Director of Channel and Segment Performance

Minimum qualifications:

• 15 years of experience in GTM, sales excellence or GTM functions.
• 10 years of experience leading and scaling teams.
• 10 years of experience in the cloud/tech industry.

Preferred qualifications:

• 10 years of experience in go-to-market strategy, revenue operations, marketing analytics, or management consulting, with 3 years in a leadership role.
• Experience in financial modeling and analysis, converting operational metrics (e.g. projected hardware consumption) into financial impacts (e.g. dollars and cents of specific programs).
• Ability to synthesize complex data into actionable business strategies.
• Ability to translate ambiguous, high-level business goals into specific, quantifiable, and granular metrics.

About the job

The GTM Performance, Analytics & Cloud Excellence (PACE) team is dedicated to accelerating Google Cloud business through a data-driven and field-centric strategy. This involves guiding and monitoring sales plays and consumption activities across the entire Cloud business, empowering both field teams and leadership with data-informed insights. Our primary objective is to foster a strong Cloud consumption culture within the Go-to-Market (GTM) organization.

The Director of Channel and Segment Performance is a strategic leadership role responsible for driving business growth, profitability, and market share by optimizing how we reach and serve our customers. In this role, you will lead the analysis, strategy, and execution of performance initiatives across our various sales/marketing channels (e.g., direct, partner, digital, retail) and customer segments (e.g., Enterprise, SMB). You will be a highly analytical, data-driven leader who partners cross-functionally to align our go-to-market strategy with the highest-yielding opportunities.

You will be the senior leader responsible for establishing the Performance framework (including metrics and KPIs) to monitor Google Cloud progress across Segments and Channels. You will bring strategic business recommendations, analytics and insights to senior executives, influencing financial planning and decision making.

Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.

The US base salary range for this full-time position is $262,000-$369,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.

Responsibilities

• Define and own the overarching performance strategy for all sales channels and customer segments, ensuring alignment with broad company business and profitability goals.
• Develop and monitor comprehensive dashboards and KPIs (e.g., CAC, LTV, conversion rates). Identify trends, bottlenecks, and opportunities within specific channels and segments.
• Evaluate the effectiveness of our GTM motions. Recommend and implement shifts in resources, investments, or tactics to maximize yield from underperforming or high-potential segments.
• Act as the strategic linchpin between Sales, Marketing, Product, and Finance. Ensure all teams are aligned on target segments, channel strategies, and performance metrics.
• Deepen the organization's understanding of our customer base. Refine segmentation models based on behavioral and financial data to unlock new growth vectors.