Director, GTM Operations

• Own the acquisition funnel from leads and early stage opportunities through closed-won, with accountability for pipeline health, conversion, and new logo attainment
• Identify and address bottlenecks across the end-to-end GTM motion and rep productivity
• Translate company and product priorities into executable sales plays and programs
• Establish objectives, success metrics, owners, and milestones for programs and operating rhythms
• Assess program performance and decide whether to scale, adjust, or stop initiatives
• Partner with GTM-focused analysts to provide visibility into pipeline health
• Translate data into actionable insights tied to pipeline, conversion, and revenue outcomes
• Own prioritization across GTM Operations and contribute to broader GTM prioritization and investment decisions
• Define and manage operating cadence across forecasting, pipeline reviews, and business reviews
• Establish and improve lead management, qualification, routing, and handoff processes
• Own the performance and evolution of the GTM tech stack, including Salesforce, marketing automation, and sales engagement tools
• Partner with technical and business systems teams on infrastructure requirements and prioritization
• Redesign GTM processes, workflows, and handoffs for performance, scalability, and efficiency
• Orchestrate execution across Sales, Marketing, Product, and Customer Success
• Establish accountability, resolve gaps and dependencies, and build field-to-GTM feedback loops
• Drive adoption of GTM processes and operating standards across Sales, Marketing, and Customer Success
• Lead and develop a high-performing team across Operations and Systems

Requirements

• 8+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, GTM Strategy, or a related field, preferably within B2B SaaS or enterprise technology
• Comfort operating across both marketing and sales ops simultaneously
• Proven track record of owning and improving GTM funnel performance, including pipeline generation, conversion, and revenue outcomes
• Strong understanding of revenue models, pipeline mechanics, and technical or complex B2B sales motions
• Demonstrated track record of taking GTM initiatives from strategy through execution and measurable business impact
• Comfortable making progress with incomplete information and evolving priorities
• Experience leading and developing cross-functional operations and analytics teams, including hiring, coaching, and performance management
• Demonstrated ability to translate data and insights into business decisions and drive execution
• Experience establishing prioritization frameworks and managing competing initiatives
• Strong technical acumen across GTM systems, including Salesforce, marketing automation, sales engagement, and attribution tools
• Excellent communication and stakeholder management skills, with the ability to influence senior leaders, challenge assumptions, and drive alignment
• Experience leading change management initiatives and driving adoption of new processes, systems, and ways of working
• Ability to operate at both strategic and tactical levels
• U.S. Citizenship may be required for certain project assignments involving security clearance
• May require eligibility to obtain and maintain a U.S. security clearance
• Must be legally authorized to work in the United States

Core Competencies

Demonstrates expertise in managing the end-to-end GTM process, focusing on pipeline health, conversion, and revenue outcomes. Proven ability to lead cross-functional teams, translate data into actionable insights, and drive the adoption of GTM processes and systems.

Highest-signal resume keywords

• Revenue Operations
• GTM Strategy
• Salesforce
• Pipeline Management
• Change Management

ATS Optimization Keywords

Hard Skills

• GTM Funnel Performance
• Pipeline Generation
• Data Analysis
• Performance Management
• Prioritization Frameworks

Soft Skills

• Communication
• Stakeholder Management
• Influencing Senior Leaders
• Team Development
• Problem Solving

Industry Keywords

• B2B SaaS
• Enterprise Technology
• Revenue Models
• Sales Operations
• Marketing Operations

Tools & Technologies

• Salesforce
• Marketing Automation
• Sales Engagement Tools
• Attribution Tools