Sales Operations, Director

You are someone who sees the future in spreadsheets and knows that a three-year plan is only as good as the assumptions underneath it and the people who believe in it.

At Synopsys, you will build the long-range planning engine that connects GTM strategy to financial outcomes, resource investments, and product priorities across a global, matrixed organization.

Responsibilities

• Lead the development of Synopsys GTM strategic plans, integrating bookings, revenue, sales capacity, and technical resource models into one planning framework
• Establish and manage the annual long-range planning calendar, governance cadence, decision forums, and cross-functional milestones across Sales, Technical Solutions, Product Management, R&D, Finance, Marketing, and Corporate Strategy
• Build scenario analyses that evaluate growth priorities, investment choices, resource constraints, and strategic alternatives, translating corporate objectives into executable GTM strategies with measurable outcomes
• Develop multi-year sales and technical resource plans that quantify future capacity requirements across account management, technical sales, applications engineering, product specialists, and customer success roles
• Partner with Product Management and R&D to incorporate roadmap deliverables, release dependencies, and technology priorities into the GTM plan, linking technical campaigns and sales plays to growth models
• Source, validate, and reconcile planning data from enterprise systems and functional owners, defining common planning definitions, data standards, and quality controls
• Prepare executive-ready narratives, decision frameworks, and planning deliverables that present strategic insights, options, dependencies, and resource requirements to senior leadership

The Impact You Will Have

• Establish an enterprise-wide GTM planning framework that becomes the directional strategy document connecting GTM, Product, R&D, Finance, and Corporate Strategy
• Deliver an integrated bookings, revenue, sales, and technical-resource planning model that links market opportunity, customer demand, product roadmaps, and resource requirements in one view
• Create alignment across Sales, Technical Solutions, Product Management, R&D, Finance, Marketing, and Corporate Strategy, turning conflicting assumptions into fact-based decisions
• Institutionalize an annual refresh cycle with clear ownership, decision rights, and documentation that makes long-range planning a repeatable enterprise capability
• Improve visibility into how product roadmaps, technical campaigns, sales plays, and resources support growth outcomes, enabling leadership to make transparent investment and prioritization decisions
• Quantify future capacity requirements and identify resource gaps, timing risks, and critical capabilities that leadership can act on before they become bottlenecks
• Build a sustainable planning capability that serves as the foundation for annual operating priorities and strategic resource allocation across our global organization

Requirements

• Bachelor's degree in Business, Finance, Economics, Engineering, Computer Science, or a related discipline
• 12+ years of experience in strategic planning, sales strategy and operations, corporate strategy, FP&A, management consulting, or business operations
• Advanced analytical, financial-modeling, and business-planning capabilities, with experience building multi-year planning frameworks and integrated bookings, revenue, and capacity models
• Demonstrated ability to lead complex, cross-functional initiatives in a global, matrixed organization, influencing senior executives and driving alignment without relying on direct authority
• Strong executive communication, facilitation, and presentation skills, with the ability to convert ambiguous strategic questions into structured models, decisions, and execution plans
• MBA or advanced degree is a plus, as is experience in semiconductor, EDA, silicon IP, software, or enterprise technology industries
• Experience with enterprise planning platforms, CRM systems, analytics tools, and large-scale data models is a plus, as is deep understanding of bookings, revenue recognition drivers, forecasting, coverage modeling, and organizational design