Director, GTM Strategy and Ops

About Us

Diligent is the AI leader in governance, risk and compliance (GRC) SaaS solutions, helping more than 1 million users and 700,000 board members to clarify risk and elevate governance. The Diligent One Platform gives practitioners, the C-Suite and the board a consolidated view of their entire GRC practice so they can more effectively manage risk, build greater resilience and make better decisions, faster.

At Diligent, we're building the future with people who think boldly and move fast. Whether you're designing systems that leverage large language models or part of a team reimaging workflows with AI, you'll help us unlock entirely new ways of working and thinking. Curiosity is in our DNA, we look for individuals willing to ask the big questions and experiment fearlessly - those who embrace change not as a challenge, but as an opportunity.

The future belongs to those who keep learning, and we are building it together. At Diligent, you're not just building the future - you're an agent of positive change, joining a global community on a mission to make an impact.

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Position Overview

We are seeking a strategic, data-driven leader with a deep understanding of sales processes, marketing strategies, and customer success to join the GTM Strategy and Operations team. The Director, GTM Strategy and Ops is a critical, strategic partner to the Head of GTM Strategy and Operations and the Chief Customer Officer (CCO). You will foster collaboration and alignment among the entire commercial organization including Sales, Customer Success, Marketing, and Partnerships.

The ideal candidate will have a proven track record of building scalable processes and leveraging AI to drive sustained revenue growth. Strong analytical and strategic planning capabilities are essential.

Key Responsibilities:

Commercial Strategy and Growth

* Partner with the CCO and Finance to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline and bookings targets, capacity, headcount and budgets

* Translate complex data into actionable recommendations for Commercial leaders

* Develop and maintain segmentation models and sales coverage strategies that align to growth objectives, drive focus, and optimize rep productivity

Forecasting & Pipeline Management

* Own and evolve the global sales forecasting framework, implementing a disciplined, data-driven forecast cadence across all theatres and segments.

* Utilize Salesforce, GTM tools and data sets (snowflake) to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes.

* Deliver consistent reporting on performance-to-plan, win/loss trends, and funnel dynamics

GTM and Sales Efficiency

* Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews)

* Implement a standardized sales methodology, with clear stage definitions, qualification criteria, and progression benchmarks across segments

* Build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting

Territory Management, Quota Setting and Sales Compensation

* Lead territory design, ensuring sales coverage aligns with market opportunities and business objectives

* Continuously optimize territory assignments and GTM approaches based on performance data and growth trends

Qualifications:

* 10+ years of experience in Revenue Operations, Commercial Strategy, or Go-to-Market Operations, with at least 2 years in a senior leadership role.

* Proven experience partnering directly with CROs, CFOs, and executive leadership to design and execute multi-year commercial plans.

* Deep expertise in Salesforce, Outreach, Gong, and other GTM tools.

* Strong analytical skills and fluency with forecasting, funnel metrics, sales velocity, and retention/expansion KPIs.

* Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiatives

* Experience designing sales methodologies and commercial processes that scale in B2B SaaS

* Comfort working cross-functionally and influencing without authority - excelling at aligning diverse stakeholders around common goals.

* High EQ, clear communication skills, and a strong sense of ownership.

U.S pay range

$151,000-$207,000 USD

What Diligent Offers You

* Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients

* We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs to name a few

* We have teams all over the world. We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway,…