Director of GTM Operations, Smartsheet
Dynamic workspace platform for collaboration
Be an early applicant
Dynamic workspace platform for collaboration
1001+ employees
Be an early applicant
1001+ employees
Company mission
to empower anyone to drive meaningful change — for themselves, their businesses, and the world.
Role
Who you are
- The ideal candidate will possess a strong analytical mindset, exceptional leadership skills, a proven track record of developing and executing successful GTM strategies
- Bachelor’s degree in Business, Marketing, Analytics, or a related field; MBA or advanced degree preferred
- 8+ years of experience in GTM strategy, business analytics, or a related field, with a demonstrated track record of success
- Proven experience in leading and managing teams, with a strong ability to mentor and develop talent
- Exceptional analytical skills with the ability to translate complex data into actionable insights
- Strong understanding of market dynamics, customer segmentation, and competitive analysis
- Excellent communication, presentation, and interpersonal skills
- Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively
- Proficiency in analytics tools and platforms, such as Tableau, Snowflake, or similar
- Legally eligible to work in the UK on an ongoing basis
What the job involves
- We are seeking an experienced and strategic Director, Go-To-Market (GTM) Operations to lead GTM initiatives, analytics, and business operations functions supporting our EMEA GTM leadership team
- This role will be responsible for shaping our GTM strategy, driving market success, and aligning with a team that provides critical support to our EMEA theater sales leadership team
- This role is part of the GTM Operations Team and is based at Smartsheet in London, UK (hybrid or UK, remote eligible) and reports to a Sr Director, Planning & Analytics
- Strategic Leadership:
- Develop and execute comprehensive GTM strategies aligned with company objectives and regional market needs
- Collaborate with cross-functional teams, including product, sales, and marketing, to ensure cohesive execution of GTM plans
- Provide strategic recommendations based on market research, competitive analysis, and performance metrics
- Analytics and Insights:
- Oversee the development and implementation of robust analytics frameworks to measure GTM effectiveness and ROI
- Utilize data-driven insights to inform decision-making and optimize GTM strategies
- Monitor and analyze market trends, customer behavior, and competitive landscape to identify opportunities and threats
- Regional Support:
- Act as the primary liaison between the central GTM strategy team and regional leaders, providing guidance and support tailored to regional market conditions
- Address regional challenges and opportunities by adapting GTM strategies to fit local requirements and preferences
- Facilitate the sharing of best practices and success stories across regions to drive consistency and excellence
- Oversee the annual planning process and partner with regional leaders and the broader revenue operations team to ensure alignment on planning initiatives
- Steward analytics resources to ensure regional leaders have the support and resources they need to make data driven decisions when running their businesses
- Performance Tracking and Reporting:
- Establish and monitor KPIs to assess the effectiveness of GTM strategies and initiatives
- Prepare and present regular performance reports and strategic recommendations to senior management
- Implement continuous improvement processes based on performance data and feedback
- Spearhead a regular business review cadence for regional leaders with support of revenue analysts
- Team Management and Collaboration:
- Manage a local analyst dedicated to supporting regional leaders, and work with the broader analyst team to generate new data sets to support insights
- Foster a collaborative and high-performance work environment, setting clear goals and performance metrics for team members
- Ensure effective communication and alignment between the central GTM operations team and regional leaders
- Rhythm of the Business
- Support the QBR Process
- Support the forecasting and pipeline cadence
- Perform other duties as assigned
Salary benchmarks
Our take
With teams increasingly moving to remote work across many industries, companies have been reaching for tools to keep operations smooth and communications open. Founded in 2005, Smartsheet is a cloud-based work management platform helping a vast range of companies, from small businesses to large enterprises, plan, track, and report on work.
Like other team collaboration software companies, such as Lucid and Atlassian, Smartsheet saw strong growth in the early 2020s and achieved 17% year-on-year revenue increases through 2025. If the company can maintain this success, it stands to make real gains in a global team collaboration market expected to be worth about $20 billion by 2028.
Smartsheet has embedded itself across various industries, with deep integrations with applications from the likes of Salesforce, Atlassian, Google, and Microsoft, making it the first work management sector Unicorn to reach $1 billion in recurring annual revenue in 2024. Thanks to its successes, it was bought by Blackstone and Vista Equity Partners for $8.4 billion in 2025 with an eye on further international scaling, leveraging the reach of its new parent companies.
Steph
Company Specialist at Welcome to the Jungle
Insights
7% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
May 2017
$59.7m
SERIES F
May 2014
$35m
SERIES E
Total funding: $127.1m
Company benefits
- Lucrative Employee Stock Purchase Program (15% discount)
- 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 Incidental Sick Leave
- Up to 24 weeks of Parental Leave
- Personal paid Volunteer Day to support our community
- Opportunities for professional growth and development including access to LinkedIn Learning online courses
- Company Funded Perks, including a counseling membership, primary care membership, local retail discounts, and your own personal Smartsheet account
- Teleworking options from any registered location (role specific)
- Monthly contributions toward your pension
- Mployer-paid Private Medical and Dental, additional cost for family members
Company HQ
West Bellevue, Bellevue, WA
Leadership
Mark Mader
(President & CEO)Having studied at Dartmouth, Mark spent 2 years as a Greenwich Associates Research Associate before 10 years at Onyx Software. They then founded Smartsheet in 2005 as CEO.
Brent Frei
(Founder & Board Member)Brent worked at Motorola and Microsoft for 4 years before founding Onyx Software in 1994 and Smartsheet in 2005. They have been a Board Member since, alongside working as CEO of TerraClear.
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