Director, GTM M&A Strategy and Integration

Zendesk
San Francisco, California
Workplace: HybridFull timeUSD 224,000 - 336,000 annuallyFunction: Strategy & Corporate DevelopmentExperience: 7+ yearsSkills: ["Executive communication","Program leadership","Stakeholder alignment","Risk management","Bias for action"]

Lead go-to-market strategy and execution for acquired businesses and new product motions, translating M&A plans into durable field operating models. Partner across Sales, Revenue Operations, Enablement, Product Marketing, Legal, IT, and regional GTM leaders to design sales motions, routing rules, launch readiness criteria, and reporting. Own the integration roadmap with milestones, dependencies, decision logs, escalation, and repeatable playbooks for Day 1/30/90 execution.

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Zendesk
Zendesk
1 month ago

Director, GTM M&A Strategy and Integration

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Last checked: 8 days agoStatus: Live

Job Summary

Lead go-to-market strategy and execution for acquired businesses and new product motions, translating M&A plans into durable field operating models. Partner across Sales, Revenue Operations, Enablement, Product Marketing, Legal, IT, and regional GTM leaders to design sales motions, routing rules, launch readiness criteria, and reporting. Own the integration roadmap with milestones, dependencies, decision logs, escalation, and repeatable playbooks for Day 1/30/90 execution.
Location: San Francisco, California
Workplace: Hybrid
Employment Type: Full time
Job Function: Strategy & Corporate Development
Seniority: Director level

Key Responsibilities

  • •Lead GTM integration strategy for acquired companies, including sales motion design, coverage model, handoff model, operating cadence, and field adoption plan.
  • •Coordinate and manage the DD process for GTM stakeholders, including the 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 with launch milestones, dependency tracking, decision logs, blocker escalation, and executive reporting.
  • •Define and operationalize new sales motions and launch readiness criteria for acquired products, including reporting and adoption metrics; build repeatable GTM integration playbooks.

Pay and Benefits

Salary: USD 224,000 - 336,000 annually

Key Requirements

  • •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 launches, pricing/packaging rollouts, or complex cross-functional revenue programs in B2B SaaS.
  • •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 and program leadership skills, including stakeholder alignment and risk/escalation management.
Experience:7+ yearsB2B SaaS
Skills:Executive communicationProgram leadershipStakeholder alignmentRisk managementBias for action
Tech Stack:AICRM

Company Brief

Zendesk
Provides cloud-based customer service and engagement software, including help desk, ticketing, chat, and CRM tools that enable businesses to manage customer support, self-service, and omnichannel communication at scale.
Industry: Enterprise Software
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Established Company
Valuation: Decacorn (USD 10B+)
Funding: Private Equity Backed
Headquarters: San Francisco, United States
Founded: 2007
Glassdoor
Glassdoor: 4.0
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