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Sr. Director, Global GTM Strategy
Mission
Architect and optimize Qualys’s global go-to-market strategy across customer segments, regions, and routes to market to drive sustainable, scalable, and profitable growth.
The Sr. Director, Global GTM Strategy serves as the architect of Qualys’s growth strategy, connecting market opportunity, customer segmentation, pricing, coverage, and GTM investment into a cohesive plan for growth. This leader will identify where and how Qualys should invest to maximize revenue opportunity and ensure each region, segment, and channel has a clear strategy and execution framework.
Working across Sales, Marketing, Product, Partner, Finance, Revenue Operations, and Field Operations, this role will translate market and performance insights into actionable GTM priorities and ensure resources are aligned to the highest-value growth opportunities.
Key Responsibilities
Global & Regional GTM Strategy
- Own the development of an integrated global GTM strategy and translate it into tailored plans for the Americas, EMEA, and APAC.
- Partner with regional and functional leaders to define market priorities, customer segments, routes to market, and growth opportunities while ensuring regional strategies remain aligned to global business objectives and revenue targets.
- Identify opportunities to evolve GTM models based on market maturity, customer needs, competitive dynamics, and business performance.
Strategic Planning & Investment Allocation
- Lead the GTM strategy component of annual and long-range planning, translating company growth objectives into clear market, segment, coverage, and investment priorities.
- Develop data-driven recommendations for where Qualys should deploy incremental resources—including sales capacity, marketing investment, partner resources, and GTM programs—to maximize growth and return on investment.
- Build business cases and scenario analyses that evaluate market opportunity, capacity, productivity, expected returns, and tradeoffs to support executive investment decisions.
- Continuously assess performance against strategic assumptions and recommend resource reallocation as market conditions and business priorities evolve.
Segmentation, Targeting & Market Prioritization
- Own and continuously refine customer and market segmentation frameworks to identify the highest-potential markets, customer cohorts, verticals, and buyer opportunities.
- Translate segmentation, propensity, and customer insights into actionable targeting strategies that guide sales focus, marketing investment, partner engagement, and account-level growth motions.
- Partner with Field Operations on territory and quota planning, providing strategic analysis of market opportunity, coverage, capacity, productivity, and growth potential.
Pricing, Packaging & Monetization Strategy
- Lead broader pricing and monetization strategy in partnership with Product and Finance, ensuring pricing and packaging reflect customer value, competitive dynamics, and company growth objectives.
- Evaluate pricing performance, discounting, deal economics, win rates, and customer behavior to identify opportunities to improve revenue quality and profitability.
- Provide strategic guidance on new pricing models, packaging approaches, and commercial structures as Qualys evolves its portfolio and routes to market.
Partner & Channel Strategy
- Partner with Channel leadership to shape the global partner strategy across channel, technology, alliance, and other partner motions.
- Define the strategic role of partners within the broader GTM model, including partner segmentation, market coverage, incentives, co-selling motions, and investment priorities.
- Evaluate partner performance and market opportunity to identify opportunities to increase partner contribution to pipeline, revenue, and market reach.
Product & Emerging GTM Motions
- Partner with Product, Marketing, and Sales to define the GTM strategy for new products, solutions, and emerging sales motions.
- Ensure PLG, self-service, hybrid, and other emerging motions are integrated into the broader GTM strategy and aligned to appropriate customer segments and acquisition or expansion opportunities.
- Evaluate adoption and commercial performance to determine where new motions should be expanded, adjusted, or integrated into existing sales and partner models.
Market & Competitive Intelligence
- Develop a structured view of market trends, customer needs, competitive dynamics, and emerging growth opportunities.
- Translate market intelligence into actionable recommendations for market entry, product positioning, pricing, segmentation, and GTM investment.
- Provide leadership with clear perspectives on where market dynamics may require changes to existing GTM strategies or investment priorities.
GTM Motion Design & Optimization
- Ensure Qualys’s GTM motions—including direct sales, partner-led, PLG/self-service, and hybrid models—are designed around the needs and economics of each customer segment.
- Define best practices and strategic frameworks for customer acquisition, expansion, and retention motions.
- Partner with functional teams to continuously improve sales plays, targeting, enablement, and execution based on performance and customer insights.
Cross-Functional Leadership & Executive Alignment
- Serve as a strategic advisor to executive, regional, and functional leaders on GTM priorities, growth opportunities, pricing, and resource allocation.
- Create alignment across Sales, Marketing, Product, Partner, Finance, Revenue Operations, and Field Operations around GTM strategy and investment priorities.
- Drive complex cross-functional initiatives from strategy through execution, establishing clear ownership, decision points, and measures of success.
Performance Measurement & Optimization
- Establish the KPIs and analytical frameworks used to evaluate GTM effectiveness across regions, segments, channels, and motions.
- Monitor key indicators including pipeline generation, conversion, win rates, productivity, market penetration, partner contribution, revenue growth, and profitability.
- Identify performance gaps and emerging opportunities and recommend changes to strategy, investment, coverage, or execution.
- Create a continuous feedback loop between GTM performance and strategic planning to ensure resources remain focused on the highest-value growth opportunities.
Skill Sets & Requirements
- 10+ years of experience in GTM strategy, revenue strategy, pricing, monetization, strategic planning, or related functions, ideally within a global B2B technology or SaaS organization.
- Demonstrated experience developing and executing enterprise GTM strategies across multiple regions, customer segments, and routes to market, including direct and partner-led motions.
- Proven people leader with experience building, leading, and developing high-performing teams. Ability to develop leadership capability within the organization and effectively lead through people managers as the function scales.
- Strong expertise in customer segmentation, market prioritization, targeting, coverage and capacity planning, and resource allocation, with the ability to translate market opportunity into actionable growth strategies.
- Demonstrated experience with strategic planning and investment allocation, including developing business cases, evaluating ROI, modeling growth scenarios, and recommending where to deploy incremental resources.
- Proven experience developing or influencing pricing, packaging, and monetization strategy, with a strong understanding of customer value, competitive positioning, win rates, and revenue economics.
- Strong analytical and financial acumen with demonstrated ability to use market, customer, pipeline, and revenue data to identify opportunities and inform executive decision-making.
- Ability to connect strategy to execution by establishing clear priorities, operating plans, KPIs, and mechanisms for measuring GTM effectiveness.
- Demonstrated success working across Sales, Marketing, Product, Finance, Revenue Operations, and Partner/Channel organizations, with the ability to influence senior leaders and drive alignment without direct authority.
- Experience leading complex cross-functional initiatives in ambiguous, high-growth, and rapidly evolving environments.
- Strong executive communication and storytelling skills, with the ability to synthesize complex analysis into clear recommendations and decisions.
- Working knowledge of modern GTM systems and analytics platforms, including Salesforce, BI/analytics tools, and CPQ/revenue technology; deep system administration expertise is not required.
- Experience within enterprise cybersecurity, SaaS, or another complex B2B technology environment preferred.
Qualys is an Equal Opportunity Employer, please see our EEO policy.