Director, GTM Strategy & Operations

Job Description:

We are Omnissa!

Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from-anywhere experiences. We integrate industry-leading solutions – including Unified Endpoint Management, Virtual Apps and Desktops, Digital Employee Experience, and Security & Compliance – into a seamless, autonomous workspace that adapts to how people work. Our platform boosts employee engagement while optimizing IT operations, security, and cost.

Guided by our Core Values –
Act in Alignment, Build Trust, Foster Inclusiveness, Drive Efficiency, and Maximize Customer Value – we’re growing rapidly and committed to delivering meaningful impact. If you’re passionate about shaping the future of work, we’d love to hear from you.

We are seeking a strategic and execution-focused Director, GTM Strategy & Operations to partner closely with Sales, Marketing, Customer Success, Finance, Product and Channel teams. This role is critical in driving operational excellence across forecasting, pipeline management, deal governance, and CRM hygiene. The ideal candidate will bring strong expertise in enterprise sales/revenue operations, a passion for data-driven decision-making, and a collaborative mindset to partner across GTM functions.

This position reports to the Vice President of Revenue Strategy & Operations and works closely with regional sales leadership and global Rev Ops peers.

• Support global enterprise sales leaders with operational insights and execution.
• Partner cross-functionally with Sales, Marketing, Finance, Strategy, and Channel teams to align go-to-market strategy across direct and indirect sales motions, while driving accurate forecasting, business planning, and executional rigor.
• Develop and implement scalable processes to support enterprise growth and efficiency.
• Develop and optimize GTM strategies that enhance win rates, accelerate renewals, and drive expansion by leveraging product telemetry and usage insights to surface at-risk accounts, identify growth opportunities, and activate recompete motions.
• Collaborate with Product and Data Science teams to operationalize AI models that surface churn risk, competitive threats, and upsell signals.
• Enable sales teams with actionable data, playbooks, and tools to engage and win back at-risk or lost accounts.

• Own the forecasting cadence and methodology across GEOs, ensuring accuracy and accountability.
• Drive pipeline health reviews, stage progression analysis, and risk mitigation strategies.
• Deliver executive-level reporting and insights on pipeline trends and forecast performance.
• Support territory planning, segmentation, and account prioritization to improve pipeline coverage, forecast accuracy, and resource alignment with growth potential.

• Lead deal review processes to ensure compliance, pricing integrity, and strategic alignment.
• Partner with legal, finance, and product teams to streamline deal execution and approvals.
• Support strategic deal structuring and negotiation readiness.

• Ensure Salesforce and related systems reflect accurate, timely, and complete data across the funnel.
• Drive adoption of CRM best practices across GEO teams.
• Partner with enablement to train and reinforce operational excellence in CRM usage including AI-powered workflows and recompete strategies.

• Build, lead, and mentor a high-performing team across regions.
• Foster a culture of accountability, collaboration, and continuous improvement.

• 15+ years of experience in revenue operations, sales operations, or GTM strategy roles, with a focus on enterprise sales.
• Fluent in AOP, comp design/commissions, quota allocation, account segmentation and territory definitions.
• Proven success leading global operations teams in high-growth B2B SaaS or technology environments.
• Expertise in forecasting, pipeline analytics, deal governance, and CRM management.
• Experience working with product telemetry, customer usage data, or behavioral analytics platforms to inform GTM strategy.
• Expertise in Excel, Salesforce, and…