Director, GTM Operations, Global Sales Plays
About this role
At Anaplan, we are a team of innovators focused on optimizing business decision-making through our leading AI-infused scenario planning and analysis platform so our customers can outpace their competition and the market.
What unites Anaplanners across teams and geographies is our collective commitment to our customers’ success and to our Winning Culture.
Our customers rank among the who’s who in the Fortune 50. Coca-Cola, LinkedIn, Adobe, LVMH and Bayer are just a few of the 2,400+ global companies who rely on our best-in-class platform.
Our Winning Culture is the engine that drives our teams of innovators. We champion diversity of thought and ideas, we behave like leaders regardless of title, we are committed to achieving ambitious goals, and we love celebrating our wins – big and small.
Supported by operating principles of being strategy-led, values-based and disciplined in execution, you’ll be inspired, connected, developed and rewarded here. Everything that makes you unique is welcome; join us and let’s build what’s next - together!
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 Impact
Own 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.
Our Commitment to Diversity, Equity, Inclusion and Belonging (DEIB)
We believe attracting and retaining the best talent and fostering an inclusive culture strengthens our business. DEIB improves our workforce, enhances trust with our partners and customers, and drives business success. Build your career in a place where diversity, equity, inclusion and belonging aren’t just words on paper – this is what drives our innovation, it’s how we connect, and it contributes to what makes us a market leader. We believe in a hiring and working environment where all people are respected and valued, regardless of gender identity or expression, sexual orientation, religion, ethnicity, age, neurodiversity, disability status, citizenship, or any other aspect which makes people unique. We hire you for who you are, and we want you to bring your authentic self to work every day!
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive equitable benefits and all privileges of employment. Please contact us to request accommodation.
Fraud Recruitment Disclaimer
It has come to our attention that fraudulent and fictitious job opportunities are being circulated on the Internet. Prospective candidates are being contacted by certain individuals, mainly through telephone calls, emails and correspondence, claiming they are representatives of Anaplan. The main purpose of these correspondences and announcements is to obtain privileged information from individuals.
Anaplan does not:
- Extend offers to candidates without an extensive interview process with a member of our recruitment team and a hiring manager via video or in person.
- Send job offers via email. All offers are first extended verbally by a member of our internal recruitment team whenever possible and then followed up via written communication.
All emails from Anaplan would come from an @anaplan.com email address. Should you have any doubts about the authenticity of an email, letter or telephone communication purportedly from, for, or on behalf of Anaplan, please send an email to people@anaplan.com before taking any further action in relation to the correspondence.
Candidate data processed during our recruitment activities is handled in accordance with our Candidate Privacy Notice. This may include the use of artificial intelligence or automated tools to assist our team in evaluating qualifications.
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