Palo Alto Director Strategy – Enterprise License Agreements 

United States, California 

595033133

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Define and own the strategic vision and execution plan for the Enterprise License Agreement (ELA) business, with a focus on long-term growth and repurchase acceleration.

• Partner with executive leadership to establish clear strategic direction and business objectives aligned with broader company goals.

• Lead cross-functional initiatives across Sales, Product, Marketing, Finance, and Operations to ensure alignment and execution of GTM strategy.

• Identify product and commercial strengths, gaps, and opportunities to refine and evolve ELA value propositions and packaging.

• Develop long-range business development plans that drive customer lifetime value and repurchase behaviors.

• Build and deliver executive-level presentations and strategic recommendations using data-driven insights and market intelligence.

• Measure and monitor key performance metrics, delivering predictable forecasting and performance reporting.

• Act as the internal champion for the CDSS ELA business, guiding regional field teams and leadership on GTM priorities, messaging, and strategy.

Your Experience

• 10+ years of experience in Go-To-Market Strategy, Sales Strategy, Sales Operations, Top Management Consulting, or related roles in the technology sector.

• 5+ years of experience leading large-scale strategic initiatives, ideally within SaaS, B2B tech, cybersecurity, or enterprise software.

• Background in top-tier management consulting, investment strategy, or enterprise GTM / biz ops roles preferred.

• Strong executive presence with a proven ability to influence cross-functional teams and drive decision-making at senior levels.

• Track record of driving SaaS growth through pricing, packaging, and repurchase models.

• Exceptional problem-solving skills with a data-first approach to analysis, strategy development, and execution.

• Deep understanding of enterprise sales motions and experience supporting large deal structures and renewals.

• Excellent communication skills, with the ability to synthesize complex topics into clear, actionable messaging for diverse audiences.

Preferred Qualifications

• MBA or equivalent advanced degree in business, strategy, or related field.

• Experience designing and scaling Enterprise Agreement or volume-based commercial models.

• Familiarity with cybersecurity solutions and GTM dynamics.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $212,000 - $291,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.