Omnissa

Director, GTM Strategy – Operations

Omnissa

full-time

Posted on:

Location Type: Remote

Location: Remote • Texas • 🇺🇸 United States

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Salary

💰 $180,000 - $220,000 per year

Job Level

Lead

About the role

  • Support global enterprise sales leaders with operational insights and execution.
  • Partner cross-functionally with Sales, Marketing, Finance, Strategy, and Channel teams to align go-to-market strategy across direct and indirect sales motions.
  • Develop and implement scalable processes to support enterprise growth and efficiency.
  • Develop and optimize GTM strategies that enhance win rates, accelerate renewals, and drive expansion by leveraging product telemetry and usage insights.
  • Collaborate with Product and Data Science teams to operationalize AI models that surface churn risk, competitive threats, and upsell signals.
  • Enable sales teams with actionable data, playbooks, and tools to engage and win back at-risk or lost accounts.
  • Own the forecasting cadence and methodology across GEOs, ensuring accuracy and accountability.
  • Drive pipeline health reviews, stage progression analysis, and risk mitigation strategies.
  • Deliver executive-level reporting and insights on pipeline trends and forecast performance.
  • Support territory planning, segmentation, and account prioritization to improve pipeline coverage.
  • Lead deal review processes to ensure compliance, pricing integrity, and strategic alignment.
  • Partner with legal, finance, and product teams to streamline deal execution and approvals.
  • Ensure Salesforce and related systems reflect accurate, timely, and complete data across the funnel.
  • Build, lead, and mentor a high-performing team across regions.

Requirements

  • 15+ years of experience in revenue operations, sales operations, or GTM strategy roles, with a focus on enterprise sales.
  • Fluent in AOP, comp design/commissions, quota allocation, account segmentation and territory definitions.
  • Proven success leading global operations teams in high-growth B2B SaaS or technology environments.
  • Expertise in forecasting, pipeline analytics, deal governance, and CRM management.
  • Experience working with product telemetry, customer usage data, or behavioral analytics platforms to inform GTM strategy.
  • Expertise in Excel, Salesforce, and Clari required.
  • Strong executive presence and ability to influence cross-functional stakeholders.
  • Exceptional analytical, communication, and leadership skills.
  • Experience in private equity-backed environments is a plus, especially with exposure to high-growth, performance-driven operating models.
Benefits
  • employee ownership
  • health insurance
  • 401k with matching contributions
  • disability insurance
  • paid-time off
  • growth opportunities

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
revenue operationssales operationsGTM strategyforecastingpipeline analyticsdeal governanceCRM managementaccount segmentationterritory definitionsbehavioral analytics
Soft skills
executive presenceinfluenceanalytical skillscommunication skillsleadership skillsmentoringcollaborationstrategic alignmentaccountabilityrisk mitigation