Zendesk · 6 hours ago
Director, GTM Operations
California, United States
Full-time
Hybrid
Director/Executive
$210K/yr - $314K/yr
8+ years expZendesk is seeking a Director of GTM Operations to lead critical pillars of their go-to-market organization. This role involves operationalizing GTM strategy, optimizing performance, and driving alignment across various teams, including Sales, Marketing, and Finance.
Customer ServiceData ManagementEnterprise SoftwareSoftwareTechnical Support
Responsibilities
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
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
Qualification
Required
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
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
Preferred
Familiarity with sales motion models (enterprise, PLG, channel) is a plus
Tools experience preferred: Salesforce, Xactly, Looker/Tableau, Clari, Excel/Google Sheets
Benefits
Bonus
Benefits
Related incentives
Company
Zendesk
Zendesk develops a customizable customer service platform for organizations.
5001-10000 employees
H1B Sponsorship
Zendesk has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (50)
2024 (69)
2023 (37)
2022 (92)
2021 (93)
2020 (44)
Funding
Current Stage
Public CompanyTotal Funding
$85.5MKey Investors
RedpointMatrixBenchmark
2022-11-22Private Equity
2022-06-24Acquired
2019-09-18Grant
Leadership Team
Mikkel Asger Svane
CEO and Co-Founder
Adrian McDermott
Chief Technology Officer
Recent News
Index Ventures
2026-01-06
Small Business Trends
2026-01-04
Small Business Trends
2025-12-25
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