Director, GTM Revenue Strategy and Operations

The Role

We are seeking a Director of GTM Revenue Strategy and Operations to join our GTM Operations team in a hybrid role based in Boston, reporting to the VP of GTM Revenue Strategy and Operations. Zscaler is seeking an experienced Director to lead the end-to-end renewals motion for our high-volume, high-velocity customer segment. This is a fast-growing book of business with rapidly increasing transaction volume. You’ll lead a team of renewal professionals globally, who drive the rhythm, run the plays, interlock with channel partners, and ultimately close the renewal deals.  

This is a high-impact leadership role where commercial orientation meets execution at scale. You’ll manage structured outreach well in advance of renewal, progressing each opportunity through to deal close. Along the way, you’ll support the team handling pricing negotiations, contract modifications, channel partner engagement, and the occasional save conversations — all while keeping your pipeline tight and your forecasts accurate.

What you’ll do (Role Expectations)

• Own the end-to-end renewal lifecycle for the high-volume segment, ensuring the team delivers consistent on-time renewal execution across a large and growing book of business
• Drive forecast accuracy and pipeline discipline across the team; CRM data is current, stage progression is rigorous and clear notes are accounted for on each opportunity
• Partner with Channel team to define & scale partner-led, and partner-assisted renewal motion, ensuring the operating model creates leverage without sacrificing on-time renewal or customer experience
• Surface frontline renewal intelligence such as churn themes and partner perspectives. Feed intel back to CS, Product, and GTM leadership to inform retention strategy, enablement and roadmap priorities
• Lead, develop, and scale a global team of renewal professionals, establishing clear ownership, performance expectations, and a culture of accountability

Who You Are (Success Profile)

• You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. You adapt to what’s needed, navigating seamlessly between high-level strategy and hands-on execution.
• You are driven by innovation. You have a deep curiosity for how things work and are energized by solving complex technical challenges. You believe in the power of technology to accelerate transformation and are always looking for a better, more secure, and scalable way.
• You champion simplicity. You are skilled at distilling complex problems, user needs, and technical concepts into clear, simple, and actionable plans. You are a precise communicator who brings clarity and focus to every interaction.
• You are data-driven. You use data and analytics to find the truth, measure what matters, and guide informed decisions. You value evidence over assumptions, replacing "I think" with "I know" to drive better outcomes.
• You lead with integrity. You do the right thing, even when it’s hard. You hold yourself and others to a high standard of accountability and build trust by matching your words with consistent, transparent action.

What We’re Looking for (Minimum Qualifications)

• 10+ years of progressive experience in GTM operations, renewals, customer success, or sales operations, with at least 5 years in high-growth Enterprise SaaS, or subscription-based technology companies
• Direct experience leading renewal or retention teams at scale, understanding how to maintain execution quality as transaction volume grows. Proven track record of building and operationalizing renewal playbooks, outreach cadences, and pipeline management frameworks from the ground up — not just inheriting them
• Strong commercial instinct and negotiation acumen, coach a team through difficult renewal conversations
• Experience partnering with Channel organizations on renewal execution. You understand partner-led vs. partner-assisted dynamics and can navigate shared-ownership motions
• Analytical horsepower paired with commercial judgment, comfortable diagnosing trends, and translating findings into clear actions for renewals team and cross-functional partners. Excellent written and verbal communication skills, ability to present to VP and SVP level stakeholders with clarity and confidence

What Will Make You Stand Out (Preferred Qualifications)

• MBA preferred

#LI-EV1

#LI-Hybrid