Senior Director, Global Go-to-Market

USP•Rockville, MD

22h

About The Position

The Global Go-to-Market Senior Director is responsible for designing, implementing, and governing a unified global commercial operating model across direct and indirect channels. This role leads the transformation of how we engage with customers and distributors worldwide, ensuring consistency, efficiency, and strategic alignment across regions. The role operates as a peer to the VP Global SCD and works hand in hand with the Global SCD VP to align strategy, governance, and execution globally. The position requires a senior commercial leader who can navigate a complex matrix organization, influence senior stakeholders, negotiate with diverse distributors, and drive clarity in markets where go-to-market models vary significantly. The successful candidate will bring a strong strategic mindset paired with hands-on execution capability, enabling the company to scale effectively and grow market share globally.

Requirements

Bachelor's degree in Business Administration, Marketing, Economics, Supply Chain Management, Engineering, or a related field.
12+ years in commercial leadership roles, ideally in global GTM, channel management, distribution strategy, or commercial operations.
Proven track record managing complex distributor networks across multiple regions.
Demonstrated success negotiating high-stakes commercial agreements.
Experience operating in a matrixed global organization with multiple decision-makers.
Background in industries with hybrid direct/indirect sales models (e.g., medical devices, industrial goods, specialty manufacturing, consumer electronics).
Strong strategic thinking with the ability to translate strategy into actionable plans.
Exceptional stakeholder management and influencing skills at senior levels.
High commercial acumen, including pricing, margin management, and cost-to-serve analysis.
Ability to simplify complexity and drive alignment across diverse teams.
Strong analytical and problem-solving capabilities.
Excellent communication, facilitation, and negotiation skills.
Ability to thrive in ambiguity and lead through change.
Demonstrated ability to work effectively across global markets and diverse cultures.
Demonstrated experience engaging, influencing, and partnering with senior leaders and external

Nice To Haves

Master's degree in Business Administration (MBA) or other relevant advanced degree preferred.
Experience with e-commerce or digital sales channels.
Knowledge of transfer-order / back-to-back invoicing models.
Multilingual capabilities.
Prior experience in a scaling or transformation environment.

Responsibilities

Develop and own the global go-to-market strategy across direct and indirect channels, in conjunction with the Region Managers, to ensure alignment with local market realities and commercial priorities.
Partner with PROpS leadership, with the VP Global Sales, to ensure the GTM strategy supports broader operational and commercial objectives.
Recommend the optimal operating model for each country based on market maturity, customer needs, cost-to-serve, and strategic priorities.
Establish a global GTM governance framework to ensure alignment, transparency, and accountability across regions.
Segment and prioritize the global distributor network based on value, capability, and strategic fit.
Define partnership models, performance expectations, and incentive structures that drive growth and market share expansion.
Lead complex negotiations with distributors (including commercial terms, exclusivity, service levels, and transition plans) in conjunction with the Regional Managers to ensure alignment with local market dynamics and strategic priorities.
Own the relationship with any global or super-regional distributor and be accountable for their commercial performance and overall results.
Identify opportunities to consolidate, upgrade, or exit low-value distributor relationships.
Provide country and regional sales teams with tools, frameworks, and decision support related to route-to-customer options only (e.g., direct, distributor, transfer-order / back-to-back, or hybrid models).
Provide country and regional teams with the tools and frameworks needed to monitor distributor performance (including financial health and cash-flow indicators) and, in cooperation with Finance, balance risk and opportunity to maximize revenue while ensuring business continuity.
Ensure landed cost, delivery time, and margin implications are understood and optimized across channels.
Collaborate with VP Global SCD, Supply Chain, Finance, Legal, Digital, and Customer Service to ensure GTM models are operationally feasible and scalable.
Support the expansion of direct sales where strategically appropriate.
Align country organizations together with the VP Global SCD and headquarters on GTM strategy, priorities, and execution plans.
Influence senior stakeholders across PROpS, Commercial, Operations, and Finance to drive adoption and resolve conflicts.
Serve as the global escalation point for distributor-related commercial challenges.
Build strong relationships with regional leaders to ensure local realities are reflected in global GTM strategy.
Define KPIs and dashboards to measure distributor performance, channel profitability, and GTM effectiveness.
Monitor market dynamics and recommend modifications to GTM models as needed to maintain competitiveness.
Lead continuous improvement initiatives to simplify processes, reduce friction, and enhance customer experience.
Ensure compliance with global standards while allowing for local flexibility where needed.