We are seeking a Director of GTM Operations to lead two critical pillars of our go-to-market organization: Compensation Operations and Strategic Business Operations. This individual will be instrumental in operationalizing GTM strategy, optimizing performance, and driving alignment across Sales, Marketing, Customer Success, and Finance.
You’ll partner with senior leaders to design and execute scalable, data-driven operating models while ensuring excellence in compensation planning, execution, and governance. This role requires both a strategic mindset and strong executional horsepower.
Lead end-to-end compensation operations, including:
Annual planning and design support
Quota deployment and attainment tracking
Territory mapping and assignments
Monthly/quarterly payout processing
Drive compensation tooling and process automation
Establish compensation governance frameworks, audit trails, and compliance processes and policies.
Partner with Sales Leadership, HR, and Finance to ensure comp plans align with GTM strategy and company goals.
Serve as subject-matter expert on incentive comp design, dispute resolution, and change management.
As a leader in Business Operations, you will drive operational rhythm, performance optimization, and cross-functional alignment across the GTM org.
Co-lead annual GTM planning, including headcount strategy, capacity modeling, segmentation, territory design, and budget alignment.
Lead large-scale strategic initiatives, such as:
Territory realignment
Market expansion
GTM process redesign
Drive alignment across Sales, Marketing, CS, Product, and Finance to ensure cohesive execution.
Act as a program owner for key cross-functional initiatives with clear milestones, owners, and outcomes.
Own the documentation and communication of standard operating procedures across teams.
Identify and eliminate operational bottlenecks; proactively propose scalable solutions.
Serve as a thought partner and trusted advisor to GTM leaders.
Lead a small team or project-based workstreams
Create a culture of accountability, data-driven decision making, and operational excellence.
8–12+ years of experience in GTM Operations, Business Operations, Sales Strategy, or Revenue Operations.
Deep expertise in Sales/GTM Compensation Operations.
Strong experience in business planning, forecasting, reporting, and process design.
Exceptional analytical skills; comfortable working with financial models, BI tools, and large datasets.
Proven ability to lead complex, cross-functional projects with executive visibility.
Excellent written and verbal communication; able to influence across levels and functions.
Familiarity with sales motion models (enterprise, PLG, channel) is a plus.
Tools experience preferred: Salesforce, Xactly, Looker/Tableau, Clari, Excel/Google Sheets.
A strategic mindset with the ability to zoom in and out between tactical execution and long-term vision.
Strong operational intuition — you know what good looks like and how to build it.
Confidence in leading through ambiguity and scaling operations in high-growth or evolving environments.
A collaborative, low-ego approach to problem solving.
Hybrid: In this role, our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection, collaboration, learning, and celebration - while also giving you flexibility to work remotely for part of the week. This role must attend our local office for part of the week. The specific in-office schedule is to be determined by the hiring manager.
The intelligent heart of customer experience
Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.
Zendesk believes in offering our people a fulfilling and inclusive experience. Our hybrid way of working, enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.
As part of our commitment to fairness and transparency, we inform all applicants that artificial intelligence (AI) or automated decision systems may be used to screen or evaluate applications for this position, in accordance with Company guidelines and applicable law.
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