Lead, GTM Operations

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

We are seeking a GTM Business Operations Lead to serve as part of the operational heartbeat of our GTM engine. You will ensure our ambitious strategic roadmap is executed with precision, effective change management, and a relentless commitment to business outcomes.

This role is designed for a strategic athlete – an early senior manager who thrives at the intersection of high-level strategic thinking and hands-on execution. You’re the right person if you are and/or excel at, and enjoy the following:

Strategic Problem Solver: Structure and break down complex business problems, develop a hypothesis, drive analysis and deliver recommendations with a specific focus on readying the organization to maximize adoption for technology and process improvement transformations. Pressure test current processes and use first principles to design future state business processes to create operational efficiencies

Operator at Heart: translate company strategies into actionable plans. Support the development, coordination, and execution of key initiatives that drive organizational goals including streamlining processes to improve operational efficiency. Oversee parts of daily operations, ensuring smooth coordination between teams and the execution of tasks that align with strategic objectives.

Team Player: provides coaching and mentoring on readying the organization for what’s next by exhibiting and promoting a growth mindset.

Core Responsibilities

While no day will be the same, some key areas that you’ll find yourself consumed by include: 

• Working with cross-functional stakeholders to ensure intended business process design (and expected impact) is analyzed, communicated, and adopted: Ensure clear alignment across groups and functions, fostering collaboration and coordination on company-wide initiatives. Lead or support enterprise wide GTM initiatives, ensuring smooth transitions and effective adoption of new processes or structures. Partner with teams to manage resistance and promote engagement during times of change, ensuring we deliver intended impact. Translate complex internal changes into clear, actionable guidance that allows sellers to maintain their flow and focus on winning.

• Establish and lead structured seller feedback loops to identify operational complexities. You incorporate this qualitative data into a strategic roadmap that continuously simplifies the seller experience and accelerates deal velocity.

• Owning and/or advising on business operation processes: Serving as a business process owner (or advisor) recommending business trade-off decisions while leading or supporting cross-functional programs, ensuring they are completed on time, within scope, and with measurable outcomes.

• Solving complex cross-functional business operations’ problems: Analyze performance data to identify areas of improvement/unexpected outcomes and recommend strategic adjustments. Implements best practices for performing and presenting results through various approaches to transform data to insights to actions.  Scale, automate, and optimize all day, every day.

• Prepare and present materials to executives as you straddle between the small details up to the big picture: Act as a key advisor for Executives, managing priorities, and ensuring alignment of strategic objectives. Prepare briefings, reports, and presentations (i.e., PPT, word docs) for executive level consumption

• Apply an AI-first approach for smarter tools and faster processes that buy back time for sellers and sales operations.

Qualifications

Required Qualifications

• 7+ years of experience, with at least 3 years in Management Consulting, Business Operations, or GTM Strategy at a high-growth enterprise technology company.

• Deep understanding of go-to-market function, with proven knowledge in how to test and optimize Seller experiences measured in real-world metrics that correlate to near term and longer-term sales success

• Strategic thinking with strong problem-solving skills and the ability to translate strategy into execution: operator at heart.

• High technical aptitude for understanding complex technologies, tools, systems, and issues to drive impact within the organization

• Ability to interpret data, identify trends, and use insights to inform business decisions leading to desired outcomes

• Strong organizational, planning, and project management skills, with the ability to own multiple commitments

• Demonstrated ability to manage complex projects and drive results in dynamic & ambiguous environments

• Excellent interpersonal and communication skills, with the ability to collaborate across the organization and lead design, execution, and measurement of GTM initiatives as well as influence without authority

Preferred Qualifications

• MBA graduate from a top-tier business school, or a "direct promote" track in a top-tier management consulting firm.

• Practical experience or a strong aptitude for using AI tools and automation to optimize workflows and buy back time.

• Previous experience as an enterprise seller or experience with direct, daily exposure to sales teams.

• Deep understanding of the Opportunity-to-Cash process and diverse sales motions.

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/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$145,000.00 - $234,500.00/yr

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

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

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.