What You'll DoAs
Director of GTM Operations, you'll own the planning, analytics, and operating rhythm that connect our go-to-market strategy to execution across Sales and Marketing. You'll lead a small team, including an analyst and a project manager, and use data, AI, and research to shape GTM decisions, keep teams aligned, and drive measurable revenue impact.
GTM Strategy & Planning- Partner with Sales leadership and Finance to build and operationalize the annual growth plan: pipeline and bookings targets, capacity, headcount, and budget.
- Lead GTM strategy for new products and verticals, pricing and packaging changes, and market expansion.
- Build segmentation and coverage models that focus reps on the highest-value opportunities and improve productivity.
- Turn complex data into clear, actionable recommendations for Sales leadership.
Campaign Operations & Governance- Run the campaign operating rhythm: governance, meeting cadences, decision rights, and follow-through.
- Own campaign dashboards that track milestones, owners, risks, and dependencies, and escalate blockers with a recommended path forward.
- Build repeatable launch playbooks covering CRM configuration, workflows, reporting, and sales enablement.
Sales & Marketing Alignment- Define and enforce the marketing-to-sales handoff (lead routing, follow-up SLAs, and rules of engagement), partnering with CRM, Systems, and Engineering on the process and system design behind it.
- Align campaigns, lists, and messaging with sales workflows and pipeline priorities.
- Run feedback loops so Sales and Marketing operate as one team.
AI, Automation & Process Innovation- Identify, pilot, and scale AI and automation across prospecting, lead scoring, deal support, and rep workflows.
- Track emerging AI-native GTM tools and bring what's proven into the team's playbook.
Team Leadership- Lead and develop a small team, including an analyst and a project manager: set priorities, coach for growth, and hold a high bar on quality and follow-through.
- Balance the team's capacity across planning, analytics, and campaign operations work.
What We're Looking For- 6+ years in GTM Operations, Revenue Operations, Sales Operations, or strategic consulting/finance.
- Experience leading and developing a team, ideally including analysts and/or project managers.
- Track record of owning complex, cross-functional initiatives end to end, from problem framing and analysis through stakeholder alignment, execution, and measurement.
- Strong commercial instincts: you connect operational decisions to revenue outcomes, funnel health, and rep productivity.
- Deep Salesforce experience plus hands-on work with BI and data warehouse tools (e.g., Looker, Snowflake), with SQL and advanced spreadsheet modeling skills.
- Executive-level communicator who turns messy operational problems into structured, actionable roadmaps.
Bonus Points- Experience in a marketplace environment.
- Experience working across multiple business segments and/or product lines.
- Hands-on experience deploying AI or automation tools in a GTM setting.
So come and join our team - because every role is a big role in our plans to go big.
