Principal GTM Sales Strategy

Job Description The Principal/ Senior Sales Strategy Lead role will focus on Sales Strategy & Programs using a mix of market intelligence, modeling and analytics to develop deep business insights in support of Zendesk’s go to market (GTM) organization and leadership. The lead will be part of an impactful team chartered with driving strategy and supporting GTM programs including data analysis, setting financial goals and actively informing deviation and potential investments to support business decisions that improve revenue and profitability. This role requires a strong analytical approach with the ability to also assess cross company program support effectiveness and provide sound strategic advice plus practical forward looking operational insight for senior executives. The Senior Sales Strategy Lead will gain experience in key functional areas such as strategy, sales, marketing, customer experience, finance and analytics. The Principal/Senior Sales Strategy Lead is currently an individual contributor role and will report to the Sr. Director of GTM Sales Strategy. The successful candidate will have a steadfast curiosity, and possess a passion for creating innovative strategies and a deep analytical framework to gather market share and monetize Zendesk products. Moreover, they will excel at developing recommendations that transcend the numbers with high initiative, and strong leadership drive in pursuit of concrete outcomes. Candidates should be able to generate hypotheses, independently analyze complex data and make strategic recommendations despite uncertainty and ambiguity. Responsibilities : Work closely with sales leadership to develop and help drive Sales Strategy Lead analysis of business performance to identify future roadblocks and present strategic recommendations to GTM leadership for decision making and investment Lead cross-functional critical initiatives and link strategy to operations by partnering with key business partners including Product Marketing, Product Strategy, Sales Enablement, Sales Ops and Sales Identify untapped market potential, then develop and implement plans to capture it Work closely with sales ops to analyze and see opportunities for sales productivity improvement Should be able to lead TAM/SAM analysis, Propensity Modeling, account tiering, market segmentation and HC planning ​ Desired Qualifications and Experience: 8-10 years of prior work experience in a sales strategy or strategic analytics type role Good understanding of software industry / SaaS sales and marketing models Experience in sales, marketing, or customer success is preferred Proficient in CRM and data analytics/modeling tools, Working knowledge of SQL is preferred Exceptional problem solving skills: proven ability to lead multiple priorities, structure complex problems, perform deep analytics, derive business insights/scenarios and develop solutions Demonstrated ability to optimally prioritize and deliver results in an impactful sales environment Highly collaborative, teammate who can independently work cross-functionally and build trusted peer relationships across the company with internal counterparts Education preference-Bachelor’s in Quantitative branch (Engg, Math, Statistics) preferably with MBA/MS in Business/finance/accounting. Where We Work Zendesk is not your average tech company. We have all the stuff you’d expect - competitive pay, benefits, appealing offices, snacks, and more. We also have a culture deeply dedicated to enabling conversations and providing appreciative support. We help our staff keep work-life balance, from flexible hours to remote work, to the most dynamic parental leave plans on the market. Our Social Impact team is actively engaged in our community and enables us to invest thousands of hours with local community groups each year. We invest in diversity and inclusion so that our team reflects the diversity of the world around us. We have a whole crew dedicated to ensuring o ... (truncated, view full listing at source)