Director, GTM Application Strategy (San Francisco)

At Anaplan, we are a team of innovators focused on optimizing business decision-making through our leading AI-infused scenario planning and analysis platform so our customers can outpace their competition and the market.

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Our Winning Culture is the engine that drives our teams of innovators. We champion diversity of thought and ideas, we behave like leaders regardless of title, we are committed to achieving ambitious goals, and we love celebratingour wins - big and small.

Supported by operating principles of being strategy-led, values-based and disciplined in execution, you'll be inspired, connected, developed and rewarded here. Everything that makes you unique is welcome; join us and let's build what's next - together!

Director, GTM Strategy & Operations - Applications & Sales Plays

Location: San Francisco, CA

About the Role

Anaplan is seeking a Director of GTM Strategy & Operations - Applications and Sales Plays to stand up a new function within our GTM Operations organization. This leader will oversee a team of 2-3 and partner closely with senior cross-functional leaders across Product, Sales, Enablement, Marketing, Finance, and Operations. The role will drive alignment on our use case strategy , ensure GTM readiness for new and existing application s , and lead the rollout and adoption of sales plays that bring those applications to customers .

Reporting to the VP of Global GTM Strategy, Planning & Operations, this role is accountable for creating a scalable framework connecting use cases, applications, and sales plays , and for measuring adoption, pipeline contribution, and revenue impact. This leader will play a critical role in aligning innovation with execution across the field .

Key Responsibilities

Use Case & Applications Management

• Define and maintain a structured use case hierarchy and taxonomy aligned to buying behaviors and TAM opportunity.

• Map use cases across Anaplan and partner apps to ensure clarity and integration into sales plays.

• Partner with Product and Marketing to identify and prioritize emerging use cases from customer and market feedback.

Sales Play Development & Execution

• Own and maintain the global sales play roadmap aligned to product and application launches.

• Partner with Product (COEs), Marketing, and Enablement to deliver field-ready, content-rich plays.

• Win/loss analysis and opportunity reviews to refine plays and inform messaging and product strategy.

Product COE Operational Alignment

• Partner with Product COE leaders to ensure they have the tools, data, and processes required to effectively run their business, including forecasting, pipeline and performance management.

• Support annual planning process for COEs, from compensation to target setting ensuring alignment with overall GTM strategy.

• Establish governance, operating rhythms, and success metrics for applications and plays adoption.

• Measure effectiveness through adoption, pipeline contribution, and closed-won performance.

Cross-Functional Alignment

• Act as the strategic link across Product, Marketing, Sales, Enablement, and Partners.

• Provide actionable insights on use case and app performance to inform annual GTM planning.

• Run structured feedback loops with Sales, CS, and Partners to continuously improve execution.

Ideal Candidate Profile

• 8-10+ years of experience in GTM strategy, new product introduction, or sales plays enablement within SaaS or enterprise software.

• Demonstrated success in building or scaling a new function within a high-growth environment.

• Proven ability to work cross-functionally with Product, Marketing, Sales, and Enablement leadership.

• Strong analytical mindset with a track record of measuring adoption, pipeline contribution, and revenue impact.

• Exceptional executive communication skills and ability to influence at VP+ levels.

• Comfortable operating in ambiguity, with the drive to create structure, process, and governance from scratch.

• Experience leading and developing small, high-impact teams (2-3 direct reports).

Base Salary Range:

$181,000$244,000 USD

Our Commitment to Diversity, Equity, Inclusionand Belonging (DEIB)

We believe attracting and retaining the best talent and fostering an inclusive culture strengthens our business. DEIB improves our workforce, enhances trust with our partners and customers, and drives business success. Build your career in a place where diversity, equity, inclusion and belonging aren't just words on paper - this is what drives our innovation, it's how we connect, and it contributes to what makes us a market leader. We believe in a hiring and working environment where all people are respected and valued, regardless of gender identity or expression, sexual orientation, religion, ethnicity, age, neurodiversity, disability status, citizenship, or any other aspect which makes people unique. We hire you for who you are, and we want you to bring your authentic self to work every day!

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive equitable benefits and all privileges of employment. Please contact us to request accommodation.

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