Director of GTM Strategy & Operations

Job Overview:

Nayya is hiring an experienced Director of GTM Strategy & Operations responsible for leading the optimization of our go-to-market strategy and operations. In this role, you will design strategies to create repeatable, successful commercial partnerships, drawing on your deep understanding of buyer and partner dynamics. You will coach sales and partnership teams on deal strategy, execution, and operational efficiency, ensuring alignment within the revenue organization.

Collaborating closely with leadership, you will refine sales strategies, streamline workflows, and equip teams with the tools and training they need to succeed. You’ll support complex deal cycles, ensure data-driven decision-making, and drive improvements in sales productivity, pipeline velocity, and revenue growth. Experience in B2B partnerships, particularly in healthcare or HCM, is highly preferred.

Key Responsibilities:

• Deal Strategy & Process:
• Develop strategies for structuring complex B2B deals, maximizing profitability while aligning with customer needs.
• Collaborate with sales leadership to implement sales methodologies (e.g., MEDDIC, SPIN) and create deal playbooks.
• Assess risks in key deals and develop mitigation strategies.
• Work with marketing and sales teams to define the Ideal Customer Profile (ICP) and prioritize high-value accounts.
• Develop frameworks to score and prioritize opportunities, ensuring focus on the highest-value deals.
• Sales Infrastructure & Reporting:
• Lead the development of performance dashboards and sales reports to track key metrics like pipeline health and revenue.
• Analyze sales data to identify trends and refine strategies for improvement.
• Optimize sales territories, quotas, and compensation plans to drive performance.
• Sales Enablement & Tools:
• Oversee sales tools (e.g., CRM, analytics platforms) to ensure the team has the resources needed to close deals efficiently.
• Ensure the sales team is trained and equipped with the right skills to engage customers effectively.
• Continuous Improvement & Scalability:
• Drive initiatives to scale sales operations as the company grows.
• Lead the adoption of new tools, processes, and methodologies to improve productivity.
• Lead deal retrospectives to capture learnings and incorporate them into future strategies.

What you’ll bring:

• 10+ years in Sales Operations, ideally in B2B environments like SaaS, enterprise software, or healthtech/HCM.
• Experience optimizing complex sales processes and leading sales teams to improve pipeline velocity and close rates.
• Expertise in sales methodologies (e.g., MEDDIC, SPIN) and proficiency in CRM systems (Salesforce) and sales analytics tools (Tableau, Power BI).
• Strong analytical skills with the ability to influence and collaborate across teams.

The salary range for New York based candidates for this role is $180,000-$235,000. We use a location factor to adjust this range for candidates that are located outside of geographic region of our New York office. Placement within the salary band is determined based on experience. 

#LI-KA1

#LI-HYBRID