Director, GTM Strategy – Enterprise License Agreements

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

Your Career

We are looking for a Director, GTM Strategy – Enterprise License Agreements for our Network Security Cloud Delivered Security Services (CDSS) GTM Team who will define and lead the strategic vision, execution, and performance of our Enterprise License Agreement (ELA) business. This role is responsible for shaping the future of our CDSS GTM strategy, with a primary focus on driving long-term growth through ELA repurchases and ensuring sustainable customer value.

You will work closely with senior leadership to establish long-term strategic objectives, identify key business opportunities, and drive cross-functional alignment across Product, Sales, Marketing, and Operations. The ideal candidate is a strategic leader with deep SaaS experience, strong executive presence, and a passion for developing scalable growth strategies in fast-paced environments.

Your Impact

• Define and own the strategic vision and execution plan for the Enterprise License Agreement (ELA) business, with a focus on long-term growth and repurchase acceleration.

• Partner with executive leadership to establish clear strategic direction and business objectives aligned with broader company goals.

• Lead cross-functional initiatives across Sales, Product, Marketing, Finance, and Operations to ensure alignment and execution of GTM strategy.

• Identify product and commercial strengths, gaps, and opportunities to refine and evolve ELA value propositions and packaging.

• Develop long-range business development plans that drive customer lifetime value and repurchase behaviors.

• Build and deliver executive-level presentations and strategic recommendations using data-driven insights and market intelligence.

• Measure and monitor key performance metrics, delivering predictable forecasting and performance reporting.

• Act as the internal champion for the CDSS ELA business, guiding regional field teams and leadership on GTM priorities, messaging, and strategy.

Your Experience 

• 10+ years of experience in Go-To-Market Strategy, Sales Strategy, Sales Operations, Top Management Consulting, or related roles in the technology sector.

• 5+ years of experience leading large-scale strategic initiatives, ideally within SaaS, B2B tech, cybersecurity, or enterprise software.

• Background in top-tier management consulting, investment strategy, or enterprise GTM / biz ops roles preferred.

• Strong executive presence with a proven ability to influence cross-functional teams and drive decision-making at senior levels.

• Track record of driving SaaS growth through pricing, packaging, and repurchase models.

• Exceptional problem-solving skills with a data-first approach to analysis, strategy development, and execution.

• Deep understanding of enterprise sales motions and experience supporting large deal structures and renewals.

• Excellent communication skills, with the ability to synthesize complex topics into clear, actionable messaging for diverse audiences.

Preferred Qualifications

• MBA or equivalent advanced degree in business, strategy, or related field.

• Experience designing and scaling Enterprise Agreement or volume-based commercial models.

• Familiarity with cybersecurity solutions and GTM dynamics.

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/commissioned roles) is expected to be between $212,000 - $291,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that 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  [email protected].

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.