Zendesk, Inc.
We are seeking a **Director of GTM Operations** to lead two critical pillars of our go-to-market organization: **Compensation Operations** and **Strategic Business Operations**. This individual will be instrumental in operationalizing GTM strategy, optimizing performance, and driving alignment across Sales, Marketing, Customer Success, and Finance.* Lead end-to-end compensation operations, including:* + Annual planning and design support
+ Quota deployment and attainment tracking
+ Territory mapping and assignments
+ Monthly/quarterly payout processing* Drive compensation tooling and process automation* Establish compensation governance frameworks, audit trails, and compliance processes and policies.* Partner with Sales Leadership, HR, and Finance to ensure comp plans align with GTM strategy and company goals.* Serve as subject-matter expert on incentive comp design, dispute resolution, and change management.* 8–12+ years of experience in GTM Operations, Business Operations, Sales Strategy, or Revenue Operations.* Deep expertise in Sales/GTM Compensation Operations.* Strong experience in business planning, forecasting, reporting, and process design.* Exceptional analytical skills; comfortable working with financial models, BI tools, and large datasets.* Proven ability to lead complex, cross-functional projects with executive visibility.* Excellent written and verbal communication; able to influence across levels and functions.* Familiarity with sales motion models (enterprise, PLG, channel) is a plus.* Tools experience preferred: Salesforce, Xactly, Looker/Tableau, Clari, Excel/Google Sheets.* A strategic mindset with the ability to zoom in and out between tactical execution and long-term vision.* Strong operational intuition — you know what good looks like and how to build it.* Confidence in leading through ambiguity and scaling operations in high-growth or evolving environments.* A collaborative, low-ego approach to problem solving. #J-18808-Ljbffr
+ Quota deployment and attainment tracking
+ Territory mapping and assignments
+ Monthly/quarterly payout processing* Drive compensation tooling and process automation* Establish compensation governance frameworks, audit trails, and compliance processes and policies.* Partner with Sales Leadership, HR, and Finance to ensure comp plans align with GTM strategy and company goals.* Serve as subject-matter expert on incentive comp design, dispute resolution, and change management.* 8–12+ years of experience in GTM Operations, Business Operations, Sales Strategy, or Revenue Operations.* Deep expertise in Sales/GTM Compensation Operations.* Strong experience in business planning, forecasting, reporting, and process design.* Exceptional analytical skills; comfortable working with financial models, BI tools, and large datasets.* Proven ability to lead complex, cross-functional projects with executive visibility.* Excellent written and verbal communication; able to influence across levels and functions.* Familiarity with sales motion models (enterprise, PLG, channel) is a plus.* Tools experience preferred: Salesforce, Xactly, Looker/Tableau, Clari, Excel/Google Sheets.* A strategic mindset with the ability to zoom in and out between tactical execution and long-term vision.* Strong operational intuition — you know what good looks like and how to build it.* Confidence in leading through ambiguity and scaling operations in high-growth or evolving environments.* A collaborative, low-ego approach to problem solving. #J-18808-Ljbffr