Sr. Director, Global GTM Strategy

qualys; Tennessee; Hybrid; USD 180,000 - 280,000; Full time

Job summary

Qualys is seeking a Sr. Director, Global GTM Strategy to architect and optimize global go-to-market across Americas, EMEA, and APAC.

You will translate market opportunity into cohesive GTM plans, align sales, marketing, product, and channels, and drive sustainable growth through data-driven investment decisions. You will lead strategic planning, segmentation, pricing strategy, and partner programs, building scalable models that maximize revenue while ensuring regional execution aligns with

Responsibilities

• Own the development of an integrated global GTM strategy and translate it into tailored plans for the Americas, EMEA, and APAC.
• Partner with regional and functional leaders to define market priorities, customer segments, routes to market, and growth opportunities while ensuring regional strategies remain aligned to global business objectives and revenue targets.
• Identify opportunities to evolve GTM models based on market maturity, customer needs, competitive dynamics, and business performance.
• Lead the GTM strategy component of annual and long-range planning, translating company growth objectives into clear market, segment, coverage, and investment priorities.
• Develop data-driven recommendations for where Qualys should deploy incremental resources-including sales capacity, marketing investment, partner resources, and GTM programs-to maximize growth and return on investment.
• Build business cases and scenario analyses that evaluate market opportunity, capacity, productivity, expected returns, and tradeoffs to support executive investment decisions.
• Continuously assess performance against strategic assumptions and recommend resource reallocation as market conditions and business priorities evolve.
• Own and continuously refine customer and market segmentation frameworks to identify the highest-potential markets, customer cohorts, verticals, and buyer opportunities.
• Translate segmentation, propensity, and customer insights into actionable targeting strategies that guide sales focus, marketing investment, partner engagement, and account-level growth motions.
• Partner with Field Operations on territory and quota planning, providing strategic analysis of market opportunity, coverage, capacity, productivity, and growth potential.
• Lead broader pricing and monetization strategy in partnership with Product and Finance, ensuring pricing and packaging reflect customer value, competitive dynamics, and company growth objectives.
• Evaluate pricing performance, discounting, deal economics, win rates, and customer behavior to identify opportunities to improve revenue quality and profitability.
• Provide strategic guidance on new pricing models, packaging approaches, and commercial structures as Qualys evolves its portfolio and routes to market.
• Partner with Channel leadership to shape the global partner strategy across channel, technology, alliance, and other partner motions.
• Define the strategic role of partners within the broader GTM model, including partner segmentation, market coverage, incentives, co-selling motions, and investment priorities.
• Evaluate partner performance and market opportunity to identify opportunities to increase partner contribution to pipeline, revenue, and market reach.
• Partner with Product, Marketing, and Sales to define the GTM strategy for new products, solutions, and emerging sales motions.
• Ensure PLG, self-service, hybrid, and other emerging motions are integrated into the broader GTM strategy and aligned to appropriate customer segments and acquisition or expansion opportunities.
• Evaluate adoption and commercial performance to determine where new motions should be expanded, adjusted, or integrated into existing sales and partner models.
• Develop a structured view of market trends, customer needs, competitive dynamics, and emerging growth opportunities.
• Translate market intelligence into actionable recommendations for market entry, product positioning, pricing, segmentation, and GTM investment.
• Provide leadership with clear perspectives on where market dynamics may require changes to existing GTM strategies or investment priorities.
• Ensure Qualys's GTM motions-including direct sales, partner-led, PLG/self-service, an

Job description

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!

Sr. Director, Global GTM Strategy

Mission

Architect and optimize Qualys's global go-to-market strategy across customer segments, regions, and routes to market to drive sustainable, scalable, and profitable growth. The Sr. Director, Global GTM Strategy serves as the architect of Qualys's growth strategy, connecting market opportunity, customer segmentation, pricing, coverage, and GTM investment into a cohesive plan for growth. This leader will identify where and how Qualys should invest to maximize revenue opportunity and ensure each region, segment, and channel has a clear strategy and execution framework. Working across Sales, Marketing, Product, Partner, Finance, Revenue Operations, and Field Operations, this role will translate market and performance insights into actionable GTM priorities and ensure resources are aligned to the highest-value growth opportunities.

Key Responsibilities

Global & Regional GTM Strategy

• Own the development of an integrated global GTM strategy and translate it into tailored plans for the Americas, EMEA, and APAC.
• Partner with regional and functional leaders to define market priorities, customer segments, routes to market, and growth opportunities while ensuring regional strategies remain aligned to global business objectives and revenue targets.
• Identify opportunities to evolve GTM models based on market maturity, customer needs, competitive dynamics, and business performance.

Strategic Planning & Investment Allocation

• Lead the GTM strategy component of annual and long-range planning, translating company growth objectives into clear market, segment, coverage, and investment priorities.
• Develop data-driven recommendations for where Qualys should deploy incremental resources-including sales capacity, marketing investment, partner resources, and GTM programs-to maximize growth and return on investment.
• Build business cases and scenario analyses that evaluate market opportunity, capacity, productivity, expected returns, and tradeoffs to support executive investment decisions.
• Continuously assess performance against strategic assumptions and recommend resource reallocation as market conditions and business priorities evolve.

Segmentation, Targeting & Market Prioritization

• Own and continuously refine customer and market segmentation frameworks to identify the highest-potential markets, customer cohorts, verticals, and buyer opportunities.
• Translate segmentation, propensity, and customer insights into actionable targeting strategies that guide sales focus, marketing investment, partner engagement, and account-level growth motions.
• Partner with Field Operations on territory and quota planning, providing strategic analysis of market opportunity, coverage, capacity, productivity, and growth potential.

Pricing, Packaging & Monetization Strategy

• Lead broader pricing and monetization strategy in partnership with Product and Finance, ensuring pricing and packaging reflect customer value, competitive dynamics, and company growth objectives.
• Evaluate pricing performance, discounting, deal economics, win rates, and customer behavior to identify opportunities to improve revenue quality and profitability.
• Provide strategic guidance on new pricing models, packaging approaches, and commercial structures as Qualys evolves its portfolio and routes to market.

Partner & Channel Strategy

• Partner with Channel leadership to shape the global partner strategy across channel, technology, alliance, and other partner motions.
• Define the strategic role of partners within the broader GTM model, including partner segmentation, market coverage, incentives, co-selling motions, and investment priorities.
• Evaluate partner performance and market opportunity to identify opportunities to increase partner contribution to pipeline, revenue, and market reach.

Product & Emerging GTM Motions

• Partner with Product, Marketing, and Sales to define the GTM strategy for new products, solutions, and emerging sales motions.
• Ensure PLG, self-service, hybrid, and other emerging motions are integrated into the broader GTM strategy and aligned to appropriate customer segments and acquisition or expansion opportunities.
• Evaluate adoption and commercial performance to determine where new motions should be expanded, adjusted, or integrated into existing sales and partner models.

Market & Competitive Intelligence

• Develop a structured view of market trends, customer needs, competitive dynamics, and emerging growth opportunities.
• Translate market intelligence into actionable recommendations for market entry, product positioning, pricing, segmentation, and GTM investment.
• Provide leadership with clear perspectives on where market dynamics may require changes to existing GTM strategies or investment priorities.

GTM Motion Design & Optimization

• Ensure Qualys's GTM motions-including direct sales, partner-led, PLG/self-service, an