Director, GTM Operations

For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday.

We are seeking an experienced and strategic Director, Go-To-Market (GTM) Operations to lead GTM initiatives, analytics, and business operations functions supporting our EMEA GTM leadership team. This role will be responsible for shaping our GTM strategy, driving market success, and aligning with a team that provides critical support to our EMEA theater sales leadership team. The ideal candidate will possess a strong analytical mindset, exceptional leadership skills, a proven track record of developing and executing successful GTM strategies.

This role is part of the GTM Operations Team and is based at Smartsheet in London, UK (hybrid or UK, remote eligible) and reports to a Sr. Director, Planning & Analytics.

Key Responsibilities:

• Strategic Leadership:

• Develop and execute comprehensive GTM strategies aligned with company objectives and regional market needs.

• Collaborate with cross-functional teams, including product, sales, and marketing, to ensure cohesive execution of GTM plans.

• Provide strategic recommendations based on market research, competitive analysis, and performance metrics.

• Analytics and Insights:

• Oversee the development and implementation of robust analytics frameworks to measure GTM effectiveness and ROI.

• Utilize data-driven insights to inform decision-making and optimize GTM strategies.

• Monitor and analyze market trends, customer behavior, and competitive landscape to identify opportunities and threats.

• Regional Support:

• Act as the primary liaison between the central GTM strategy team and regional leaders, providing guidance and support tailored to regional market conditions.

• Address regional challenges and opportunities by adapting GTM strategies to fit local requirements and preferences.

• Facilitate the sharing of best practices and success stories across regions to drive consistency and excellence.

• Oversee the annual planning process and partner with regional leaders and the broader revenue operations team to ensure alignment on planning initiatives.

• Steward analytics resources to ensure regional leaders have the support and resources they need to make data driven decisions when running their businesses.

• Performance Tracking and Reporting:

• Establish and monitor KPIs to assess the effectiveness of GTM strategies and initiatives.

• Prepare and present regular performance reports and strategic recommendations to senior management.

• Implement continuous improvement processes based on performance data and feedback.

• Spearhead a regular business review cadence for regional leaders with support of revenue analysts.

• Team Management and Collaboration:

• Manage a local analyst dedicated to supporting regional leaders, and work with the broader analyst team to generate new data sets to support insights

• Foster a collaborative and high-performance work environment, setting clear goals and performance metrics for team members.

• Ensure effective communication and alignment between the central GTM operations team and regional leaders.

• Rhythm of the Business

• Support the QBR Process

• Support the forecasting and pipeline cadence

• Perform other duties as assigned

You have:

• Bachelor’s degree in Business, Marketing, Analytics, or a related field; MBA or advanced degree preferred.

• 8+ years of experience in GTM strategy, business analytics, or a related field, with a demonstrated track record of success.

• Proven experience in leading and managing teams, with a strong ability to mentor and develop talent.

• Exceptional analytical skills with the ability to translate complex data into actionable insights.

• Strong understanding of market dynamics, customer segmentation, and competitive analysis.

• Excellent communication, presentation, and interpersonal skills.

• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.

• Proficiency in analytics tools and platforms, such as Tableau, Snowflake, or similar.

• Legally eligible to work in the UK on an ongoing basis

Perks & Benefits:

• Employer-paid Private Medical and Dental, additional cost for family members

• Monthly contributions toward your pension

• Monthly stipend to support your work and productivity

• 25 days paid for Holiday + Bank Holidays + Flexible Time Away Program

• 20 weeks fully paid Maternity Leave

• 12 weeks fully paid Paternity/Adoption Leave

• Personal paid Volunteer Day to support our community

• Opportunities for professional growth and development including access to Udemy online courses

• Company Funded Perks including a counseling membership, salary sacrifice options, and your own personal Smartsheet account.

• Teleworking options from any registered location in the UK (role specific)

Get to Know Us:

At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together.

Equal Opportunity Employer:

Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, and India. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.

If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.

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