Director, GTM Data Governance & Strategy

About the role:

Samsara’s go-to-market engine runs on data. As we scale globally, the quality, clarity, and accessibility of that data directly impacts rep productivity, forecast accuracy, customer experience, and revenue growth.

We are hiring a Director, GTM Data Governance & Strategy to own and improve the integrity, structure, and usability of Sales data across systems. This leader will not only define standards — they will drive adoption, fix what’s broken, and ensure our data environment accelerates revenue performance.

This is a high-ownership role for someone who is equally comfortable setting direction and diving into execution. When needed, you will personally step in to unblock initiatives, drive cross-functional decisions, and move work from ambiguity to shipped solutions.

This is a remote position open to candidates residing in the US. Relocation assistance will not be provided for this role.

In this role, you will:

Own the health and performance of GTM data systems

• Improve data accuracy, completeness, and reliability across Salesforce and adjacent GTM systems
• Identify root causes of data breakdowns and implement durable fixes
• Establish clear ownership models and enforcement mechanisms for critical fields and processes

Turn data governance into business impact

• Define and track KPIs that connect data quality to pipeline visibility, forecast accuracy, and sales productivity
• Launch scorecards and reporting that drive behavior change, not just dashboards
• Ensure GTM leaders trust the data used to run the business
  

Drive execution, not just strategy

• Translate ambiguous business needs into clear system and process changes
• Personally lead high-priority initiatives from problem definition through rollout and adoption
• When necessary, roll up your sleeves to design workflows, define field structures, and partner directly with systems teams on implementation
  

Build scalable operating mechanisms

• Create a prioritization framework for GTM data improvements
• Implement intake and change management processes that balance speed and governance
• Develop repeatable playbooks for launching new data requirements across regions and segments
  

Partner across the business

• Work closely with Sales, Marketing, Finance, Systems, and Data Engineering to align on definitions and execution
• Influence executive stakeholders with clarity and data-backed recommendations
• Ensure GTM data strategy supports long-term company scale
  

Build and lead a high-performing team

• Hire and develop a team that combines systems thinking with operational execution
• Set a high bar for ownership, speed, and measurable outcomes
  
• Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices.

What Success Looks Like in 12 Months

• Sales leadership reports materially higher trust in pipeline and forecast data
• Clear data ownership and accountability models are in place across GTM
• Critical revenue-impacting fields have measurable accuracy and completeness targets
• New GTM initiatives launch with clean, standardized data foundations
• The organization sees data not as a constraint, but as a competitive advantage
  

Minimum requirements for the role:

• 10+ years leading GTM, RevOps, or data transformation initiatives in a high-growth SaaS environment
• Demonstrated ownership of large-scale cross-functional initiatives that delivered measurable business impact
• Experience improving and scaling Salesforce (or equivalent CRM) data models in complex organizations
• Strong ability to move from strategy to implementation without losing momentum
• Executive presence with the ability to influence and drive decisions
• Bachelor’s degree or equivalent practical experience