Senior Director, Operating Model and Systems

The Trade Desk is a global technology company with a mission to create a better, more open internet for everyone through principled, intelligent advertising. Handling over 1 trillion queries per day, our platform operates at an unprecedented scale. We have also built something even stronger and more valuable: an award-winning culture based on trust, ownership, empathy, and collaboration. We value the unique experiences and perspectives that each person brings to The Trade Desk, and we are committed to fostering inclusive spaces where everyone can bring their authentic selves to work every day.

Do you have a passion for solving hard problems at scale? Are you eager to join a dynamic, globally- connected team where your contributions will make a meaningful difference in building a better media ecosystem? Come and see why Fortune magazine consistently ranks The Trade Desk among the best small- to medium-sized workplaces globally.

Who are you:

You are a commercial systems leader who takes pride in building a GTM engine that teams are excited to use. You have a clear view of how a sales and revenue organization shouldoperateend to end, and you bringthe judgment,passion, and a relentless driveto make it work at scale. You see process gaps as opportunities to create clarity, and you enjoy designing operating models that help teams move faster, stay aligned, and win more often. You work with senior leadership todrivea rigorousmethodology, document it clearly, and ensure it is fully reflected in Salesforce and related systems.

You thrive across strategy, design, and execution. You set the direction for how Salesforce and GTM workflows should bearchitected. Youact as primary business owner for the GTM systems roadmap,responsible for defining the business requirements.YoupartnerwithRevTech, Product, and Engineering to ensure the design is built correctly. You work with commercial leaders todrive consistent adoptionacross teams. You value clean, accessibleoperationaldocumentation thatprovidesunambiguous guidance, and you take pride in creating processes that are practical to execute. You are energized by deploying new ways of working and ensuring they are understood, adopted, and reinforced through clear expectations and field-level execution.

You are structured, decisive, and committed to building an operating model that enables commercial teams to perform at their best. You simplify complexity, drive alignment across Sales, Client Services, Marketing, Finance, and Product, and reinforce disciplined execution. You raise the standard for how the GTM organization runs and take pride in creating systems and processes that are predictable, scalable, and built for growth.

This role reports to the VP of Commercial Operations, who reports to the COO, ensuring strong executive alignment and the authority needed to drive cross-functional operating standards. You will drive executionin partnership with a dedicatedRevTechteam and supported byAnalytics, and Sales Enablement resources.

Whatyou'lldo:

• Enhance, design, and document the GTMmethodology:set the standards for qualification, stages, exit criteria, forecasting inputs, and pipeline expectations across all commercial teams, supported by clear documentation that becomes thesingle sourceof truth.

• Ensure themethodologyis correctly implemented in Salesforce:translate the process into precise system requirements and partner withRevTech, Product, and Engineering to deliver the workflows, rules, and reporting needed for themethodologyto function in practice.

• Deploy and operationalize themethodology at the team level: partner closely with Sales Enablement to roll it out to Sales, Client Services, BD, and Marketing, ensure managers reinforce consistent usage, and refine the workflow based on real execution.

• Strengthen the operating rhythm:improve forecasting, pipeline reviews, and Weekly Business Review inputs by grounding them inaccuratedata, aligned definitions, and consistent processes tied to themethodology.

• Drive cross-functional alignment on the operating model: ensure Sales, Client Services, BD, Marketing, Finance, and Product use the same definitions, workflows, and expectations.

• Optimize operationalstructuralelements:territory setup, routing logic, opportunity paths, renewal workflows, and cross-functional handoffs to improve speed, conversion, and predictability.

• Explore next-generationRevOpssolutions:leverage AI to improve forecasting accuracy, pipeline generation, process automation, and overall operating discipline.

• Provideclear operational insighttoleadership:surface risks early, explain system and process impacts, and support CRO and COO decision-making with clean, reliable data.

What you bring to the table:

• Proven ability to design, document, and operationalize sales or GTM methodologies

• Strong understanding of Salesforce architecture and GTM systems design, with the ability to act as a business owner by translating commercial workflows and strategy into precise system logic, defining requirements, evaluating solution designs, andvalidatingimplementation withRevTech, Product, and Engineering teams.

• Proven ability topartner withSales Enablement to translatemethodologyand system changes into clear, consistent field behaviors and manager reinforcement.

• Strong leadership presence with the judgment, ownership mindset, and senior-level credibility needed to drive clarity, challenge assumptions, and move cross-functional teams toward scalable, operational solutions.

• Proven ability to setclear success criteria andKPIs for initiatives and process changes, with a direct line ofsightto company goals and performance outcomes.

• A disciplined, detail-oriented operating style that simplifies complexity, enforcesdatastandards, and delivers high-quality outputs at speed

• 10+ years of experience in Sales Operations,RevOps, or GTM Operationswithinhigh-growth technology companies

• Experience with consumption-based orcustomerself-servesoftwarebusinessmodels strongly preferred

• Experience inAdTechor digital media buying ecosystems is a plus

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The Trade Desk does not accept unsolicited resumes from search firm recruiters. Fees will not be paid in the event a candidate submitted by a recruiter without an agreement in place is hired; such resumes will be deemed the sole property of The Trade Desk. The Trade Desk is an equal opportunity employer. All aspects of employment will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.

[LA JOBS ONLY] The Trade Desk will consider qualified applicants with criminal histories for employment in a manner consistent with the requirements of the Los Angeles Fair Chance Initiative for Hiring, Ordinance No. 184652.

[SF JOBS ONLY] Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.