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Diligent · 2 days ago

Senior Director, GTM Strategy & Operations

Washington, DC

Full-time

Hybrid

Director/Executive

$200K/yr - $250K/yr

12+ years exp

Diligent is an AI leader in governance, risk and compliance SaaS solutions, serving over 1 million users. The Senior Director of GTM Strategy & Operations will lead the commercial growth strategy, enhance forecasting accuracy, and drive cross-functional collaboration to maximize revenue outcomes.

Business IntelligenceCollaborationComplianceData CenterInformation TechnologyMeeting SoftwareMessagingRisk ManagementSaaSSoftware

Responsibilities

Partner with the CCO and all Finance teams to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline and bookings targets, capacity, headcount and budgets

Translate complex data into actionable recommendations for Commercial leaders

Develop and maintain segmentation models and sales coverage strategies that align to growth objectives, drive focus, and optimize rep productivity

Support creation and operational execution of strategic GTM investment cases

Own and evolve the global sales forecasting framework, implementing a disciplined, data-driven forecast cadence across all theatres and segments

Utilize Salesforce, GTM tools and data sets (snowflake) to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes

Deliver consistent reporting on performance-to-plan, win/loss trends, and funnel dynamics

Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews)

Implement a standardized sales methodology, with clear stage definitions, qualification criteria, and progression benchmarks across segments

Build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting

Foster cross-functional alignment across Sales, Strategy, Marketing, BU’s, and Finance to drive operational efficiency, accelerate growth and increase retention

Partner with Sales Enablement to ensure teams are equipped with effective tools, training, and resources to achieve revenue targets

Partner with finance leadership to support budgeting, revenue forecasting, and long-term planning

Oversee territory design, ensuring sales coverage aligns with market opportunities and business objectives

Continuously optimize territory assignments and GTM approaches based on performance data and growth trends

Develop and manage sales compensation structures and quota-setting practices to incentivize the right behaviors and drive performance

Qualification

SalesforceGTM toolsFinancial acumenAnalytical skillsB2B SaaS experienceSales methodologiesMentoring teamsProcess improvementCross-functional collaboration

Required

12+ years of experience in Finance, Revenue Operations, Commercial Strategy, or Go-to-Market Operations, with at least 5 years in a senior leadership role

Proven experience partnering directly with CROs, CFOs, and executive leadership to design and execute multi-year commercial plans

Deep expertise in Salesforce, Outreach, Gong, and other GTM tools

Strong analytical skills and fluency with forecasting, funnel metrics, sales velocity, and retention/expansion KPIs

Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiatives

Experience designing sales methodologies and commercial processes that scale in B2B SaaS

Comfort working cross-functionally and influencing without authority — excelling at aligning diverse stakeholders around common goals