Head of Sales Strategy, Global GTM

About the role

You’ll lead the Sales Strategy team inside our Central GTM Strategy, Operations & Analytics organization, with a global scope across our full solution portfolio. That breaks into three things. You’ll design the sales strategy for our solution portfolio from defining the core sales motions, who we target with them - across personas, segments, industries, and geographies - how we execute, including how the field and channel are orchestrated and which sales assets and programs support them; how we respond to competitor moves, and how we measure progress, through the KPIs and OKRs the business is run against. You’ll be the connective tissue across Product, Marketing, Finance, Sales, Regional Sales Strategy, Customer Success, Enablement, and Operations, so that every GTM lever is tuned to drive execution success at scale rather than each function optimizing its own piece. Where a product, segment, or region is pacing behind its aspiration, you’ll co-own the plan to close the gap with the sales strategy partners for that part of the business, and stay with it until it does. And you’ll own the signal. Your team will synthesize what the field and our customers are telling us, alongside pipeline and performance data, into a clear view of what’s working, what isn’t, and the systemic issues we need to solve to grow faster. You’ll lead the cross-functional steering committees where GTM strategy gets decided, and you’ll be accountable for those forums producing decisions rather than updates.

Solution sales strategy

• Define the core sales motions for our solutions portfolio, and decide which ones the global field prioritizes
• Define who we target with each motion: the personas, segments, industries, and geographies where we invest, and the reasoning behind those choices
• Design how each motion is executed, including how field and channel roles are orchestrated and which sales assets and programs the field needs, and partner with Marketing and Enablement to produce them
• Own how we compete: competitive positioning for the field, and the design and rollout of compete and takeout campaigns
• Define how we measure progress on each motion, including the KPIs and OKRs, and partner with Operations & Insights to instrument and report them

Cross-functional GTM alignment

• Act as the connective tissue across Product, Marketing, Finance, Sales, Regional Sales Strategy, Customer Success, Enablement, and Operations so that each function’s plans support the same product and solution outcomes
• Bring the field’s perspective into product launch and roadmap decisions, and translate product decisions into changes to sales strategy
• Co-own recovery plans with sales strategy partners when a product, segment, or region is pacing behind its aspiration, and drive follow-through until it is back on track

Signal, insight, and executive alignment

• Synthesize field and customer signal with pipeline and performance data into a regular point of view on what is and isn’t working and the systemic issues behind it
• Stand up quick-turn strategic analyses for GTM leadership on questions that need a defensible answer in days rather than quarters
• Lead cross-functional GTM strategy steering committees: set the agenda, frame the decisions, drive follow-through on what’s decided
• Serve as a thought partner to the Head of GTM Strategy, Operations & Analytics and to commercial leadership on sales strategy

Team leadership

• Lead and develop the Sales Strategy team, including hiring, setting priorities across the pillars above, and setting the bar for the rigor of the team’s work