simplify complexity, drive alignment across Sales, Client Services, Marketing, Finance, and Product, and reinforce disciplined execution. You raise the standard for how the GTM organization runs and take pride in creating systems and processes that are predictable, scalable, and built for growth. 

This role reports to the VP of Commercial Operations, who reports to the COO, ensuring strong executive alignment and the authority needed to drive cross-functional operating standards. You will drive execution in partnership with a dedicated RevTech team and supported by Analytics, and Sales Enablement resources. 

What you’ll do:  

• Enhance, design, and document the GTM methodology: set the standards for qualification, stages, exit criteria, forecasting inputs, and pipeline expectations across all commercial teams, supported by clear documentation that becomes the single source of truth. 

• Ensure the methodology is correctly implemented in Salesforce: translate the process into precise system requirements and partner with RevTech, Product, and Engineering to deliver the workflows, rules, and reporting needed for the methodology to function in practice. 

• Deploy and operationalize the methodology at the team level: partner closely with Sales Enablement to roll it out to Sales, Client Services, BD, and Marketing, ensure managers reinforce consistent usage, and refine the workflow based on real execution. 

• Strengthen the operating rhythm: improve forecasting, pipeline reviews, and Weekly Business Review inputs by grounding them in accurate data, aligned definitions, and consistent processes tied to the methodology.