Vice President, GTM Strategy & Operations

Smartsheet•Bellevue, WA

11d•Remote

About The Position

For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday. Smartsheet is seeking a Vice President, GTM Strategy and Operations responsible for the GTM Sales Model planning, ongoing sales operations, sales analytics including software bookings, pipeline coverage, operational flow on lead to order.. Reporting to the SVP, GTM Strategy & Operations, the successful candidate will foster close working relationships with key stakeholders across the company to ensure the organizations operate efficiently and successfully.

Requirements

8+ years Sales, sales operations, business planning, and management experience in a SaaS business-to-business sales environment.
Experience in supporting the scaling of business internationally.
Experience working for both publicly traded and PE owned companies
Proven experience leading complex process improvement initiatives.
Demonstrated ability to build productive relationships across functions.
Proven track record of significant impact through strategy execution and management.
Experience managing or leading strategy and operations teams at scale.
Experience successfully managing analytically rigorous corporate initiatives.
Four-year college degree from an accredited institution; masters in business administration (MBA) or equivalent preferred.

Responsibilities

Strategic Partnership: Partner on a day to day basis with the SVP GTM Strategy and Ops and collaborate very closely with many other senior leaders across the business from CEO and CRO, downwards. to drive the execution of GTM strategies that enable the business to continue accelerated growth.
Objective Alignment: Support the implementation of organizational objectives that lead to a growth agenda, such as improved instrumentation, improved field productivity, reduced friction in processes.
Team Leadership & Organizational Excellence: Recruit, develop, and lead a lean, elite GTM Operations team; provide strong people leadership by scaling the team efficiently to match business growth while maintaining a high bar for analytical and operational talent.
Global Scalability: Support global strategy development and play a key role in international expansion ensuring that we have the correct extended team members in a repeatable POD like structure and infrastructure ready for deployment.
Acceleration Roadmap: Prioritize the roadmap of key initiatives related to sales acceleration, pipeline optimization, and market penetration.
Cross-Functional Pursuit: Evaluate and oversee the implementation of cross-functional processes that ensure the efficient pursuit and closure of high-value sales opportunities.
Lifecycle Implementation: Oversee the optimization of the initial sales lifecycle. Work with Marketing and Sales leadership to drive efficiency through systems and processes, from lead generation through the point of order management.
Sales Enablement: Partner with the Sales Enablement Lead to analyze requirements across the GTM team and ensure (in partnership) that the curriculum has the correct design elements to support requirements in improving productivity
Marketing Orchestration: Ensure the efficacy, tracking, and measurement of cross-functional marketing programs to ensure high-quality lead flow and marketing attribution.
Forecasting & Budgeting: Maintain high levels of quality, accuracy, and process consistency in Sales Forecasting and Budgeting approaches used by the GTM organization.
Incentive Design: Responsible for the creation and administration of compensation plans across Sales teams, ensuring the company’s financial objectives are optimally allocated to all sales channels through the quota program.
Capacity & Resource Planning: Provide capacity planning and forecasting insight for hiring needs, coverage models, and team configurations in order to maximize sales territory productivity.
Advanced Analytics: Enable descriptive and prescriptive analytics at every step of the prospect-to-customer engagement lifecycle, identifying bottlenecks in the sales funnel.
Process Excellence: Partner with senior sales leadership to identify opportunities for sales operations process improvements, reducing friction in the contracting and quoting (CPQ) process.
Intelligence & Reporting: Provide sales reporting and other internal intelligence to the GTM organization, developing new reporting tools that provide real-time visibility into pipeline health.

Benefits

Medical/vision and dental coverage options for full-time employees
401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
Monthly stipend to support your work and productivity
Flexible Time Away Program, plus Sick Time Off
US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
US employees receive 12 paid holidays per year
Up to 24 weeks of Parental Leave
Personal paid Volunteer Day to support our community
Opportunities for professional growth and development including access to Udemy online courses
Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
Teleworking options from any registered location in the U.S. (role specific)