Sales Operations, Director

Synopsys, Inc.; United States; On-site; USD 180,000 - 320,000; Full time

Job summary

Synopsys, Inc. is seeking a seasoned leader to own the long-range GTM planning framework, integrating bookings, revenue, and technical-resource models across a global matrixed organization.

You will partner with Product Management, R&D, Finance, and Sales to translate corporate strategy into executable plans, drive governance, and deliver executive-ready narratives for senior leadership.

Qualifications

• Bachelor's degree required in business, finance, engineering, or related field.
• MBA or advanced degree is a plus.
• Significant experience in strategic planning and operations.

Responsibilities

• Lead development of long-range GTM plans integrating bookings, revenue, sales capacity, and technical resources.
• Establish annual planning calendar, governance cadence, and cross-functional milestones.
• Build scenario analyses translating objectives into executable GTM strategies with measurable outcomes.
• Develop multi-year plans for account management, technical sales, and product specialists.

Skills

Strategic planning

Cross-functional leadership

Executive storytelling

Financial modeling

Data-driven decision making

Education

Bachelor's degree in Business, Economics, Engineering, or related field

MBA or advanced degree (a plus)

Tools

Enterprise planning platforms

CRM systems

Analytics tools

Job description

We Are

Synopsys is the leader in engineering solutions from silicon to systems, enabling customers to rapidly innovate AI-powered products. We deliver industry-leading silicon design, IP, simulation and analysis solutions, and design services. We partner closely with our customers across a wide range of industries to maximize their R&D capability and productivity, powering innovation today that ignites the ingenuity of tomorrow.

You Are

You are someone who sees the future in spreadsheets and knows that a three-year plan is only as good of the assumptions underneath it and the people who believe in it. You have spent years translating strategic intent into executable models, connecting what the C-suite wants with what Sales can deliver, what Product is building, and what Finance will fund. You do not just build plans, you build the process that makes planning repeatable, credible, and useful.

Ambiguity does not slow you down. You know how to model bookings, revenue, and headcount in the same framework without losing sight of the customer, the market, or the roadmap. You have facilitated executive reviews where the stakes were high and the data was incomplete, and you walked out with a decision.

You think in systems. You care about governance, version control, and who owns what input. At Synopsys, you will build the long-range planning engine that connects GTM strategy to financial outcomes, resource investments, and product priorities across a global, matrixed organization.

What You'll Be Doing

• Lead the development of Synopsys GTM strategic plans, integrating bookings, revenue, sales capacity, and technical resource models into one planning framework
• Establish and manage the annual long-range planning calendar, governance cadence, decision forums, and cross-functional milestones across Sales, Technical Solutions, Product Management, R&D, Finance, Marketing, and Corporate Strategy
• Build scenario analyses that evaluate growth priorities, investment choices, resource constraints, and strategic alternatives, translating corporate objectives into executable GTM strategies with measurable outcomes
• Develop multi-year sales and technical resource plans that quantify future capacity requirements across account management, technical sales, applications engineering, product specialists, and customer success roles
• Partner with Product Management and R&D to incorporate roadmap deliverables, release dependencies, and technology priorities into the GTM plan, linking technical campaigns and sales plays to growth models
• Source, validate, and reconcile planning data from enterprise systems and functional owners, defining common planning definitions, data standards, and quality controls
• Prepare executive-ready narratives, decision frameworks, and planning deliverables that present strategic insights, options, dependencies, and resource requirements to senior leadership

The Impact You Will Have

• Establish an enterprise-wide GTM planning framework that becomes the directional strategy document connecting GTM, Product, R&D, Finance, and Corporate Strategy
• Deliver an integrated bookings, revenue, sales, and technical-resource planning model that links market opportunity, customer demand, product roadmaps, and resource requirements in one view
• Create alignment across Sales, Technical Solutions, Product Management, R&D, Finance, Marketing, and Corporate Strategy, turning conflicting assumptions into fact-based decisions
• Institutionalize an annual refresh cycle with clear ownership, decision rights, and documentation that makes long-range planning a repeatable enterprise capability
• Improve visibility into how product roadmaps, technical campaigns, sales plays, and resources support growth outcomes, enabling leadership to make transparent investment and prioritization decisions
• Quantify future capacity requirements and identify resource gaps, timing risks, and critical capabilities that leadership can act on before they become bottlenecks
• Build a sustainable planning capability that serves as the foundation for annual operating priorities and strategic resource allocation across our global organization

What You'll Need

• Bachelor's degree in Business, Finance, Economics, Engineering, Computer Science, or a related discipline
• 12+ years of experience in strategic planning, sales strategy and operations, corporate strategy, FP&A, management consulting, or business operations
• Advanced analytical, financial-modeling, and business-planning capabilities, with experience building multi-year planning frameworks and integrated bookings, revenue, and capacity models
• Demonstrated ability to lead complex, cross-functional initiatives in a global, matrixed organization, influencing senior executives and driving alignment without relying on direct authority
• Strong executive communication, facilitation, and presentation skills, with the ability to convert ambiguous strategic questions into structured models, decisions, and execution plans
• MBA or advanced degree is a plus, as is experience in semiconductor, EDA, silicon IP, software, or enterprise technology industries
• Experience with enterprise planning platforms, CRM systems, analytics tools, and large-scale data models is a plus, as is deep understanding of bookings, revenue recognition drivers, forecasting, coverage modeling, and organizational design

Who You Are

• You can facilitate a planning session with Sales, Product, R&D, and Finance in the room and leave with a shared set of assumptions and a clear next step
• You know the difference between a planning model that informs decisions and one that just produces numbers, and you have strong opinions about data quality, version control, and who owns which input
• You can explain a complex resource tradeoff to leadership in two minutes without losing the nuance, and you can build the financial model that backs it up
• You do not wait for perfect data to start building, you work with what you have, flag the gaps, and keep the process moving while you fill them in
• You think in systems and processes, not just deliverables, and you care about making planning repeatable, credible, and useful beyond the current cycle

The Team You'll Be Part Of

Your recruiter will share more about the team structure and mission during the interview process.

Rewards and Benefits

We offer a comprehensive range of health, wellness, and financial benefits to cater to your needs. Our total rewards include both monetary and non-monetary offerings. Your recruiter will provide more details about the salary range and benefits during the hiring process.