We are seeking a Director of GTM Systems, Tools and Processes to lead a global team that enables our Sales and Account Management organizations with the scalable tools, processes, and support they need to efficiently execute their roles. This leader will own CRM data quality, territory management, lead routing, GTM process definition and optimization, GTM systems (in conjunction with our corporate business systems team), and GTM system enablement.
In this role, you will be part of our global GTM Strategy and Operations team (GTM S&O, aka RevOps), which includes business partners working closely with GTM leaders to drive their business forward, deal desk, GTM analytics, GTM enablement, and GTM compensation. This person and their team will work across GTM S&O and with GTM leaders to ensure GTM teams have the process, systems and support needed. As a newly formed team playing a vital role in enabling our GTM during an exciting growth phase for Navan, you will have the opportunity to help define the vision and operating model for your team with a chance for immediate and highly visible impact. This role is a blend of strategic leadership and hands-on execution, combining people management with deep operational expertise to drive efficiency and impact across the organization.
This role will be based out of our San Francisco, Palo Alto or New York City offices with an in-office requirement of 4x a week.
What You’ll Do:
- Lead & Scale the GTM Systems, Tools & Process - define the vision, structure, and operating model for the team, in conjunction with other GTM S&O leaders.
- Identify process improvements and efficiency opportunities across GTM by defining new scalable and repeatable processes (e.g., centralization of manual processes), and identifying new operating models for scale (e.g., offshoring or outsourcing)
- Own GTM Systems & Tooling Strategy and Tech Stack in cooperation with corporate business systems team. This role will be responsible for defining the systems and tool needs of GTM teams, developing a systems strategy to meet those needs, identifying opportunities emerging in the GTM tooling space, running evaluations of new tooling, and managing existing vendors and spend, all in conjunction with the business systems team where appropriate.
- Own GTM CRM data integrity and accuracy – Develop strategies and processes to maintain CRM data integrity across core objects data fields (e.g., lead, account, opp, contact data) ensuring efficient operations, accurate reporting, and quick decision-making. Design and implement workflows that streamline operations, enhance automation, and improve scalability.
- Territory & Lead Routing Optimization – Develop and refine territory management and lead distribution processes to drive fairness and efficiency.
- Own rules of engagement for field teams
- Field Enablement – Work with our GTM Enablement team to rollout and train GTM teams on process, systems and tools.
What We’re Looking For:
- 8+ years of experience in Sales or Revenue Operations within a B2B SaaS company, including 3+ years in leadership. Proven ability to hire, develop, and lead high-performing teams while driving operational excellence.
- Deep experience in core sales business processes. Ability to translate business challenges into scalable technology- and process-led solutions.
- Expert-level knowledge of Salesforce and adjacent GTM tools such as Outreach, Clari, Snowflake, CPQ, ZoomInfo, and LinkedIn Sales Navigator. Experience evaluating and implementing sales automation tools to enhance efficiency.
- High technical benchmark with the ability to balance strategic vision and hands-on execution. Comfortable working autonomously, making decisions, and operating in ambiguity to prioritize and deliver scalable solutions.
- Proven ability to partner with C-Suite, VPs, and senior leaders, effectively influencing cross-functional teams including Sales, Marketing, RevOps, and IT.
- Strong communication skills across written word (docs and emails), slide decks, and live presentations. Ability to distill complicated complicated concepts, analysis, and insights into into presentable and digestible formats across all levels and roles (e.g., C-suite to IC, AEs to IT and systems architects)
- A drive to challenge and redefine industry best practices, with exceptional attention to detail, ownership, and problem-solving skills.
The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity.
For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.
Pay Range
$172,000—$265,000 USD
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