Description
About the position
Sales is looking for a GTM Programs & Geo Expansion Director to serve as a strategic partner to the SVP of Sales, owning delivery of International GTM programs, geographic expansion, and the investment and ROI tracking behind them, translating strategy into execution, and ensuring the sales organization runs with discipline and focus.
The GTM Programs & Geo Expansion Director operates as an extension of the SVP across Mimecast’s International cybersecurity business. The role blends program leadership, geographic expansion delivery, investment and ROI governance, making it well suited to a go-to-market (GTM) program leader who wants both the breadth of a program manager and the accountability of an operator.
This is a high-visibility role with direct access to the SVP, regular exposure to the executive leadership team (ELT), Regional Leaders and significant influence over how the division sells, expands into new markets, and scales.
What You'll Do
Geo Expansion Delivery & Investment / ROI Governance
- Expansion program ownership: manage the end-to-end project plan for entering and scaling International markets, covering market prioritization inputs, launch readiness, hiring and partner onboarding, and field enablement, with defined milestones, owners, and stage gates.
- Business case and investment tracking: partner with Finance and Regional Sales Leaders to build and maintain the business case for each expansion investment (headcount, partners/channel, marketing, tooling), and track actual spend against plan by market and phase.
- ROI measurement: define and report leading and lagging indicators per market (e.g., pipeline generated, rep ramp and productivity, CAC and payback period, ARR, win rate) against the original case, on a regular cadence.
- Course correction: flag early where a market is off plan, recommend actions, and support the SVP on scale, hold, or reallocate decisions.
- Risk and dependency management: maintain risk, issue, and dependency logs across Sales, Marketing, Product, Legal, Finance, and HR (e.g., entity set-up, local compliance, pricing and localization) and escalate with proposed solutions.
Strategic Partnership to the SVP
- Trusted advisor: serve as sounding board and thought partner to the SVP and Regional Sales Leaders on strategic decisions, market investment, and priority trade-offs.
- Decision support: prepare the SVP for board meetings, ELT reviews, QBRs, and all-hands by synthesizing data (including expansion performance and ROI), framing decisions, and anticipating questions relating to geo expansion.
- Communication: draft executive communications, talk tracks, and narratives for internal and external audiences, ensuring consistent messaging across the sales org relating to geo expansion.
Go-to-Market Strategy & Execution
- GTM planning: partner with Sales, Marketing, Product, and Customer Success leadership to shape and refine market entry sequencing, segmentation, territory design, coverage models, and pricing/packaging input for International Sales portfolio.
Cross-Functional Project & Program Leadership
- Portfolio ownership: identify, prioritize, and personally lead a portfolio of strategic initiatives on behalf of the SVP – from market expansion to GTM change initiatives.
- Program management: own the integrated plan, RAID log, and status reporting; define scope, milestones, budget, and success metrics for cross-functional projects; hold workstream owners accountable to deadlines and quality.
- Change management: lead rollout of new processes, tools ensuring adoption across a distributed International sales organization.
Business Operations & Rhythm of the Business
- Operating cadence: own the design and execution of the International sales organization’s operating rhythm in support of the Global Sales organization’s needs – weekly forecast calls, pipeline oversight, large deal reviews, expansion program reviews, monthly business reviews, quarterly QBRs.
What You'll Need
Essential Skills and Experience:
- 7–12+ years of experience spanning some combination of GTM program or project management, sales/revenue operations, strategy consulting or business operations role
- Proven experience managing geographic expansion or new-market launches end to end (market entry, hiring, partner/channel set-up, enablement), ideally in B2B software or cybersecurity, and including working across regions and time zones with an understanding of local factors (entity, regulatory, partner landscape) that drive timelines.
- Demonstrated ability to build and track business cases and investment-versus-return metrics (e.g., CAC, payback period, ARR, productivity per rep), partnering with Finance and reporting outcomes to executive stakeholders.
- Formal program management capability (PMP, PRINCE2, Agile, or equivalent a plus), with hands-on use of RAID logs, stage gates, and portfolio reporting.
- Prior experience supporting a senior sales or revenue executive (SVP/CRO level) is strongly preferred; experience within a B2B SaaS or cybersecurity company is a significant plus.
- Demonstrated track record leading cross-functional projects from strategy through execution, with measurable business impact.
- Experience with sales methodology, pipeline/forecast management, and revenue operations concepts (e.g., MEDDIC/MEDDPICC, ARR/NRR, pipeline coverage ratios).
- Executive presence and communication skills; equally credible presenting to a board and coaching a frontline seller.
- Sharp analytical and financial acumen — comfortable building and interrogating models (including investment and ROI cases), dashboards, and board-level narratives.
- High EQ and political savvy; able to build trust across Sales, Marketing, Product, Finance, and Customer Success without formal authority over those teams.
- Bias for action and structured problem-solving; able to move fluidly between 30,000-foot strategy and in-the-weeds execution.
- Comfort operating in ambiguity and with shifting priorities typical of a high-growth security business.
The base salary range for this position is $195k −$265k SGD plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
Belonging at Mimecast
Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.
We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.
We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.
Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.