Director, GTM Strategy & Operations

Job Description:

We are Omnissa! 
Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. We integrate industry-leading solutions—including Unified Endpoint Management, Virtual Apps and Desktops, Digital Employee Experience, and Security & Compliance—into a seamless, autonomous workspace that adapts to how people work. Our platform boosts employee engagement while optimizing IT operations, security, and cost.
Guided by our Core Values—Act in Alignment, Build Trust, Foster Inclusiveness, Drive Efficiency, and Maximize Customer Value—we’re growing rapidly and committed to delivering meaningful impact. If you're passionate about shaping the future of work, we’d love to hear from you

What is the opportunity?
We are seeking a strategic and execution-focused Director, GTM Strategy & Operations to partner closely with Sales, Marketing, Customer Success, Finance, Product and Channel teams. This role is critical in driving operational excellence across forecasting, pipeline management, deal governance, and CRM hygiene. The ideal candidate will bring strong expertise in enterprise sales/revenue operations, a passion for data-driven decision-making, and a collaborative mindset to partner across GTM functions.  This position reports to the Vice President of Revenue Strategy & Operations and works closely with regional sales leadership and global RevOps peers. Here’s More:
 

Leadership & Strategy 

• 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, while driving accurate forecasting, business planning, and executional rigor. 

• 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 to surface at-risk accounts, identify growth opportunities, and activate recompete motions. 

• 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. 
   

Forecasting & Pipeline Management 

• 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, forecast accuracy, and resource alignment with growth potential.    
   

Deal Governance & Execution 

• 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. 

• Support strategic deal structuring and negotiation readiness. 
   

CRM Hygiene & Enablement 

• Ensure Salesforce and related systems reflect accurate, timely, and complete data across the funnel. 

• Drive adoption of CRM best practices across GEO teams. 

• Partner with enablement to train and reinforce operational excellence in CRM usage including AI-powered workflows and recompete strategies. 
   

Team Development 

• Build, lead, and mentor a high-performing team across regions. 

• Foster a culture of accountability, collaboration, and continuous improvement. 

What will you bring to Omnissa?
 

• 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. 

Location: Remote USA
Travel Expectations: 25% travel expected for QBRs, Leadership Off sites, HQ, etc
Education: Bachelor’s preferred, or equivalent combination of education and relevant professional experience.

The typical base salary for this role is between USD $180,000 - 220,000 per year and it may be eligible for participation in a corporate bonus program. Actual compensation offer may vary from posted hiring range based upon geographic location, work experience, education, skill level, or other relevant factors. In addition to competitive compensation, Omnissa offers a variety of benefits such as employee ownership, health insurance, 401k with matching contributions, disability insurance, paid-time off, growth opportunities, and more.
 
Omnissa is an Equal Employment Opportunity company and Prohibits Discrimination and Harassment of Any Kind:
Omnissa is committed to the principle of equal employment opportunity and to providing a work environment free of discrimination and harassment. All employment decisions at Omnissa are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, ancestry, ethnicity, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past, present, or prospective service in the uniformed services, family medical history or genetic information, family or parental status, veteran status, or any other status protected by applicable laws or regulations in the locations where we operate. Omnissa will not tolerate discrimination or harassment based on any of these characteristics. Omnissa welcomes applicants of all ages. Omnissa will provide reasonable accommodations to applicants and employees who have protected disabilities consistent with applicable federal, state and local law.

This job requisition is not eligible for employment-based immigration sponsorship by Omnissa.