GTM Strategy & Execution Senior Manager

Equinix•Toronto, ON

1d•$136,000 - $204,000•Onsite

About The Position

The GTM Strategy & Execution Senior Manager (individual contributor) plays a dual role: owning Equinix's annual and multi-year go-to-market planning cycle while also translating that strategy into actionable programs that drive measurable impact across Sales, Marketing, Customer Success, and Channel. This role serves as the connective tissue across Corporate Finance, GTM Operations, and GTM leadership - ensuring that targets, coverage, routes to market, and incentive structures are coherent, data-driven, and aligned to strategic priorities. Simultaneously, this role diagnoses GTM challenges, executes transformation programs within a 12-month horizon, and contributes to scalable solutions for long-term growth. The ideal candidate brings deep GTM expertise, strong financial acumen, a bias toward execution, and the ability to drive cross-functional alignment across senior stakeholders in a global, matrixed organization.

Requirements

10+ years in GTM strategy, sales strategy, revenue operations, or management consulting—ideally within technology or enterprise environments
Demonstrated experience owning or co-leading an annual GTM planning cycle, including target-setting, segmentation, and coverage design
Proven track record translating strategy into operational execution across Sales, Marketing, and Customer Success
Strong financial acumen; comfortable modeling revenue scenarios and partnering with Corporate Finance on planning processes
Experience working across Sales Operations, HR, and Compensation functions on quota design, role definition, and incentive alignment
Exceptional ability to synthesize complex inputs into clear, executive-level recommendations and narratives
Proven track record driving cross-functional alignment and managing competing stakeholder priorities in a global, matrixed organization
Strong analytical, problem-solving, and communication skills; comfort with data-driven decision-making and performance measurement
Proficiency with GTM and planning tools (e.g., Salesforce, quota management platforms, BI/analytics tools)
Ability to operate with agility and transparency in a high-growth, matrixed environment with global scope

Responsibilities

Lead the GTM planning process in partnership with cross-functional partners, translating corporate revenue targets into function and segment-level strategies with clear milestones and KPIs
Serve as the GTM liaison with Finance and Corporate Strategy during AOP, EOP (long-term horizon), and mid-year forecast cycles, ensuring revenue assumptions are grounded in go-to-market realities
Model growth scenarios (e.g., new logo vs. expansion, geographic, segment, and channel mix) to pressure-test target feasibility and surface planning risks early
Maintain an always-on planning calendar aligned to key cross-functional and GTM leadership milestones
Ensure alignment between CCRO OKRs and transformation outcomes throughout the planning cycle
Partner with Enterprise Data & Analytics (EDNA) to define and refresh customer and prospect segmentation frameworks (firmographic, behavioral, revenue tier) to ensure the right resources are deployed against the highest-potential opportunities
Translate segmentation into high-level guidance for coverage model design, including territory boundaries, account assignments, and overlay specialist deployment
Define and rationalize routes to market (direct and indirect) for each customer segment; assess channel mix effectiveness and make data-backed recommendations on investment shifts
Collaborate with Channel leadership to incorporate partner capacity into overall coverage planning and ensure route-to-market decisions are reflected in headcount planning, quota allocation, and compensation design
Conduct annual whitespace analysis to identify underpenetrated segments and inform sales plays, focus areas, and revenue growth opportunities
Partner with Sales Operations to operationalize segmentation in CRM and reporting systems
Partner with Sales Operations to design quota structures that reflect territory potential, historical performance, and growth expectations
Ensure quota methodologies are consistent, transparent, and defensible to field leadership
Partner with Sales Operations and commercial leadership to capture and incorporate field feedback into planning iterations
Partner with HR and GTM leadership to define the roles and competencies required to execute the GTM plan, including but not limited to coverage models, overlay specialists, and management layers across multiple functions
Translate coverage model outputs into headcount requirements and hiring prioritization across geographies and segments
Ensure role definitions, career ladders, and capacity plans are aligned to strategic GTM objectives and consistent across regions
Support workforce planning and organizational design recommendations
Own the GTM planning operating cadence, facilitating cross-functional working sessions, managing decision logs, and driving accountability to planning milestones
Work with GTM leaders to align dependencies across strategy, systems, and processes; maintain structured communication and feedback loops across functions
Synthesize planning outputs and program updates into executive-ready communications for CCRO and senior leadership reviews
Maintain documentation of planning assumptions, model inputs, and decision rationale to support auditability and year-over-year learning
Diagnose GTM challenges across functions and regions; support the design of solutions and transformation plans aligned with CCRO priorities
Translate strategic objectives into actionable programs, driving execution across Sales, Marketing, and Customer Success teams
Assist in the design and activation of Sales Plays, ensuring field readiness, tracking, and embedding of initiatives into frontline rhythms in partnership with Enablement and GTM Ops
Contribute to GTM planning activities such as segmentation, prioritization, and territory strategy as part of the broader transformation agenda
Monitor KPIs to measure the impact of strategic programs and GTM planning outputs
Use data and insights to optimize execution and inform real-time adjustments
Continuously improve planning tools, templates, playbooks, and processes to reduce cycle time and increase output quality