Director, GTM Strategy and Ops

Diligent • Washington, DC, US

15 hours ago

Job type

Full-time

Job description

Overview

New York, New York, United States; Washington, District of Columbia, United States

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 reimagining 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.

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 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.

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
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, Budapest, Munich, Bengaluru, Singapore, and Sydney.

Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding.

Headquartered in New York, Diligent has offices in Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore and Sydney. To foster strong collaboration and connection, this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community.

We are a drug free workplace. Diligent is proud to be an equal opportunity employer. We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV / AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at recruitment@diligent.com.

To all recruitment agencies : Diligent does not accept unsolicited agency resumes. Please do not forward resumes to our jobs alias, Diligent employees or any other organization location. Diligent is not responsible for any fees related to unsolicited resumes.

We are an equal opportunity employer. We do not discriminate on the basis of any protected group status under any applicable law. We also invite applicants to share demographic information if they choose to do so; responses are voluntary and confidential.

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