Director, Go-to-Market Strategy and Operations Interlock Lead (GS&O)

Position Overview

Translate sales priorities and field needs into clear Go-to-market Strategy & Operations requirements across sales plays, enablement, tooling, analytics, pricing models, and compensation/portfolio plans. Run a weekly initiative cadence, triage risks, drive field adoption, and provide executive readouts on progress and impact. 

Team & Structure: Within Sales Strategy & Excellence (executes on sales strategic initiatives & coordinates cross-functional efforts); Manages a group of five analysts. 

Responsibilities

• Serve as the primary liaison between Sales leadership and Go-to-market Strategy & Operations; translate field priorities into clear requirements and a prioritized roadmap

• Lead a team of analysts to drive alignment between Go-to-market Strategy & Operations & Sales organizations

• Maintain a set cadence with Go-to-market Strategy & Operations teams to track delivery, manage dependencies, and unblock risks

• Oversee requirements from sales leadership & field for sales plays, enablement materials, operational support, pricing model, and compensation & portfolio plans

• Drive field adoption (e.g. partner with Go-to-Market Enablement to launch training and communications); set utilization and process-adherence targets

• Oversee adequate deal support services (e.g. Deal Desk, Partner Operations) for field needs

• Publish leadership-level materials on progress, risks, and ROI; surface trade-offs with options and recommendations

Minimum Qualifications

• Bachelor’s degree in Business Administration, Sales, Operations Management, or a related field. An advanced degree (MBA) is preferred

• A minimum of 7-10 years of experience in sales operations, business operations, or sales enablement, with at least 3-5 years in a leadership role

• Proven experience in managing global sales operations and ensuring alignment with strategic priorities

• Strong understanding of sales enablement processes, including the development and adoption of dashboards, tools, and best practice processes

• Demonstrated ability to track and triage success risks for ongoing initiatives, ensuring all GS&O activities meet Worldwide Sales (WWS) needs

• Excellent project management skills with experience defining and managing requirements for Sales Plays, Sales Process Documentation, and Tooling

• Analytical skills with the ability to gather field feedback, identify bottlenecks, and develop strategies to improve sales process adherence and tool utilization

• Strong business acumen and strategic thinking skills with the ability to align sales operations initiatives with overarching business goals and sales priorities

• Proven leadership experience with the ability to manage, mentor, and develop a high-performing sales operations team

• Strong decision-making skills with experience in resource allocation and project prioritization to maximize strategic outcomes

• Ability to manage cross-functional teams and collaborate effectively with other departments, including Sales, Marketing, and Customer Success

• Excellent verbal and written communication skills, with the ability to articulate complex ideas clearly and persuasively

• Strong interpersonal skills with the ability to build and maintain relationships across various functions and levels within the organization

• Effective collaboration skills with experience coordinating weekly initiative updates and summarizing updates for senior leadership

• Proficiency in sales operations platforms, CRM systems, and project management tools

• Familiarity with analytics and data visualization tools to track and report on sales operations metrics and KPIs

• Experience in developing and executing enablement and adoption management strategies based on field needs and strategic priorities

• Strong analytical skills with the ability to define requirements, gather feedback, and develop effective sales operations strategies

• Proven track record in managing field feedback and requirements concerning Deal Desk, Partner Helpdesk, and Pricing

• Experience in triaging success risks and providing summary updates on initiatives to senior leadership

Preferred Qualifications

• High level of integrity, professionalism, and commitment to operational excellence and business success

• Strong focus on customer and sales satisfaction with the ability to understand and address their needs and challenges

• Flexibility and adaptability to respond to changing business needs and priorities in a dynamic environment

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