Job Description
Zendesk is looking for a Director of GTM M&A Strategy and Integration to lead go-to-market strategy and execution for acquired businesses, new product motions, and complex cross-functional GTM transformations.
This role sits at the intersection of Sales Strategy, Corporate Development, Revenue Operations, Enablement, Product Marketing, Deal Desk, Legal, IT, and regional GTM leadership. You will help translate acquisition strategy into durable field execution: clear sales motions, operating models, routing rules, enablement plans, reporting, quoting processes, partner readiness, and launch governance.
The ideal candidate is a strategic operator who can move fluidly from executive-level integration planning to detailed execution follow-through. You should be comfortable resolving ambiguity, aligning senior stakeholders, building operating mechanisms, and ensuring acquired products and teams are successfully integrated into Zendesk’s GTM engine.
What you’ll be doing
• Lead GTM integration strategy for acquired companies, including sales motion design, coverage model, role clarity, handoff model, operating cadence, and field adoption plan
• Coordinate and manage the DD process for GTM stakeholders, including our CRO and sales SVPs
• Translate M&A strategy into executable GTM workstreams by partnering across Sales, Sales Ops, Enablement, Product Marketing, Legal, and IT,
• Own the GTM integration roadmap, including launch milestones, dependency tracking, decision logs, blocker escalation, and executive reporting
• Define and operationalize new sales motions for acquired products, including RoE, inbound routing, partner motions, and customer expansion paths
• Establish launch readiness criteria for acquired products and new GTM motions, including systems readiness, seller readiness, support model, customer journey, reporting, and adoption metrics
• Identify and close execution gaps across integration workstreams, ensuring durable functional owners are in place before work transitions out of the integration phase
• Build repeatable playbooks for future GTM integrations, including Day 1 / Day 30 / Day 90 planning, stakeholder governance, workstream ownership, launch readiness, and post-launch inspection
7+ years of experience in GTM strategy, corporate strategy, M&A integration, consulting due dilligence, 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
Nice to have
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 building repeatable M&A integration playbooks or GTM launch readiness frameworks
Experience working with global sales organizations and regional GTM leaders
The US annualized base salary range for this position is $224,000.00-$336,000.00. This position may also be eligible for bonus, benefits, or related incentives. While this range reflects the minimum and maximum value for new hire salaries for the position across all US locations, the offer for the successful candidate for this position will be based on job related capabilities, applicable experience, and other factors such as work location. Please note that the compensation details listed in US role postings reflect the base salary only (or OTE for commissions based roles), and do not include bonus, benefits, or related incentives.
The intelligent heart of customer experience
Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.
Zendesk believes in offering our people a fulfilling and inclusive experience. Our hybrid way of working, enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.
As part of our commitment to fairness and transparency, we inform all applicants that artificial intelligence (AI) or automated decision systems may be used to screen or evaluate applications for this position, in accordance with Company guidelines and applicable law.
Zendesk is an equal opportunity employer, and we’re proud of our ongoing efforts to foster global diversity, equity, & inclusion in the workplace. Individuals seeking employment and employees at Zendesk are considered without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law. We are an AA/EEO/Veterans/Disabled employer. If you are based in the United States and would like more information about your EEO rights under the law, please click here.
Zendesk endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to submit this application, complete any pre-employment testing, or otherwise participate in the employee selection process, please send an e-mail to peopleandplaces@zendesk.com with your specific accommodation request.