Director, GTM Revenue Strategy and Operations

Zscaler•Boston, MA

22h•Hybrid

About The Position

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. The Role We are seeking a Director of GTM Revenue Strategy and Operations to join our GTM Operations team in a hybrid role based in Boston, reporting to the VP of GTM Revenue Strategy and Operations. Zscaler is seeking an experienced Director to lead the end-to-end renewals motion for our high-volume, high-velocity customer segment. This is a fast-growing book of business with rapidly increasing transaction volume. You’ll lead a team of renewal professionals globally, who drive the rhythm, run the plays, interlock with channel partners, and ultimately close the renewal deals. This is a high-impact leadership role where commercial orientation meets execution at scale. You’ll manage structured outreach well in advance of renewal, progressing each opportunity through to deal close. Along the way, you’ll support the team handling pricing negotiations, contract modifications, channel partner engagement, and the occasional save conversations — all while keeping your pipeline tight and your forecasts accurate.

Requirements

10+ years of progressive experience in GTM operations, renewals, customer success, or sales operations, with at least 5 years in high-growth Enterprise SaaS, or subscription-based technology companies
Direct experience leading renewal or retention teams at scale, understanding how to maintain execution quality as transaction volume grows. Proven track record of building and operationalizing renewal playbooks, outreach cadences, and pipeline management frameworks from the ground up — not just inheriting them
Strong commercial instinct and negotiation acumen, coach a team through difficult renewal conversations
Experience partnering with Channel organizations on renewal execution. You understand partner-led vs. partner-assisted dynamics and can navigate shared-ownership motions
Analytical horsepower paired with commercial judgment, comfortable diagnosing trends, and translating findings into clear actions for renewals team and cross-functional partners. Excellent written and verbal communication skills, ability to present to VP and SVP level stakeholders with clarity and confidence

Nice To Haves

MBA preferred

Responsibilities

Own the end-to-end renewal lifecycle for the high-volume segment, ensuring the team delivers consistent on-time renewal execution across a large and growing book of business
Drive forecast accuracy and pipeline discipline across the team; CRM data is current, stage progression is rigorous and clear notes are accounted for on each opportunity
Partner with Channel team to define & scale partner-led, and partner-assisted renewal motion, ensuring the operating model creates leverage without sacrificing on-time renewal or customer experience
Surface frontline renewal intelligence such as churn themes and partner perspectives. Feed intel back to CS, Product, and GTM leadership to inform retention strategy, enablement and roadmap priorities
Lead, develop, and scale a global team of renewal professionals, establishing clear ownership, performance expectations, and a culture of accountability