Overview: Anaplan is looking for a Senior Director, GTM Excellence who will play a pivotal role in operationalizing and driving Anaplan’s GTM strategy and motions. This role will lead a team of ~10 people and be responsible for driving and activating our core GTM selling motions (Sales Plays, New Products), building a differentiated and world-class Seller (and GTM field) experience through streamlined processes and supporting technology, and designing and driving critical operational processes (e.g. account planning).  

This role will report to our SVP, GTM Strategy and Operations, be part of the GTM Operations senior leadership team, and be a key leader within the GTM organization with high visibility and engagement with the CRO and his leadership team. 

In collaboration with the GTM Leadership and the GTM Operations team, you will drive excellence in the GTM field organization.  

Key responsibilities: 

• Drive GTM launch readiness, and operationalize and activate delivery against goals for new products, underpinning our ambitious $500M multi-year product investment agenda 

• Drive launch readiness, operationalize, and activate delivery against goals for our Sales Plays – our differentiated selling value propositions aimed at solving high-impact, high value industry specific challenges for our customers through Anaplan   

• Drive thought leadership to shape and operationalize critical cross-GTM processes (e.g. account planning) in conjunction with our Sales, CS, Pre-Sales, Alliances, and Ops teams  

• Identify, analyze, and streamline our operational processes with the aim of driving field effectiveness and efficiency  

• Establish, report, and drive improvement of key metrics for assessing field effectiveness and traction of our key programs (e.g., field selling time, bookings outcomes for our products, sales plays) 

• Collaborate with product teams and product leadership to co-ordinate and align product capability roadmap with the ‘sales play’ roadmap 

• Shape and develop our overall Revenue Tech stack strategy and roadmap, including how/ where we can leverage AI to drive greater productivity and efficiency of our field teams 

• Facilitate executive meetings for decision making on our processes and tools – ensuring meetings are supported by the right fact-base, that the decisions and trade-offs are clearly articulated and that the decisions are clearly documented and followed through to implementation 

• Be a subject matter expert in our sales processes, methodology and operational processes  

Requirements 

To be successful in the role, you must possess the following skills: 

• 10-15 years of GTM, and GTM Operations experience with a Tech/ SaaS organization 

• 2-4 years of Management Consulting experience at a Big 4 consulting firm, is a plus but not a requirement  

• Bachelor’s degree in: Business, Engineering, Economics, Management, or Finance. A master’s degree or equivalent in Business Administration, Economics, Management would be advantageous but not essential 

• Demonstrated experience and impact from leading large, cross-functional programs 

• Demonstrated understanding and experience of analyzing and streamlining GTM / sales processes. Strong process-oriented mindset and skills  

• Demonstrated ability of having developed and driven initiatives to drive sales effectiveness and efficiency  

• Strong strategic planning and critical thinking with proven track record of strong business impact and outcomes 

• Strong problem solving and analytical skills (quantitative and qualitative), deliverable structuring, and excellent communication skills 

• Executive presence and communication, with ability to influence 

• Comfortable presenting in front of large groups 

• Proven track record of leading and developing high performance teams 

 

Organizational interlocks: 

• GTM Leadership and GTM Operations Leadership  

• Front Line Leadership, Individual Contributors, and Operations teams spanning Sales, Inside Sales, Customer Success, Alliances, Pre-Sales & other Sales Support, and Marketing 

• GTM Finance Business Partners 

• IT 

• Anaplan-on-Anaplan (AoA) 

• Product Strategy 

• Pricing