Director of Global GTM Effectiveness & Governance

With Confluent, organizations can harness the full power of continuously flowing data to innovate and win in the modern digital world. We have a purpose that drives us to do better every day – we're creating an entirely new category within data infrastructure - data streaming. This technology will allow every organization to create experiences and use the power of data in ways that profoundly impact the way we all live. This impact is our purpose and drives us to do better every day.

One Confluent. One team. One Data Streaming Platform.

Data Connects Us.

About the Role:

The Director of Global GTM Effectiveness & Governance is a pivotal leadership role responsible for driving productivity, capacity, and quota attainment through the establishment of a predictable operating cadence and the execution of strategic projects. This leader will work closely with the VP of Global Sales Operations and regional sales leaders to transform reactive processes into proactive, data-driven practices that optimize participation, pipeline generation, and progression. The Director will champion best practices, streamline pipeline processes from lead to revenue, and lead special initiatives designed to enhance overall sales effectiveness. The Director will lead all leadership business reviews and drive the strategic initiatives in collaboration with a cross-functional team, that are critical to the success of the Sales organization.  The Director will also provide sales operations business partner support to the Global Head of Specialists Sales.

What You Will Do:

• You will be the Sales Operations Business Partner to Head of Specialist Sales.
• Manage territory design and specialist sales capacity management process.
• Maintain single source of truth for all executive analytics and reporting. 
• You will drive productivity & capacity through:
  
  • Implementing and refining a predictable, consistent operating cadence that minimizes fire drills and increases proactive planning. 
  • Leading initiatives that optimize sales participation, pipeline generation, and progression to directly impact quota attainment.
• You will be responsible for governance & cadence optimization: 
  
  • Transition team processes from reactive to proactive governance by designing and optimizing standard operating cadences. 
  • Oversee key cadences such as Pipeline Council, monthly S&M Operation. Reviews, and Head of Sales QBRs to ensure clarity, alignment, and accountability.
• You will be responsible for pipeline process improvement: 
  
  • Optimize the end-to-end pipeline process from lead to opportunity to revenue to enhance the effectiveness of Account Executives (AE) and Customer Field Leaders.
  • Scale best practices and drive initiatives that improve predictability and learning within the pipeline.
• You will be responsible for performance management: 
  
  • Define and monitor key performance indicators (KPIs) focused on participation, coverage, and progression. 
  • Collaborate with analytics teams to provide real-time insights and ensure alignment with sales targets and strategic objectives.
• You will drive special projects & strategic Initiatives: 
  
  • Develop, launch, and manage special projects aimed at creating additional capacity and driving growth.
  • Lead projects such as the AMER Cloud Resell 2.0 Pilot and GAM, ensuring they align with broader sales cadence and pipeline execution strategies.
• You will drive next steps including: 
  
  • Refreshing Pipeline Council reporting to increase focus on rep attainment and learning. 
  • Defining and implementing a Unified Pipeline Execution Framework.
    Incorporating progression metrics into pipeline and forecast cadences. 
  • Launching new monthly Sales & Marketing Operating Reviews and Global Sales QBRs.

What You Will Bring:

• Bachelor’s degree in Business, Operations, or a related field; MBA preferred. 
• 12+ years of experience in Strategy & Planning, Sales Operations, Business Operations, or a related role, with a proven track record of managing global or large-scale teams. 
• Deep expertise in establishing and optimizing sales cadences, pipeline processes, and performance management systems. 
• Strong analytical skills and the ability to leverage data-driven insights to influence decision-making and drive operational improvements. 
• Demonstrated success in leading cross-functional initiatives and collaborating with Sales, Marketing, Finance, and Customer Success teams. 
• Excellent communication, leadership, and problem-solving skills in a dynamic, fast-paced environment.
• Operational Excellence & Execution 
• Proactive Governance & Cadence Management 
• Pipeline Optimization & Process Improvement 
• Data-Driven Decision-Making & KPI Management 
• Strategic Project Leadership & Innovation 
• Cross-Functional Collaboration & Team Development

Come As You Are

At Confluent, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. The more diverse we are, the richer our community and the broader our impact. Employment decisions are made on the basis of job-related criteria without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by applicable law.

At Confluent, we are committed to providing competitive pay and benefits that are in line with industry standards. We analyze and carefully consider several factors when determining compensation, including work history, education, professional experience, and location. This position has an annual estimated salary of $228,600 - $274,320 and a competitive equity package. The actual pay may vary depending on your skills, qualifications, experience, and work location. In addition, Confluent offers a wide range of employee benefits. To learn more about our benefits click HERE.

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