APAC GTM Strategy Director

2 days ago

Melbourne, Victoria, Australia beBeeLeadership Full time $180,000 - $220,000

Our mission at Zendesk is to empower exceptional service globally. The Go-To-Market (GTM) Operations team plays a pivotal role in achieving this goal.

As Senior Director, APAC GTM Operations

You will leverage data insights to drive informed decisions and process optimization—helping our region achieve growth and deliver outstanding customer experiences.

Key Responsibilities:

  • Champion business transparency by implementing a weekly operating cadence providing real-time visibility into pipeline, forecast accuracy, and renewal health for Sales, Customer Success, and Finance leaders.
  • Run world-class planning by owning annual and quarterly GTM strategies—capacity models, segmentation, quotas, and compensation design aligned with global frameworks.
  • Unlock insights with AI & BI by partnering 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 by translating APAC business requirements into scalable enhancements for Salesforce, Anaplan, CPQ, and our AI-assisted GTM stack.
  • 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 the team by inspiring 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.

Requirements:

  • 10+ years in GTM/Sales Operations within high-growth SaaS, including 5+ years managing multi-country teams.
  • Demonstrated experience leveraging AI and large language models (LLMs) in business processes to drive scale and efficiency.
  • Proven success owning end-to-end territory & quota design, sales compensation, and forecast governance for large-scale businesses.
  • Expertise with Salesforce, Clari (or equivalent), Tableau/Looker, and advanced Excel/SQL; Anaplan a plus.
  • Strategic mindset balanced with a bias for action—you synthesize complex data into clear choices, then drive execution.
  • Executive-level communication skills and a knack for influencing cross-functional partners.
  • Passion for coaching diverse talent and fostering an inclusive, psychologically safe culture.

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