Senior Vice President of GTM Operations, Equinix
$300-450k
+ Bonus
Office located in Redwood City, CA or Waltham, MA
Digital infrastructure company
Be an early applicant
Digital infrastructure company
1001+ employees
Be an early applicant
$300-450k
+ Bonus
Office located in Redwood City, CA or Waltham, MA
1001+ employees
Company mission
To provide finance, manufacturing, transport, government, and healthcare organizations a cloud-first world.
Role
Who you are
- Extensive experience in leading Go-To-Market Strategy, Sales/Revenue Operations or Sales Management, with substantial experience operating as a senior organizational leader
- (VP+), or similar relevant experience
- Demonstrated ability to think strategically and drive the creation of a strategic plan for a $5B+ business
- Experience working in a fast-paced, dynamic, entrepreneurial environment
- Strong experience managing and influencing stakeholders across different functional groups
- Ability to define and execute strategic partnership initiatives aligned with revenue goals and long-term objectives
- Exceptional interpersonal and communication skills
- High ability to lead and inspire cross-functional teams, driving collaboration and influencing stakeholders to enhance the partner ecosystem
- Commitment to understanding and addressing partner/customer needs, influencing a seamless and positive partner experience
- Global business management – able to understand different dynamics and requirements of mature and emerging markets
- People-focused leader with proven ability to build creative, collaborative teams, develop people and link performance to overall business objectives
- Customer focused – able to empathize and think through the customer lens, understand the customer journey end-to-end, and map desired improvements coordinating across teams
- Proven track record of successfully conceptualizing, orchestrating, and executing large-scale transformation initiatives, resulting in tangible and sustainable organizational change, enhanced operational efficiency, and accelerated business growth
- Ability to deliver results in a large, matrixed environment comprising various internal stakeholders
- Excellent executive engagement skills and ability to operate effectively under pressure
- Exceptional communication and presentation skills, with ability to effectively communicate ideas and influence all levels of the organization
- Stellar collaboration and problem-solving skills
- Roll up your sleeves and get it done attitude and mentality
What the job involves
- Reporting to Equinix’s Chief Customer Revenue Officer (CCRO), the Senior Vice President of GTM Operations is the enterprise architect of Equinix’s commercial execution system—accountable for translating strategic ambition into operational precision across Revenue Operations, Sales Operations, Enablement, Compensation, Deal Desk, GTM Transformation, and Commercial Operations
- This leader orchestrates the alignment of people, processes, systems, and data to drive revenue performance, customer experience, and commercial simplicity at scale
- This role is also responsible for establishing a disciplined pricing capability that balances value creation, price realization, and governance. Operating as a trusted partner to Product, Finance, and CRO leadership, the SVP drives executional rigor, cross-functional accountability, and customer lifecycle optimization across the entire go-to-market system
- Design and lead a unified GTM operating model that connects strategic planning to frontline execution—anchoring end-to-end commercial performance
- Align segmentation, coverage, sales motions, pricing discipline, and lifecycle execution with enterprise objectives and regional priorities
- Serve as the central integrator across Marketing, Sales, Customer Success, Product, and Finance to ensure coordinated, data-led execution
- Lead a senior leadership team comprising Revenue Operations, Sales Operations,
- Enablement, Compensation, Deal Desk, GTM Transformation and Commercial Operations
- Set vision, strategy, and performance goals across GTM Operations; ensure interlock cohesion, and accountability among functional leads
- Foster a culture of empowerment, collaboration, and continuous improvement within the team and across the CRO organization
- Oversee the GTM Deal Desk function, including BID, to drive disciplined deal execution and scalable commercial support
- Integrate price getting into sales motions, incentive design, and revenue planning to ensure monetization strategy is executed with precision
- Champion pricing governance, performance metrics, and AI-enabled insights to improve pricing outcomes, reduce leakage, and accelerate deal velocity
- Institutionalize customer lifecycle management (CLM) as a core operating principle—ensuring clear ownership, integrated handoffs, and measurement across stages
- Align lifecycle motions with sales plays, enablement programming, and operational tooling to enhance buyer experience and revenue realization
- Drive system-wide clarity on role accountability and value inflection points across
- Marketing, Sales, and Customer Success
- Govern commercial performance management—including forecasting, productivity diagnostics, and pipeline health—via enterprise-wide dashboards and cadences
- Align GTM capacity, compensation, quota, and territory decisions through cross-functional planning cycles and operating reviews
- Embed data-driven insights into CRO leadership forums, quarterly business reviews, and transformation prioritization
- Lead enterprise GTM transformation efforts in collaboration with Strategy, Product, Finance, and Technology
- Ensure GTM Operations teams support change adoption with appropriate enablement, communications, and operational toolkits
- Represent GTM Operations in board-facing discussions and executive decision making—owning executional integrity and delivery risk
Our take
Equinix is a veteran player in the digital infrastructure market, connecting industry-leading organizations in finance, manufacturing, retail, transportation, government, healthcare, and education.
The company provides a range of services within the categories of digital, support, data center, and interconnection, with capabilities including, for example, simplifying hybrid cloud deployments or securing on-site deployments. It has an extensive range of partners, granting its clients access to a vast range of industry-leading technologies atop its own offerings.
With a wide global presence, Equinix has secured a path to continued success by its ability to keep abreast of developments in the space. The company is comfortably positioned to remain a robust and leading player across multiple growth avenues and can be expected to make more smart developments and partnerships in the future.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
9% employee growth in 12 months
Company
Company HQ
Redwood Shores, Redwood City, CA
Leadership
Adaire Fox-Martin
(CEO & President)Prior to becoming CEO of Equinix in 2024, Adaire spent nearly 3 years at Google in various roles, including Head of Google Ireland and President of Google Cloud Go to Market. She also spent nearly 14 years at SAP and over 18 years at Oracle Corporation.
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