Job Description

Zendesk is looking for a Director of GTM M&A Strategy and Integration to lead go-to-market strategy and execution for acquired businesses, new product motions, and complex cross-functional GTM transformations.

This role sits at the intersection of Sales Strategy, Corporate Development, Revenue Operations, Enablement, Product Marketing, Deal Desk, Legal, IT, and regional GTM leadership. You will help translate acquisition strategy into durable field execution: clear sales motions, operating models, routing rules, enablement plans, reporting, quoting processes, partner readiness, and launch governance.

The ideal candidate is a strategic operator who can move fluidly from executive-level integration planning to detailed execution follow-through. You should be comfortable resolving ambiguity, aligning senior stakeholders, building operating mechanisms, and ensuring acquired products and teams are successfully integrated into Zendesk's GTM engine.

What you'll be doing
• Lead GTM integration strategy for acquired companies, including sales motion design, coverage model, role clarity, handoff model, operating cadence, and field adoption plan
• Coordinate and manage the DD process for GTM stakeholders, including our CRO and sales SVPs
• Translate M&A strategy into executable GTM workstreams by partnering across Sales, Sales Ops, Enablement, Product Marketing, Legal, and IT,
• Own the GTM integration roadmap, including launch milestones, dependency tracking, decision logs, blocker escalation, and executive reporting
• Define and operationalize new sales motions for acquired products, including RoE, inbound routing, partner motions, and customer expansion paths
• Establish launch readiness criteria for acquired products and new GTM motions, including systems readiness, seller readiness, support model, customer journey, reporting, and adoption metrics
• Identify and close execution gaps across integration workstreams, ensuring durable functional owners are in place before work transitions out of the integration phase
• Build repeatable playbooks for future GTM integrations, including Day 1 / Day 30 / Day 90 planning, stakeholder governance, workstream ownership, launch readiness, and post-launch inspection

What you bring
• 7+ years of experience in GTM strategy, corporate strategy, M&A integration, consulting due dilligence, or a similar strategic operating role
• Experience leading GTM integration, sales transformation, new product launch, pricing / packaging rollout, or complex cross-functional revenue programs in a B2B SaaS environment
• Strong understanding of enterprise GTM motions, including direct sales, specialist sales, xDR / BDR motions, inbound routing, partner / channel motions, renewals, expansion, and customer migration
• Ability to turn ambiguous business problems into clear operating models, workstreams, owners, timelines, and decision frameworks
• Strong executive communication skills, including the ability to synthesize complex cross-functional issues into crisp recommendations and tradeoffs
• Strong program leadership skills, including milestone management, dependency tracking, risk management, stakeholder alignment, and escalation management
• Bias for action and ownership: you can operate in ambiguity, identify gaps, pull the right people together, and drive decisions without waiting for perfect process

Preferred qualifications
• Experience with DDs or post-acquisition integration in a SaaS, enterprise software, or technology environment
• Experience with pricing and packaging changes, usage-based or outcome-based pricing models, SKU transitions, or quote-to-cash transformation
• Experience supporting AI, CX, CRM, customer service, or enterprise workflow products
• Experience building repeatable M&A integration playbooks or GTM launch readiness frameworks
• Experience working with global sales organizations and regional GTM leaders

The US annualized base salary range for this position is $224,000.00-$336,000.00. This position may also be eligible for bonus, benefits, or related incentives. While this range reflects the minimum and maximum value for new hire salaries for the position across all US locations, the offer for the successful candidate for this position will be based on job related capabilities, applicable experience, and other factors such as work location. Please note that the compensation details listed in US role postings reflect the base salary only (or OTE for commissions based roles), and do not include bonus, benefits, or related incentives.