Director, GTM Operations

Role Overview

We’re looking for a strategic, hands-on Director of GTM Operations to lead the systems, processes, and insights that improve sales and marketing performance. You’ll own the operational framework across the full acquisition funnel—from account and prospect targeting, campaign engagement, and lead generation through pipeline creation, opportunity progression, and closed-won revenue.

You’ll partner closely with Sales, Marketing, Business Development, Deal Desk, and Finance leadership to align priorities, improve execution, and build scalable ways of working. You’ll establish clear attribution and measurement frameworks that connect sales and marketing activity to pipeline and revenue, helping leaders make informed investment decisions.

You’ll bring an AI-native approach to operations, embedding AI and automation into how we design workflows, generate insights, and create capacity. Success requires someone who can set direction, influence stakeholders, lead change, and stay close to execution.  This role will have one direct report and will align directly with the CFOO.

Key Responsibilities

Sales & Marketing Operations Leadership

• Set and lead the Sales and Marketing Operations strategy, translating company priorities into a roadmap that improves pipeline generation, sales productivity, and revenue performance.
• Advise Sales, Marketing, and Business Development leaders on operational priorities, investment decisions, and opportunities to improve execution.
• Establish shared performance expectations, decision-making frameworks, and accountability across Sales and Marketing.
• Lead cross-functional change, building alignment among stakeholders and resolving competing priorities to deliver measurable business outcomes.
• Anticipate operational needs as the business scales and proactively evolve processes, systems, and capabilities.

Full Funnel Operations & Attribution

• Define and own the operational framework across the full acquisition funnel—from account and prospect targeting through closed-won revenue.
• Establish consistent funnel definitions, qualification criteria, routing logic, and handoff expectations that align Sales, Marketing, and Business Development.
• Lead the attribution strategy, connecting marketing campaigns and sales activities to pipeline and revenue to measure ROI and guide investment decisions.
• Guide investment and prioritization decisions through analysis of campaign effectiveness, acquisition efficiency, conversion, and funnel velocity.
• Identify systemic barriers to performance and lead initiatives that improve pipeline quality, conversion rates, and sales cycle efficiency.

Sales Performance & Planning

• Lead the operational framework for pipeline management and forecasting, strengthening predictability and informing Sales leadership decisions and financial planning.
• Enhance performance scorecards and leadership review cadences that translate insights into decisions, clear ownership, and action.
• Partner with Finance and Sales leadership to maintain impactful sales commission plans that align incentives with strategic initiatives and business goals.
• Lead territory, coverage, and capacity strategy in partnership with Sales leadership, aligning organizational design and resource investment with market opportunity and long-term growth objectives.

Sales & Marketing Systems Strategy

• Set the sales and marketing technology strategy and roadmap, balancing business needs, scalability, cost, and adoption.
• Lead the design and evolution of integrations across Salesforce and connected platforms to enable reliable data flow and effective workflows.
• Establish standards for system design, access, documentation, and change management in coordination with other system stakeholders.
• Evaluate technology investments against measurable business value, driving adoption and consolidating or replacing tools where appropriate.

AI-Native Operations & Transformation

• Define and lead an AI-native approach to Sales and Marketing Operations, making AI and automation core to how work is designed and delivered.
• Build and prioritize a portfolio of AI and automation initiatives that improve team capacity, campaign execution, lead prioritization, and sales productivity.
• Lead experimentation from initial use case through implementation and adoption, with clear measures of quality, efficiency, and business impact.
• Recommend workflow (re)design to capture the benefits of AI and automation, challenging existing processes and simplifying how teams work.
• Influence leaders and users to adopt new capabilities, establishing practical standards for responsible use, output validation, and ongoing improvement.

Data Strategy, Insights & Enablement

• Establish the sales and marketing measurement framework, aligning leaders on trusted metrics, data definitions, and ownership. 
• Own the quality and reliability of sales and marketing data, addressing root causes and establishing sustainable governance.
• Deliver executive-level insights that explain performance, surface emerging risks and opportunities, and recommend action.
• Set the reporting and analytics roadmap, prioritizing visibility that improves decisions and accountability.
• Recommend enablement and adoption strategies that embed systems, processes, and insights into how Sales and Marketing operate.

Qualifications

• 10+ years of progressive experience in Sales Operations, Marketing Operations, or related roles in B2B SaaS, including experience setting operational direction and leading cross-functional initiatives.
• Demonstrated ownership across both sales and marketing operations, with full-funnel experience spanning pre-pipeline activity through closed-won revenue.
• Proven expertise in campaign measurement, attribution models, funnel analytics, and connecting sales and marketing investments to pipeline and revenue outcomes.
• Strong systems expertise, with experience shaping technology strategy and designing scalable platforms, integrations, and automation.
• Experience managing marketing automation, sales engagement, data enrichment, forecasting, and reporting platforms.
• Demonstrated use of AI and automation to improve workflows, with sound judgment around data quality, output validation, and adoption.
• Strong analytical skills, including proficiency with Excel/Google Sheets, dashboard development, and translating complex data into clear recommendations.
• Ability to influence leaders, align stakeholders, and lead change across teams without relying on direct authority.
• A strategic perspective paired with the willingness and technical ability to build, troubleshoot, and execute.
• Excellent communication, prioritization, and project leadership skills in a remote, fast-paced environment.

Remote work opportunities may be limited to designated states. The compensation range for this position is $162,000 - $245,000 (including bonus) + equity, and benefits. This range is provided in accordance with applicable U.S. pay transparency laws. Final compensation will be determined based on experience, skills, and location. #LI-remote #LI-YM1