13 days ago
Director, GTM M&A Strategy and Integration
Zendesk
San Francisco, CA (Hybrid)Full time$224K/yr – $336K/yr
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Director, GTM M&A Strategy and Integration
San Francisco, CA (Hybrid)
$224K/yr – $336K/yrDirector/Executive7+ years expFull time
Posted 13 days ago
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Job Summary
Own and drive GTM M&A integration from Day 1, leading cross-functional workstreams, launches, and executive reporting to ensure smooth transitions for acquired companies.
Job Description
Responsibilities
- 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
Requirements
- 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
Preferred
- 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
Zendesk
3.6 Glassdoor
Zendesk powers exceptional service for every person on the planet. As a leader in AI-powered service, we offer the Zendesk Resolution Platform, designed to redefine customer experience with advanced tools that integrate AI Agents, a comprehensive knowledge graph, actions and integrations, governance and control, measurement and insights, and human expertise. Our purpose-built platform enhances service by combining automation and human insight for seamless interactions. Easy to use, easy to scale, and easy to get value from, Zendesk helps companies strengthen relationships, improve efficiency, and grow. Learn more: http://zdsk.co/46mVi8h
Founded in 2007
San Francisco, California, USA
7.7K employees (570 in marketing)
61% recommend to a friend
56% CEO approval
Traffic Signals
Monthly Visitors
77M
Monthly Google Ads Budget
$2M
Traffic Source Mix
Search
18.1%
Direct
62.1%
Referral
18.2%
Social
0.9%
Paid
0.7%
Headcount Trend
Current headcount: ~7.7K
Marketing Team
Marketing Team Size
401 (5% of company)
Median Career Experience
13 years
Median Tenure
4.8 years
Marketing Roles Posted (Last 30 Days)
2
People
HR / Recruitment
Marketing Leadership
Sarah Gavin
Chief Communications Officer, Acting Chief Marketing Officer
At the company for 2 years 1 month
Wren Wilder
Sr. Executive Assistant to Chief Marketing Officer & EA Manager
At the company for 5 years 1 month
Keith Pearce
Senior Vice President Marketing
At the company for 11 months
Lisa Kant
SVP Global Field Marketing and Product Marketing
At the company for 8 years 6 months
