The position purposeAs
Go-To-Market Operations Leader, you are responsible for ensuring operational excellence across Spire's Marketing and Sales organizations through scalable processes, integrated tools, actionable insights, and disciplined performance governance.
You are a hands-on operational leader who translates Spire's Go-To-Market strategy into reliable execution. You ensure that Sales and Marketing teams operate on accurate data, efficient workflows, and a fully integrated revenue technology stack that supports predictable growth across Commercial and Government segments.
As part of Spire's Growth Marketing and GTM leadership team, you act as the central operational partner to Sales leadership, Marketing, Finance, and Product teams. Your mission is to ensure that the organization can plan, execute, measure, and improve revenue performance with confidence and transparency.
Success in this role is measured by sales efficiency, pipeline transparency, forecast accuracy, and operational scalability.
Role focus - Provide leadership with reliable pipeline visibility and forecasting accuracy
- Ensure operational excellence across Sales and Marketing
- Build and maintain an integrated SalesTech and MarTech ecosystem
- Enable data-driven decision making across GTM teams
- Establish governance across CRM, reporting, processes, and revenue operations
- Act as the operational partner to Sales, Marketing and Finance leadership
Core responsibilities Sales Operations Governance & Process Excellence You define and enforce the operational standards that enable scalable booking and revenue execution. Responsibilities include:
- Designing and maintaining standardized Sales Operations processes across regions and segments
- Defining pipeline stages, qualification standards, and performance metrics
- Establishing governance across CRM usage, reporting standards, and operational workflows
- Driving alignment between Sales, Marketing, Customer Success, and Product teams
- Ensuring consistent operating models across Commercial and Government sales motions
Revenue Technology Stack Ownership (SalesTech & MarTech) You own the evolution and operational integrity of the GTM technology ecosystem. Responsibilities include:
- Defining and executing the SalesTech and MarTech roadmap
- Ensuring integration across core platforms such as CRM (e.g., Salesforce), marketing automation (Hubspot), analytics, and enablement tools
- Automating business processes wherever possible to reduce manual work and improve data reliability
- Working closely with IT and engineering teams on system integrations and architecture
- Continuously evaluating and improving the GTM tech stack to support growth and efficiency
This role requires a hands-on operator who understands both the technical and business implications of GTM systems.
Pipeline Analytics, Forecasting & Revenue Insights You ensure leadership has full transparency into revenue performance. Responsibilities include:
- Owning pipeline analytics, conversion metrics, and coverage analysis
- Managing forecasting processes and improving forecast accuracy
- Delivering performance dashboards for Sales leadership and executive teams
- Providing insights into pipeline health, sales efficiency, and revenue risks
- Supporting Finance with bookings tracking, forecasting alignment, and revenue planning inputs
Business Reviews & Performance Cadence You establish the operational rhythm of Spire's Sales & Marketing organization. Responsibilities include:
- Owning the operational framework for:
- Monthly performance reviews
- Quarterly business reviews (QBRs)
- Ensuring consistent reporting standards across Sales leadership
- Providing structured insights to support executive and board-level discussions
- Enabling Sales leadership to make fast, informed decisions based on reliable data
Cross-Functional Leadership & Stakeholder Management You serve as a central partner across Spire's leadership team. Responsibilities include:
- Aligning revenue operations with corporate planning and budgeting cycles
- Driving transparency and accountability across GTM performance
- Coordinating cross-functional initiatives that improve revenue execution
AI-Driven Sales Operations & Automation You leverage modern AI capabilities to improve operational intelligence and efficiency.
Responsibilities include:
- Identifying and implementing AI-driven analytics and automation across the revenue lifecycle
- Supporting Sales teams with AI-enhanced tools for pipeline management and decision support
- Continuously evaluating emerging AI capabilities across the GTM (Marketing & Sales) technology stack
Sales Enablement, Training & Operational Readiness You ensure that Sales teams operate with the
tools, knowledge, and operational discipline required to execute consistently across markets. Responsibilities include:
- Designing and maintaining structured Sales training formats and training kits aligned with Spire's GTM motions
- Delivering operational training on pipeline management, forecasting discipline, CRM usage, and reporting standards
- Ensuring Sales teams understand and adopt SalesTech and MarTech tools used across the revenue lifecycle
- Partnering with Marketing and Product teams to ensure Sales collateral and messaging are correctly applied in customer conversations
- Supporting onboarding and ramp-up of new Sales team members through standardized operational training programs
This function ensures that
Sales Operations not only provides tools and data, but also drives the operational discipline required for predictable revenue execution Deliverables - Pipeline analytics and conversion insights
- Executive performance dashboards
- Bookings reporting and forecasting frameworks
- Budget and planning insights for Finance
- Governance of CRM, SalesTech, MarTech, and reporting standards
- Sales training program including formats and enablement kits
- Sales collateral and pitch frameworks aligned with GTM positioning
Desired skillset - 10+ years of experience in Sales Operations, Revenue Operations, or GTM Operations in technology-driven B2B environments supporting SaaS and DaaS recurring revenue business models
- Proven experience designing and scaling SalesTech and MarTech ecosystems
- Deep expertise with CRM systems (e.g., Salesforce, HubSpot) and revenue analytics tools
- Strong experience with pipeline analytics, forecasting models, and performance reporting by developing SaaS and DaaS KPIs and pro-actively managing and holding teams accountable
- Demonstrated ability to work directly with Sales leadership, Finance, and executive stakeholders
- Hands-on experience implementing automation and AI-driven insights in revenue operations
- Strong analytical, structured, and problem-solving capabilities
- Ability to balance strategic planning with operational execution
- Experience managing cross-functional and technical projects
- Excellent stakeholder management and communication skills
Spire operates a hybrid work model, and this position will require you to work a minimum of three days per week in the office.
Access to US export-controlled software and/or technology may be required for this role. If needed, Spire will arrange the necessary licenses-this is not something candidates need to have before applying. #LI-MI1
The anticipated base salary range for this position is listed below. Final base salary for this role will be based on the location, skills, experience and qualifications. In addition to base compensation, this role may be eligible for annual equity awards and our employee benefits program, including vacation, sick, and personal time off; optional medical, dental, vision, life, and disability coverage; a 401(K) plan; health and wellness reimbursement program; and participation in Spire's Employee Stock Purchase Plan.
Salary Range
$130,000-$145,000 USD
Global Perks🛰 Name Your Satellite Program (NYSP)
Launch Attendance
Generous Time Off Policy
Education Assistance Program
Employee Assistance Program (EAP)
Employee Stock Purchase Program (ESPP)
👣 Family Leave
Fitness Reimbursement
♥ Employee Referral Program
Healthy snacks & beverages in every office
