Director, GTM Business Operations

Samsara

Director leading GTM Business Operations at Samsara, enabling growth in Commercial and Mid-market segments. Collaborating with sales leadership and driving strategic projects for strong business performance.

Posted 6/26/2026full-timeRemote • 🇺🇸 United StatesLead💰 $148,680 - $265,500 per yearWebsite

Tech Stack

Tools & technologies

Tableau

About the role

Key responsibilities & impact

Act as the strategic owner of the Commercial and Mid-market business segments, developing a deep understanding of customer segments, sales performance, product-market fit, competitive landscape, and operational drivers to identify key levers for growth.
Represent the voice of the Commercial and Mid-market business segments, synthesizing field feedback and market intelligence to inform broader company strategy, product roadmap decisions, and customer-facing programs.
Drive and track the execution of cross-functional investments within the business.
Lead complex strategic projects with urgency and clarity, such as new segment launches or field productivity improvements.
Serve as the trusted advisor to Commercial and Mid-market business sales leadership, supporting annual and quarterly planning, territory design, goal setting & forecasting, performance reviews, sales metrics, and in-quarter execution to help teams consistently beat targets.
Develop executive-ready presentations and recommendations, regularly briefing senior leadership and influencing high-impact decisions at the company-wide level.
Identify and recommend improvements to optimize sales performance and help Sales leaders hit their number.
Own the rhythm of the business, including quarterly business reviews, monthly market updates, annual planning, and forecasting processes with a focus on insights, decision-making, and accountability.
Own your own analytics and insights, independently pulling and transforming data across multiple sources (e.g., Salesforce, Databricks, Gong, Tableau) to uncover trends, diagnose root causes, and support data-driven decision making—bringing both technical rigor and business acumen to your analyses.
Leverage AI and automation tools to accelerate impact, using capabilities such as AI-driven forecasting, workflow automation, and generative insights to improve operational efficiency, reduce manual effort, and uncover new growth opportunities faster than ever before.
Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices
Hire, develop and lead an inclusive, engaged, and high performing team

Requirements

What you’ll need

10+ years of experience in Consulting, Strategy, Finance, Business Operations, or Sales Strategy & Operations
Ownership mindset with willingness to shape end-to-end outcomes of the market
Experience in building trusting relationships and influencing others (incl. executive audiences)
Experience working with executive leadership and partnering with sales leadership
Highly organized with exceptional attention to detail and the ability to manage multiple projects on a tight deadline
Strong analytical and logical reasoning skills; deep sense of curiosity
Strong bias for action
Able to convey complex ideas in a clear, concise manner both verbally and in writing
Ability to coach and grow a team of highly motivated, highly skilled business operations associates and managers
Bachelor’s degree

Benefits

Comp & perks

Comprehensive health and parental leave plans
Professional development stipend
Flexible, employee-led remote model
Opportunities for above-market compensation based on performance

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

data analysissales performance optimizationforecastingproject managementstrategic planningmarket intelligencebusiness operationsanalyticsAI-driven forecastingworkflow automation

Soft Skills

ownership mindsetrelationship buildinginfluencingorganizational skillsattention to detailanalytical reasoningcuriositycommunicationcoachingteam leadership