Global GTM Operations Director

Cohesity is the leader in AI-powered data security. Over 13,600 enterprise customers, including over 85 of the Fortune 100 and nearly 70% of the Global 500, rely on Cohesity to strengthen their resilience while providing Gen AI insights into their vast amounts of data. Formed from the combination of Cohesity with Veritas’ enterprise data protection business, the company’s solutions secure and protect data on-premises, in the cloud, and at the edge. Backed by NVIDIA, IBM, HPE, Cisco, AWS, Google Cloud, and others, Cohesity is headquartered in Santa Clara, CA, with offices around the globe.  
We’ve been named a Leader by multiple analyst firms and have been globally recognized for Innovation, Product Strength, and Simplicity in Design , and our culture. 
Want to join the leader in AI-powered data security? 

The Global Go-To-Market Operations team at Cohesity designs, operates, and continuously improves the systems and processes that drive predictable pipeline creation and revenue growth. Our work sits at the intersection of Marketing, Sales, and Revenue Operations, ensuring that leads are effectively converted into high-quality opportunities and that Inside Sales teams are enabled to operate with speed, clarity, and discipline. This role reports directly to the Chief of Staff & GTM Ops Lead.

As Sales Operations Director, Global GTM Operations, you will be an individual contributor serving in a dual-domain role: Lead Management and Inside Sales Operations. You will own and architect Cohesity’s global lead-to-opportunity operating model, while also designing the operating frameworks, tooling standards, and governance mechanisms that improve Inside Sales effectiveness at scale. You will partner closely with Marketing, Marketing Operations, Revenue Operations, GTM Transformation, and Sales leadership to define standards, align stakeholders, and deliver executive-ready insights that accelerate pipeline growth and operational efficiency.

• Architect and continuously improve the global lead lifecycle from inquiry through qualified opportunity, including stage definitions, SLAs, routing logic, scoring models, qualification criteria, and data governance, to drive conversion and pipeline creation.

• Establish global operating standards and governance for lead management and Inside Sales operations, including regular funnel and operating reviews that surface risks, bottlenecks, and prioritized optimization actions.

• Partner with Marketing and Marketing Operations to design scalable lead capture, nurture, recycling, and prioritization frameworks, including the use of additional signals to focus effort and accelerate opportunity creation.

• Design and evolve Inside Sales operating frameworks, including processes, workflows, and cadences, to remove friction, improve productivity, increase deal velocity, and support consistent execution without direct rep coaching.

• Collaborate on coverage strategy inputs such as territory assignments, coverage models, quota allocation support, and resource planning to maximize Inside Sales effectiveness as the business scales.

• Build and maintain executive-ready dashboards and insights covering funnel performance, conversion rates, lead aging, SLA compliance, pipeline generation, Inside Sales operational metrics, and forecast accuracy, translating data into practical recommendations.

• Serve as a cross-functional orchestrator across Marketing, Marketing Operations, Revenue Operations, GTM Transformation, Sales, and other stakeholders to align on definitions, processes, success metrics, and operating cadence, driving adoption through documentation and enablement assets.

• Own the roadmap for GTM process and tooling evolution in partnership with platform experts across Salesforce and adjacent technologies, including responsible automation and AI-enabled capabilities that streamline workflows and enhance sales effectiveness.

• Own the design and execution of GTM operating cadence including periodic pipeline reviews, funnel performance reviews, and quarterly business reviews — translating data into prioritized actions for leadership.

• Specific goals, KPIs, and success metrics for this role will be defined collaboratively with the hiring manager within the first 60 days of joining, aligned to Cohesity's GTM priorities at the time of onboarding.

• Proven experience owning and improving the lead-to-opportunity lifecycle, including stage definitions, SLAs, routing, scoring, qualification criteria, and data governance.

• Inside Sales Operations experience building an inside sales operations function, including improving operational cadence, coverage models, cadences and execution efficiency without direct people management responsibility.

• Strong strategic and critical thinking skills to define, implement, and evolve lead management and inside sales operating models, driving sustained improvements in effectiveness, efficiency, and scalability. 

• Strong background in Sales Operations, Revenue Operations, Marketing Operations, or a closely related function, with demonstrated impact on conversion rates, funnel velocity, and pipeline generation.

• Hands-on experience with Salesforce and modern GTM tooling (such as Marketo, LeanData, Outreach, 6sense, and ZoomInfo), including partnering with system owners to optimize workflows and data quality.

• Advanced analytical skills with the ability to translate complex funnel and sales data into clear, executive-ready insights and recommendations.

• Demonstrated ability to lead and influence cross-functionally across Marketing, Marketing Operations, Revenue Operations, GTM Transformation, and Sales.

• Strong written and verbal communication skills, with the ability to bridge operational detail and executive-level storytelling.

• Comfort operating in ambiguity, with a bias toward action, structure, and continuous improvement.

• Must have English language proficiency (can interact with a degree of fluency when speaking, reading, and writing in a professional and specialized setting).

• Comparable experience, college or Bachelor's degree required.

• Given the global nature of this role, occasional early morning or evening meetings may be required to accommodate International and AMER stakeholders. Flexible working arrangements are supported.

• This role may also require occasional travel as business needs dictate.

• Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making. Ability to evaluate and pilot new AI capabilities as the landscape evolves with key stakeholders.

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Equal Employment Opportunity Employer (EEOE)
Cohesity is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at 1-855-9COHESITY or [email protected] for assistance.
In-Office Expectations
Cohesity employees who are within a reasonable commute (e.g. within a forty-five (45) minute average travel time) work out of our core offices 2-3 days a week of their choosing.

Interested candidates based outside of the designated areas are welcome to apply, provided they have the right to work in the job location.