Director, GTM Business Operations

About the role

This position will serve as a key strategic partner to sales leadership for the Commercial and Mid-market business segments. You will develop a deep understanding of these markets to drive growth strategies and ensure operational excellence. The role requires a proactive approach to identifying opportunities and influencing decisions at all levels of the organization.

Key facts

What you'll do

• Take ownership of the Commercial and Mid-market business segments, analyzing customer profiles, sales performance, market fit, competition, and operational factors to pinpoint growth drivers.
• Act as the voice of these segments, translating field insights and market data into company strategy, product development, and customer programs.
• Oversee and track the execution of cross-functional initiatives within the business segments.
• Lead significant strategic projects, such as new segment introductions or improvements to field productivity, with speed and clarity.
• Serve as a trusted advisor to Commercial and Mid-market sales leaders, supporting annual and quarterly planning, territory design, goal setting, forecasting, performance reviews, and in-quarter execution to help teams exceed targets.
• Prepare executive-level presentations and recommendations to influence significant company-wide decisions.
• Identify and propose enhancements to optimize sales performance and assist Sales leaders in achieving their objectives.
• Manage the business cadence, including quarterly reviews, market updates, annual planning, and forecasting, with an emphasis on insights, decision-making, and accountability.
• Conduct independent analysis by gathering and transforming data from various sources like Salesforce, Databricks, Gong, and Tableau to identify trends, diagnose issues, and support data-driven decisions, combining technical skill with business understanding.
• Utilize AI and automation tools to boost efficiency, such as AI-powered forecasting, workflow automation, and generative insights, to improve operations, reduce manual tasks, and discover new growth avenues more rapidly.
• Uphold and promote Samsara's core values as the company expands globally and into new offices.
• Recruit, mentor, and lead a team of engaged, high-performing business operations professionals.

Requirements

• A minimum of 10 years of experience in consulting, strategy, finance, business operations, or sales strategy and operations.
• A strong sense of ownership and a commitment to driving end-to-end market outcomes.
• Proven ability to build trust and influence stakeholders, including executive audiences.
• Experience collaborating with executive leadership and partnering with sales leadership.
• Excellent organizational skills with meticulous attention to detail and the capacity to manage multiple projects under strict deadlines.
• Proficient analytical and logical reasoning abilities, coupled with a deep curiosity.
• A strong inclination towards taking action.
• The ability to communicate complex ideas clearly and concisely, both verbally and in writing.
• Capability to coach and develop a team of highly motivated and skilled business operations associates and managers.
• A Bachelor's degree.

Nice to have

• An MBA is preferred.
• Prior experience in a high-growth B2B AI or SaaS company.
• Experience navigating large and dynamic markets.
• Familiarity with working with extensive datasets and tools such as Databricks, BigQuery, or SQL is highly beneficial.
• A low ego, a good sense of humor, and comfort with ambiguity are valuable in this fast-paced environment.
• A strong focus on driving impact and demonstrating sound judgment in prioritizing initiatives.

Skills & tools

• Salesforce
• Databricks
• Gong
• Tableau
• SQL

Practical notes

• Annual Base Salary: $148,680 - $265,500 USD. Total compensation includes base salary, performance-based bonus/variable pay, and equity for eligible roles.
• Samsara offers a flexible, employee-led remote model, professional development stipend, and comprehensive health and parental leave plans.
• Offers of employment are contingent upon the candidate's ability to secure and maintain the legal right to work in the specified location.
• Applications are validated using Tofu for authenticity.
• Samsara does not charge fees for job applications. Official communication will come from @samsara.com, @us-greenhouse-mail.io, or @mail3.guide.co email addresses.