Palo Alto Program Director - Transformation 

United States, California 

729872237

** This role is based in our Santa Clara, CA headquarters and will have a hybrid working schedule of at least 3 days/week in office. **

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

Your Impact

A. Strategic Planning

• Understand and deconstruct GTM business challenges (e.g., seller experience, pipeline conversion, revenue acceleration)

• Structure cross-functional workstreams to solve end-to-end GTM problems, not just tech implementations

• Identify interdependencies across Sales, Marketing, Channel, Customer Success, Finance, and IT

• Define business outcome-driven milestones tied to key KPIs such as sales cycle time, lead conversion rate, quota attainment, or ARR

• Assess end-user (e.g., seller, partner, customer) impact and institutionalization requirements

B. Execution & Cross-functional Program Leadership

• Translate strategic GTM objectives into iterative sprint plans and execution roadmaps

• Lead programs across multiple business units and IT teams to deliver on time and within scope

• Solve blockers proactively—beyond project tracking—by engaging across business, operations, and IT

• Communicate crisply to executive stakeholders through status updates, steering committees, and structured problem-solving

• Influence stakeholders across functions and levels—building empathy while driving accountability

C. Institutionalization & Change Management

• Think holistically about change implications across global field teams and internal GTM functions

• Partner with Sales Enablement, Field Communications, and Ops to create impactful rollout and capability-building plans

• Ensure change management is embedded, including process changes, training, and support structures

D. Value Realization & Feedback Loop

• Partner with GTM Ops and Analytics to track success metrics post-implementation

• Continuously gather feedback from field users to iterate and improve future phases of the program

Your Experience

• 12 years of relevant experience post-MBA, with a strong preference for candidates with:

  • Experience working in management and/or technology strategy consulting (e.g., Deloitte, Accenture, PwC, Bain)

  • GTM program delivery experience at a large enterprise software or SaaS company

• Track record of leading large-scale GTM transformations, especially in areas like CRM modernization, sales planning automation, CPQ, digital marketing operations, or partner ecosystems

• Deep understanding of the GTM lifecycle: Marketing > SDR > Sales > Deal Desk > CPQ > Billing > Customer Success

• Expertise in Agile methodologies and experience working with Product and IT teams

• Excellent communication, narrative-building, and presentation skills—comfortable engaging C-level stakeholders

• Self-starter with a growth mindset and a strong sense of ownership

• Experience influencing cross-functional teams without direct authority

• Knowledge of the cybersecurity or broader enterprise tech space is a plus

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) is expected to be between $192,000 - $251,000/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.