Director, GTM Operations

Accountabilities:: Define and lead the GTM Operations strategy and roadmap, overseeing systems, processes, data management, automation, and performance measurement across the organization. Partner with Marketing, Sales, Partnerships, and Customer Success leadership to translate revenue and pipeline objectives into measurable operational strategies, performance targets, and execution plans. Monitor and analyze the entire go-to-market funnel, from lead generation and qualification to opportunity progression, conversion, bookings, and customer expansion, identifying bottlenecks and opportunities for improvement. Diagnose operational and commercial performance issues by assessing campaign effectiveness, audience quality, lead management, sales follow-up, conversion rates, and data integrity, providing actionable recommendations. Own the marketing automation strategy, platform administration, architecture, integrations, and governance to ensure efficient and scalable marketing operations. Design and optimize end-to-end lead lifecycle processes, including lead capture, scoring, enrichment, routing, nurturing, recycling, and qualification. Act as the primary Salesforce subject matter expert for GTM operations, overseeing campaign architecture, lead and account management, opportunity processes, workflows, integrations, and reporting requirements. Ensure seamless alignment between Salesforce, marketing automation platforms, sales engagement tools, and partner and customer success systems. Collaborate with Sales leadership on territory and account assignments, rules of engagement, pipeline management, and forecasting processes. Develop and maintain comprehensive reporting frameworks and executive dashboards covering funnel conversion, campaign performance, attribution, pipeline contribution, forecast accuracy, sales velocity, win rates, and operational efficiency. Translate analytical findings into strategic recommendations that improve campaign ROI, sales productivity, resource allocation, and overall revenue performance. Leverage AI tools and analytical technologies to accelerate reporting, identify trends, uncover insights, and support more informed business decisions. Identify and implement opportunities to integrate artificial intelligence and automation into GTM workflows, including AI-powered agents and processes that enhance campaign execution, reporting, data quality, and sales productivity. Evaluate emerging technologies and automation solutions, identifying opportunities to improve operational performance and deliver measurable business value. Establish and maintain data governance standards covering database hygiene, normalization, deduplication, account hierarchies, segmentation, enrichment, campaign taxonomy, and data quality. Manage and continuously optimize the GTM technology ecosystem, ensuring platforms are properly integrated, scalable, adopted, and aligned with business needs. Assess technology requirements and recommend opportunities to introduce, consolidate, replace, or retire platforms. Maintain clear documentation of system architecture, integrations, workflows, processes, and operational business rules. Requirements: At least 8–10 years of experience in GTM Operations, Revenue Operations, Sales Operations, Marketing Operations, or a related discipline, preferably within a B2B SaaS environment. Extensive hands-on experience with major marketing automation platforms, such as Marketo or HubSpot, including platform administration, configuration, integrations, and optimization. Strong Salesforce expertise, particularly in campaign architecture, lead, contact, account, and opportunity management, workflows, reporting, and integrations. Proven experience designing, implementing, and optimizing end-to-end lead lifecycle management processes. In-depth understanding of B2B go-to-market strategies, funnel architecture, conversion optimization, pipeline measurement, marketing attribution, and marketing-to-sales handoffs. Demonstrated ability to analyze campaign and funnel performance, identify root causes of operational challenges, and translate complex data into strategic business recommendations. Experience developing executive-level dashboards and reporting frameworks, with the ability to communicate performance insights, business implications, and recommended actions to senior stakeholders. Strong background in GTM analytics, marketing attribution, data governance, database management, and technology optimization. Proven ability to design and implement scalable systems and operational processes while maintaining the technical expertise to troubleshoot and execute hands-on when necessary. Strong analytical thinking, problem-solving, project management, and organizational skills. Excellent communication and cross-functional leadership capabilities, with the ability to influence stakeholders and collaborate across multiple departments. Ability to balance strategic planning with tactical execution in a dynamic, fast-paced environment. Additional advantages: Salesforce Administrator certification. Marketo, HubSpot, or equivalent marketing automation platform certification. Experience developing AI agents, agentic workflows, or AI-powered business process automation solutions. Familiarity with AI tools such as Claude for reporting, data analysis, campaign optimization, sales productivity, and operational automation. Experience with GTM and sales technology platforms such as 6sense, Zift, Sequel.io, Asana, Sendoso, Gong, and LeanData. Knowledge of APIs, webhooks, integration platforms, and low-code/no-code automation tools. Experience supporting account-based marketing (ABM), intent-driven marketing strategies, cybersecurity, or enterprise SaaS businesses. Benefits: Remote working: Opportunity to work remotely from anywhere in the United States. Leadership opportunity: Take ownership of a global GTM Operations strategy and make a meaningful contribution to business growth and operational performance. Technology exposure: Work with modern enterprise platforms, marketing automation solutions, Salesforce, AI tools, and emerging automation technologies. Innovation and impact: Lead initiatives that modernize business operations through artificial intelligence, automation, and data-driven decision-making. Cross-functional collaboration: Work closely with senior leaders and teams across Marketing, Sales, Partnerships, and Customer Success. Professional development: Gain exposure to evolving technologies and strategic initiatives within the B2B SaaS and cybersecurity sectors. Scalable impact: Help build and optimize systems, processes, and frameworks that support long-term organizational growth.