Anaplan seeks a
Director, GTM Operations, Global Sales Plays to lead our GTM programs function and turn GTM priorities into coordinated field execution and measurable pipeline impact. This is a highly cross-functional and cross-regional leadership role. The Director will work across Sales, Marketing, Product, Enablement, Partners, Finance, and Operations; and across our regional leadership teams to translate priorities into executable sales plays and programs that create pipeline, accelerate opportunities, and improve sales execution.
Success in this role requires more than strong program management. We are looking for an experienced GTM operator who has
been there, done that; someone who understands how complex global sales organizations actually operate, can navigate ambiguity and competing priorities, and has the judgment and bias for action required to move quickly from strategy to execution.
Reporting to the VP of Global GTM Strategy, Planning & Operations, this leader will manage a small, high-impact team and own the global Sales Plays portfolio from prioritization through execution, adoption, measurement, and continuous improvement.
Your ImpactOwn the Global Sales Plays Portfolio - Own the strategy, prioritization, and execution of Anaplan's global Sales Plays portfolio, with clear accountability for pipeline creation, pipeline acceleration, and revenue impact.
- Translate company, product, and GTM priorities into focused, actionable programs that the field can execute.
- Establish clear objectives, success metrics, owners, milestones, and operating rhythms for each program.
- Continuously assess program performance and make pragmatic decisions to scale, adjust, or stop initiatives based on results.
Drive Cross-Functional Execution - Orchestrate execution across Sales, Product, Marketing, Enablement, Partners, Finance, and Operations, ensuring teams move from alignment to action.
- Establish clear accountability across functions and actively resolve gaps, dependencies, and competing priorities that could slow execution.
- Connect product and application priorities with field execution, ensuring sales plays are supported by the right messaging, enablement, campaigns, data, and operating mechanisms.
- Build strong partnerships across functions while maintaining a bias toward decisions, action, and measurable outcomes.
Drive Global and Regional Alignment - Partner closely with regional Sales and Operations leadership to translate global priorities into effective regional execution.
- Balance global consistency with the realities of different markets, segments, customers, and regional priorities.
- Create strong feedback loops between the field and global teams to identify what is working, where execution is breaking down, and what needs to change.
- Surface regional insights and execution learnings to improve future GTM strategy and program design.
Build Execution Rigor - Create the operating cadence, governance, and visibility required to manage multiple high-priority initiatives simultaneously.
- Identify execution risks early, remove roadblocks, and drive decisions when ownership or direction is unclear.
- Use pipeline, conversion, adoption, win/loss, and other performance signals to assess impact and identify opportunities for improvement.
Your Qualifications 10+ years of experience in GTM Strategy & Operations, Sales Programs, Sales Strategy, Revenue Operations, or similar roles within SaaS or enterprise technology.
- Significant experience operating within a complex, global sales organization, ideally across multiple regions and customer segments.
- A demonstrated track record of taking major GTM initiatives from strategy through execution and measurable business impact.
- Exceptional ability to influence and align senior stakeholders across Sales, Product, Marketing, Enablement, Finance, Partners, and Operations.
- Comfortable making progress with incomplete information and evolving priorities rather than waiting for perfect clarity.
- Strong analytical judgment and the ability to connect program activity to pipeline, conversion, and revenue outcomes.
- Executive-level communication skills with the ability to simplify complex issues and drive clear decisions.
Base Salary Range:
$181,000-$244,000 USD
