Sr. Director, GTM Operations

We're looking for an experienced Go-to-Market operations professional to join our Revenue Operations team.

Revenue Operations team members work across Smartsheet to drive and enable the growth of the business. We lead mission critical, cross-functional efforts, deliver objective analysis and insights, and execute on important initiatives in support of the World Wide Field Operations team (WWFO).

In this role, you will partner closely with senior WWFO leaders on high-impact strategic growth initiatives related to process, systems, people and data. This is a unique opportunity to have a direct impact in shaping Smartsheet's long term growth strategy and act as a voice to scale a category-defining company. The ideal candidate is highly analytical and proactive, comfortable in thinking about and communicating business initiatives, and willing to get into operational details with a results-driven approach.

In 2005, Smartsheet was founded on the idea that teams and millions of people worldwide deserve a better way to deliver their very best work. Today, we deliver a leading cloud-based platform for work execution, empowering organizations to plan, capture, track, automate, and report on work at scale, resulting in more efficient processes and better business outcomes.

You will report to our SVP of Revenue Operations located in our Bellevue, WA office, or you may work remotely from anywhere in the US where Smartsheet is a registered employer.

You Will:

Strategic Planning & Execution

• Identify, own, and execute on strategic initiatives to accelerate Smartsheet's revenue growth, working cross-functionally across Sales, Customer Excellence, Finance, Marketing, Product, Enablement and Operations
• Help define Smartsheet's Field Team 3-5 year growth strategy acting as a partner to our WWFO leadership team and the executive team
• Lead the annual WWFO business planning process and Product/Sales Interlock
• Partner with the Strategy and Analytics team to provide input into the WWFO annual plan including determining account segmentation, pipeline targets, organizational design, account coverage, capacity model, territory assignment, quotas, and compensation plans
• Partner with Marketing and SDR teams to formulate and track leading and lagging indicators that will drive healthy pipeline growth
• Support the Corporate Operations team in M&A GTM planning and execution pre and post acquisition
• Support the Product and Product Marketing team in GTM planning and execution for new products and offerings
• Design, develop and roll out forecasting and pipeline management methodology and process in partnership with the Field Systems and Analyst teams
• Partner with the Pricing and Packaging team to develop and roll out best practices and strategies to maximize opportunity win rate and average selling price

Cross-Functional Alignment & Leadership

• Serve as the connective tissue of a cross-functional team (including SDR, Sales, CE, Product, Marketing, Finance, People, and other internal groups, etc.), working to share knowledge, best practices and drive people towards a common goal
• Establish highly repeatable and scalable sales processes, automation and reporting methodology that can be implemented across regions and departments.
• Lead regular C-Level executive presentations.
• Inspire teams to break organizational assumptions and challenge status quo
• Work across the organization to ensure we are translating insights and recommendations into action and impact
• Manage a small team of program managers

You Have:

• 15+ years of experience in strategy, operations, sales leadership, consulting, or similar roles within a high growth (30-50%+ YoY) enterprise SaaS environment.
• Experience building and managing teams
• Experience in international growth into regions such as EMEA, Japan and others.
• Proven business partnership with executive leadership and internal stakeholders/customers
• Demonstrated thought leadership in areas of functional experience
• Experience developing and rolling out opportunity forecasting processes and methods
• Exceptional communication skills - written and verbal
• Experience working closely with senior executives to solve challenging business problems; Ability to credibly and compellingly present and debate recommendations with senior leadership
• Analytical fluency, structured thinking, and strong problem solving fundamentals
• Ownership mindset and eagerness to solve big, ambiguous challenges
• Comfortable with data and ambiguity; able to both delve into the details and operational tactics, and engage meaningfully on the big picture or overall strategy
• A process-oriented mindset and ability to lead people to get things done

Perks & Benefits:

• HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees
• Equity - Restricted Stock Units (RSUs) with all offers
• Lucrative Employee Stock Purchase Program (15% discount)
• 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 Incidental Sick Leave
• Up to 24 weeks of Parental Leave
• Personal paid Volunteer Day to support our community
• Opportunities for professional growth and development including access to LinkedIn Learning online courses
• Company Funded Perks, including a counseling membership, primary care membership, local retail discounts, and your own personal Smartsheet account
• Teleworking options from any registered location in the U.S. (role specific)
• 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

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 and RSU stock grant upon accepted offer. 

California & New York: $189,000 - $264,600

All other US States: $175,000 - $245,000

Equal Opportunity Employer:

Smartsheet is an Equal Opportunity Employer committed to fostering an inclusive environment with the best employees. We provide employment opportunities without regard to any legally protected status in accordance with applicable laws in the US, UK, Australia, Costa Rica, and Germany. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.

At Smartsheet, we strive to build an inclusive environment that encourages, supports, and celebrates the diverse voices of our team members who also represent the diverse needs of our customers. We're looking for people who are driven, authentic, supportive, effective, and honest. You're encouraged to apply even if your experience doesn't precisely match our job description—if your career path has been nontraditional, that will set you apart. At Smartsheet, we welcome diverse perspectives and people who aren't afraid to be innovative—join us!