GTM Operations Director

1 week ago

Melbourne, Victoria, Australia beBeeLeadership Full time $180,000 - $250,000
Role Overview

Zendesk aims to deliver exceptional service globally. Our GTM Operations team plays a key role in making this possible.

Main Responsibilities
  • Lead Business Performance: Develop and maintain a weekly operating rhythm providing Sales, Customer Success, and Finance leaders with real-time pipeline visibility, forecast accuracy, and renewal health insights.
  • Drive Strategic Planning: Own annual and quarterly GTM planning—capacity models, segmentation, quotas, and compensation design—aligned with global frameworks.
  • Unlock Insights: Partner with RevOps and Data teams to embed AI-powered forecasting, Clari/SFDC dashboards, and self-service analytics surfacing risks and opportunities early.
  • Elevate Tooling & Process: Translate APAC business requirements into scalable enhancements for Salesforce, Anaplan, CPQ, and the AI-assisted GTM stack.
  • Represent Regional Priorities: Act as a trusted proxy for the Regional Sales Leader by representing APAC GTM priorities in executive reviews, steering committees, and day-to-day decision-making when the leader is unavailable.
  • Lead & Grow Teams: Inspire a distributed group of sales-ops professionals across Australia, Japan, India, and Singapore—modeling our values to lead with exceptional customer service, deliver the simplest solution, show pride in our work, and care for each other.
Required Skills & Qualifications
  • GTM/Sales Operations Expertise: 10+ years in high-growth SaaS companies, including 5+ years managing multi-country teams.
  • AI & Large Language Models: Demonstrated experience leveraging AI and LLMs in business processes to drive scale and efficiency.
  • Territory & Quota Design: Demonstrated success owning end-to-end territory & quota design, sales compensation, and forecast governance for large ARR businesses.
  • Technical Skills: Expertise with Salesforce, Clari (or equivalent), Tableau/Looker, and advanced Excel/SQL; Anaplan a plus.
  • Strategic Mindset & Bias for Action: Synthesize complex data into clear choices and drive execution.
  • Executive-Level Communication: Influence cross-functional partners with strong communication skills.
  • Talent Development & Culture Fostering: Passion for coaching diverse talent and fostering an inclusive culture.

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