Director, GTM M&A Strategy and Integration
$224,000–$336,000 year
HybridSan Francisco, California, United States
Job Summary
Lead GTM integration strategy for acquired companies, designing sales motions, coverage models, and field adoption plans. Translate M&A strategy into executable workstreams by partnering with Sales, Sales Ops, Enablement, Product Marketing, Legal, and IT to define new sales motions and establish launch readiness criteria. Coordinate deal desk processes for senior stakeholders and own the integration roadmap, including milestone tracking, dependency management, and executive reporting. Build repeatable playbooks for future integrations, ensuring durable functional owners are in place before work transitions out of the integration phase. Resolve ambiguity and align senior stakeholders to successfully integrate acquired products and teams into Zendesk's GTM engine.
Required Qualifications
- 7+ years of experience in GTM strategy, corporate strategy, M&A integration, consulting due diligence, or a similar strategic operating role
- Experience leading GTM integration, sales transformation, new product launch, pricing / packaging rollout, or complex cross-functional revenue programs in a B2B SaaS environment
- Strong understanding of enterprise GTM motions, including direct sales, specialist sales, xDR / BDR motions, inbound routing, partner / channel motions, renewals, expansion, and customer migration
- Ability to turn ambiguous business problems into clear operating models, workstreams, owners, timelines, and decision frameworks
- Strong executive communication skills, including the ability to synthesize complex cross-functional issues into crisp recommendations and tradeoffs
- Strong program leadership skills, including milestone management, dependency tracking, risk management, stakeholder alignment, and escalation management
- Bias for action and ownership: you can operate in ambiguity, identify gaps, pull the right people together, and drive decisions without waiting for perfect process
Desired Qualifications
- Experience with DDs or post-acquisition integration in a SaaS, enterprise software, or technology environment
- Experience with pricing and packaging changes, usage-based or outcome-based pricing models, SKU transitions, or quote-to-cash transformation
- Experience supporting AI, CX, CRM, customer service, or enterprise workflow products
- Experience building repeatable M&A integration playbooks or GTM launch readiness frameworks
- Experience working with global sales organizations and regional GTM leaders
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