Job DescriptionReporting to the VP, Strategic Revenue Engagements, the Director, Global 360 Lead will be the primary subject matter expert and global orchestrator for complex, cross-geography 360 deal strategy. You'll anticipate customer needs, design and validate deal structures ahead of escalation, and lead end-to-end strategy for cross-geography 360 opportunities that span multiple business units, regions, and business-enabling functions while balancing OPEX investment, risk considerations, NNACV growth, and long-term profitability.
As the Global 360 Lead, you'll serve as the primary SME for complex global deal structuring and construct design, including Buy From strategy and execution. You'll maintain cross-business unit (BU) intelligence, proactively identify emerging deal patterns and natural buying events globally, drive cross-functional alignment on multi-BU deal threads, and evolve the global 360 deal execution playbook to improve GTM efficiency, accelerate deal velocity, prevent value leakage, and drive consistency across all geographies.
Priorities & Responsibilities
Lead cross-geography deal strategy
- Lead end-to-end strategy for complex 360 deals; anticipate customer needs and act ahead of escalation to prevent deal stalls.
- Serve as SME for complex global deal structuring and construct design, engaging early on high-complexity transactions.
- Shape Buy From strategy for global 360 opportunities, aligning internal business commitments, procurement dynamics, investment trade-offs, and sales objectives.
- Proactively build and validate business cases for high-value global transactions; maintain operational rigor on deal economics, financial constructs, OPEX investment, and NNACV impact.
- Maintain cross-BU intelligence and proactively identify emerging deal patterns and strategic opportunities globally.
- Own the global portfolio view of active and emerging 360 opportunities, including intake, qualification, prioritization, patterns, blockers, whitespace, and unified visibility across geographies, functions, and business units.
- Drive cross-functional alignment on multi-BU deal threads; productively resolve blockers before they derail deals.
- Prepare executive-ready recommendations on deal strategy, trade-offs, risks, and approval paths for the most complex global opportunities.
Own and continuously evolve the global 360 deal execution playbook
- Build and push best practices to the field proactively; create alignment on deal execution standards across geographies.
- Define the global governance and intake model for identifying, qualifying, prioritizing, and routing 360 opportunities consistently across regions
- Enable Geo Leads with repeatable guidance, templates, decision frameworks, and coaching to drive consistent execution while adapting to local market needs.
- Continuously surface and operationalize natural buying events, renewal cycles, and expansion opportunities to drive incremental global pipeline and avoid value leakage from unplanned or misaligned deal activity.
- Establish an operating cadence with Geo Leads and key stakeholders to inspect pipeline, deal quality, execution risks, and required interventions.
- Lead strategic partner (SI/Spend/SPC) engagement on Large Global Programs; proactively engage on complex partnership constructs.
Build deep cross-functional relationships and maintain executive alignment
- Cultivate trusted relationships with business owners and executive sponsors across the enterprise to support proactive deal engagement and GTM alignment.
- Serve as the global liaison across business-enabling functions such as Product Engineering, Global Cloud Services, Finance, Legal, Global Sourcing, Revenue Accounting, and executive sponsors when 360 activity requires enterprise-wide alignment.
- Act as a strategic advisor across functions, translating business goals into actionable deal strategy and construct recommendations.
- Partner closely with Finance, Revenue Accounting, Global Sourcing, Legal, and other stakeholders to streamline deal approval and execution pathways.
- Own escalation management for complex cross-functional blockers that span Finance, Legal, Product, Sourcing, Revenue Accounting, and executive sponsors.
Drive continuous improvement and insights generation
- Lead post-mortems and insights generation for closed global 360 deals, translating outcomes into scalable process improvements, approval pathway refinements, and strategy updates that reduce repeat friction.
- Identify commercial innovations, partnership models, and deal constructs that can be scaled globally based on what is working in-market.
- Own and continuously evolve the global 360 deal execution playbook; push best practices to the field proactively.
- Evolve frameworks such as decision matrices, budgeting guidance, and approval processes to enable faster, smarter deal execution.
Qualifications- 12+ years in Strategic Sales, GTM Strategy, Deal Strategy, or GTM Finance, ideally in SaaS or enterprise technology.
- Proven experience managing complex, cross-functional transactions with executive-level stakeholders across multiple business units and geographies.
- Deep understanding of internal business functions (Finance, Legal, Product, Engineering) and their decision-making processes.
- Experience designing deal structures, validating business cases, and managing deal economics at scale.
- Demonstrated ability to build and maintain trust across matrixed organizations; experience influencing without direct authority.
- Exceptional program management skills with the ability to manage multiple stakeholders, timelines, and priorities simultaneously.
Skills and Attributes
- Strategic thinker with a bias for execution and measurable outcomes.
- Skilled at building trust and influence across matrixed, global organizations.
- Analytical and structured, with a process-oriented mindset.
- Strong communicator-able to synthesize and present complex issues clearly to C-level and operational stakeholders.
- Comfortable operating in ambiguity and helping bring clarity to others.
- Collaborative, proactive, and business outcome-focused.
- Intrinsically curious about business model innovation and emerging technologies.
- Team player of unquestionable integrity, credibility, and character.
- Experience in large global organizations; proven ability to establish trust-based relationships across geographies and functions.
- Strong leadership, problem-solving, and decision-making abilities.
- Growth mindset with commitment to continuous learning and improvement.
Measure of Success
- Increased speed and effectiveness of global 360 deal execution across all geographies.
- Scaled adoption of 360 strategies, processes, and operating standards across the field.
- Proactive identification and qualification of high-value cross-geography opportunities ahead of field escalation.
- Strong feedback and trust from Elevate Complex Deal Leaders, geographic deal leads, and internal cross-functional stakeholders.
- Improved ability to balance investment discipline with revenue growth, including reduced value leakage and stronger alignment between OPEX commitments and NNACV outcomes.
- Demonstrated improvement in deal economics, construct quality, and execution rigor over time.
For positions in this location, we offer a base pay of
$192,600 - $280,100, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
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