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About the Role

Anaplan seeks a Director, GTM Operations, Global Sales Plays to lead GTM programs, translating GTM priorities into coordinated field execution and measurable pipeline impact. This cross-functional leadership role involves working across Sales, Marketing, Product, Enablement, Partners, Finance, and Operations to create executable sales plays and programs that generate pipeline, accelerate opportunities, and improve sales execution. The ideal candidate is an experienced GTM operator who understands complex global sales organizations, navigates ambiguity, and drives execution from strategy to completion.

Responsibilities

Own the strategy, prioritization, and execution of Anaplan's global Sales Plays portfolio, with clear accountability for pipeline creation, pipeline acceleration, and revenue impact.
Translate company, product, and GTM priorities into focused, actionable programs for field execution.
Establish clear objectives, success metrics, owners, milestones, and operating rhythms for each program.
Continuously assess program performance and make decisions to scale, adjust, or stop initiatives based on results.
Orchestrate execution across Sales, Product, Marketing, Enablement, Partners, Finance, and Operations, ensuring alignment and action.
Establish clear accountability across functions and resolve gaps, dependencies, and competing priorities.
Connect product and application priorities with field execution, ensuring sales plays are supported by appropriate messaging, enablement, campaigns, data, and operating mechanisms.
Build strong cross-functional partnerships with a bias toward decisions, action, and measurable outcomes.
Partner with regional Sales and Operations leadership to translate global priorities into effective regional execution.
Balance global consistency with market, segment, customer, and regional realities.
Create feedback loops between the field and global teams to identify successes, execution breakdowns, and necessary changes.
Surface regional insights and execution learnings to improve future GTM strategy and program design.
Create the operating cadence, governance, and visibility for managing multiple high-priority initiatives.
Identify execution risks early, remove roadblocks, and drive decisions when ownership or direction is unclear.
Utilize pipeline, conversion, adoption, win/loss, and other performance signals to assess impact and identify improvement opportunities.

Requirements

10+ years of experience in GTM Strategy & Operations, Sales Programs, Sales Strategy, Revenue Operations, or similar roles within SaaS or enterprise technology.
Significant experience operating within a complex, global sales organization, ideally across multiple regions and customer segments.
Demonstrated track record of taking major GTM initiatives from strategy through execution and measurable business impact.
Exceptional ability to influence and align senior stakeholders across Sales, Product, Marketing, Enablement, Finance, Partners, and Operations.
Comfortable making progress with incomplete information and evolving priorities.
Strong analytical judgment and ability to connect program activity to pipeline, conversion, and revenue outcomes.
Executive-level communication skills with the ability to simplify complex issues and drive clear decisions.

Experience Level

10+ years of experience

Salary/Compensations

$181,000—$244,000 USD

About the Company

At Anaplan, we are a team of innovators focused on optimizing business decision-making through our leading AI-infused scenario planning and analysis platform so our customers can outpace their competition and the market.
Our customers rank among the who’s who in the Fortune 50. Coca-Cola, LinkedIn, Adobe, LVMH and Bayer are just a few of the 2,400+ global companies who rely on our best-in-class platform.
Our Winning Culture is the engine that drives our teams of innovators. We champion diversity of thought and ideas, we behave like leaders regardless of title, we are committed to achieving ambitious goals, and we love celebrating our wins – big and small.
Supported by operating principles of being strategy-led, values-based and disciplined in execution, you’ll be inspired, connected, developed and rewarded here.
Everything that makes you unique is welcome; join us and let’s build what’s next - together!

Equal Opportunity

Our Commitment to Diversity, Equity, Inclusion and Belonging (DEIB) We believe attracting and retaining the best talent and fostering an inclusive culture strengthens our business. DEIB improves our workforce, enhances trust with our partners and customers, and drives business success. Build your career in a place where diversity, equity, inclusion and belonging aren’t just words on paper – this is what drives our innovation, it’s how we connect, and it contributes to what makes us a market leader. We believe in a hiring and working environment where all people are respected and valued, regardless of gender identity or expression, sexual orientation, religion, ethnicity, age, neurodiversity, disability status, citizenship, or any other aspect which makes people unique. We hire you for who you are, and we want you to bring your authentic self to work every day!
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive equitable benefits and all privileges of employment. Please contact us to request accommodation.