Sr. Director, GTM Strategy and 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.

Smartsheet is seeking a Sr. Director, GTM Strategy and Operations responsible for the GTM Sales Model planning, ongoing sales operations, sales analytics including software bookings, pipeline coverage, operational flow on lead to order. Reporting to the SVP, Global Revenue Operations, the successful candidate will foster close working relationships with key stakeholders across the company to ensure the organizations operate efficiently and successfully.

You Will:

• Strategic Partnership: Partner on a day to day basis with the SVP, Revenue Operations and collaborate very closely with many other senior leaders across the business from CEO and CRO, downwards. to drive the execution of GTM strategies that enable the business to continue accelerated growth.

• Objective Alignment: Support the implementation of organizational objectives that lead to a growth agenda, such as improved instrumentation, improved field productivity, reduced friction in processes.

• Global Scalability: Support global strategy development and play a key role in international expansion ensuring that we have the correct extended team members in a repeatable POD like structure and infrastructure ready for deployment.

• Acceleration Roadmap: Prioritize the roadmap of key initiatives related to sales acceleration, pipeline optimization, and market penetration.

• Cross-Functional Pursuit: Evaluate and oversee the implementation of cross-functional processes that ensure the efficient pursuit and closure of high-value sales opportunities.

• Lifecycle Implementation: Oversee the optimization of the initial sales lifecycle. Work with Marketing and Sales leadership to drive efficiency through systems and processes, from lead generation through the point of order management.

• Sales Enablement: Partner with the Sales Enablement Lead to analyze requirements across the GTM team and ensure (in partnership) that the curriculum has the correct design elements to support requirements in improving productivity

• Marketing Orchestration: Ensure the efficacy, tracking, and measurement of cross-functional marketing programs to ensure high-quality lead flow and marketing attribution.

• Forecasting & Budgeting: Maintain high levels of quality, accuracy, and process consistency in Sales Forecasting and Budgeting approaches used by the GTM organization.

• Incentive Design: Responsible for the creation and administration of compensation plans across Sales teams, ensuring the company’s financial objectives are optimally allocated to all sales channels through the quota program.

• Capacity & Resource Planning: Provide capacity planning and forecasting insight for hiring needs, coverage models, and team configurations in order to maximize sales territory productivity.

• Process Excellence: Partner with senior sales leadership to identify opportunities for sales operations process improvements, reducing friction in the contracting and quoting (CPQ) process.

• Intelligence & Reporting: Provide sales reporting and other internal intelligence to the GTM organization, developing new reporting tools that provide real-time visibility into pipeline health.

You Have:

• 8+ years Sales, sales operations, business planning, and management experience in a SaaS business-to-business sales environment.

• Experience in supporting the scaling of business internationally.

• Experience working for both publicly traded and PE owned companies

• Proven experience leading complex process improvement initiatives.

• Demonstrated ability to build productive relationships across functions.

• Proven track record of significant impact through strategy execution and management.

• Experience managing or leading strategy and operations teams at scale.

• Experience successfully managing analytically rigorous corporate initiatives.

• Four-year college degree from an accredited institution; masters in business administration (MBA) or equivalent preferred.

Current US Perks & Benefits:

• Medical/vision and dental coverage options for full-time employees

• 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)

• Monthly stipend to support your work and productivity

• Flexible Time Away Program, plus Sick Time Off

• US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans

• US employees receive 12 paid holidays per year

• Up to 24 weeks of Parental 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, local retail discounts, and your own personal Smartsheet account

• Teleworking options from any registered location in the U.S. (role specific)

Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity.

US Base Salary Pay Range
$205,000—$265,000 USD

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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