Director, GTM M&A Strategy and Integration

Zendesk•San Francisco, CA

2d•$224,000 - $336,000•Hybrid

About The Position

Zendesk is looking for a Director of GTM M&A Strategy and Integration to lead go-to-market strategy and execution for acquired businesses, new product motions, and complex cross-functional GTM transformations. This role sits at the intersection of Sales Strategy, Corporate Development, Revenue Operations, Enablement, Product Marketing, Deal Desk, Legal, IT, and regional GTM leadership. You will help translate acquisition strategy into durable field execution: clear sales motions, operating models, routing rules, enablement plans, reporting, quoting processes, partner readiness, and launch governance. The ideal candidate is a strategic operator who can move fluidly from executive-level integration planning to detailed execution follow-through. You should be comfortable resolving ambiguity, aligning senior stakeholders, building operating mechanisms, and ensuring acquired products and teams are successfully integrated into Zendesk’s GTM engine.

Requirements

7+ years of experience in GTM strategy, corporate strategy, M&A integration, consulting due diligence, or a similar strategic operating role
Experience leading GTM integration, sales transformation, new product launch, pricing / packaging rollout, or complex cross-functional revenue programs in a B2B SaaS environment
Strong understanding of enterprise GTM motions, including direct sales, specialist sales, xDR / BDR motions, inbound routing, partner / channel motions, renewals, expansion, and customer migration
Ability to turn ambiguous business problems into clear operating models, workstreams, owners, timelines, and decision frameworks
Strong executive communication skills, including the ability to synthesize complex cross-functional issues into crisp recommendations and tradeoffs
Strong program leadership skills, including milestone management, dependency tracking, risk management, stakeholder alignment, and escalation management
Bias for action and ownership: you can operate in ambiguity, identify gaps, pull the right people together, and drive decisions without waiting for perfect process

Nice To Haves

Experience with DDs or post-acquisition integration in a SaaS, enterprise software, or technology environment
Experience with pricing and packaging changes, usage-based or outcome-based pricing models, SKU transitions, or quote-to-cash transformation
Experience supporting AI, CX, CRM, customer service, or enterprise workflow products
Experience building repeatable M&A integration playbooks or GTM launch readiness frameworks
Experience working with global sales organizations and regional GTM leaders

Responsibilities

Lead GTM integration strategy for acquired companies, including sales motion design, coverage model, role clarity, handoff model, operating cadence, and field adoption plan
Coordinate and manage the DD process for GTM stakeholders, including our CRO and sales SVPs
Translate M&A strategy into executable GTM workstreams by partnering across Sales, Sales Ops, Enablement, Product Marketing, Legal, and IT
Own the GTM integration roadmap, including launch milestones, dependency tracking, decision logs, blocker escalation, and executive reporting
Define and operationalize new sales motions for acquired products, including RoE, inbound routing, partner motions, and customer expansion paths
Establish launch readiness criteria for acquired products and new GTM motions, including systems readiness, seller readiness, support model, customer journey, reporting, and adoption metrics
Identify and close execution gaps across integration workstreams, ensuring durable functional owners are in place before work transitions out of the integration phase
Build repeatable playbooks for future GTM integrations, including Day 1 / Day 30 / Day 90 planning, stakeholder governance, workstream ownership, launch readiness, and post-launch inspection