Director of GTM Operations

We're looking for a Director of GTM Operations to lead the operational backbone of our revenue engine - across direct sales, channel sales, and sales enablement. This is a high-visibility role for someone who thrives in fast paced environment, is fluent in data, and enjoys forming and testing hypotheses about what actually drives revenue growth.You'll own the processes, and analytics that let our direct and channel sales teams sell efficiently and predictably, while building the enablement programs that make reps and partners productive faster. This is a PE-backed company, so precision, speed, and a bias toward measurable impact matter.YOUR TASKSSales Operations (Direct)Territory design, quota setting, and pipeline/forecast managementSales process design, CRM administration and data governance (Salesforce or equivalent)Deal desk support, pricing/quoting operations, and approvals workflowsSales productivity reporting and funnel/conversion analysisChannel Operations End-to-end operations for our partner ecosystem: onboarding, deal registration, partner tiering, MDF administration, and partner incentive programsPartner performance analytics and health scoringSystems and process alignment between direct and channel motions to avoid channel conflict and reporting gapsPartner comp/rebate structuring in coordination with FinanceSales EnablementOnboarding and ramp programs for both direct reps and channel partnersContent, playbooks, and certification programs tied to measurable rep/partner performance outcomesCoordination with Product Marketing on launch enablement and competitive positioningAnalytics & CompensationDaily/weekly operating cadence: pipeline reviews, forecast accuracy, funnel health, and revenue-driver analysisBuilding and maintaining dashboards and reporting that hold up under scrutiny from executive and PE sponsor stakeholdersPartnering with Finance/HR on sales compensation plan design, quota-to-comp alignment, and plan modeling; supporting comp plan rollout and dispute resolutionGenerating and testing hypotheses on what levers (pricing, territory, partner tiering, enablement investment, etc.) most affect revenue and following through with data to prove or disprove themYOUR PROFILE8+ years in Sales/Revenue Operations, with direct ownership of channel or partner operations at some point in your career, not just direct sales opsPE-backed experience: at a PE-owned or PE-backed SaaS company, or a similarly fast-paced, metrics-driven environment where you had to move quickly with imperfect dataComp planning experience: demonstrated experience with sales compensation planning, plan design, modeling, or administrationStrong analytical thinking and proficient in Excel or BI tools; should be comfortable pulling and interrogating your own data daily, not waiting on an analystSkilled in assessing business process problems and ideating on enterprise systems solutionsShows a strong ability to form a hypothesis, designing a lightweight test or analysis, and acting on the result. This role is as much “analyst who can build” as it is “operator who can manage”Experience managing or influencing cross-functional stakeholders (Sales, Finance, Marketing, Partner/Channel teams) without direct authority over all of themPrior people management experience (this role will likely have direct reports/analysts)Nice to HaveExperience with partner relationship management (PRM) toolsExposure to M&A integration or rapid-scale environments typical of PE portfolio companiesExperience presenting directly to executive leadership or board/PE sponsor audiencesFACTS FOR YOUMany possibilities to further develop your individual skillsetInnovative and creative work environment with plenty of room for new ideasA structured onboarding phase with experienced colleaguesFlexible working hours and a family-friendly environmentPermanent employment contractA great working atmosphere in an enthusiastic international team with flat hierarchiesPaessler is a fast-growing midsized company that has been in the market for 20 years.The company is focused on long-term goals and is currently comprised of 400+ employeesINTERESTED?Make it easy for yourself and use the application button below. And at the end, a very important note:For us, diversity is more than just a word - it's a commitment. Our job posts are geared towards all people, regardless of their gender, sexual orientation, background, faith, or physical abilities. We value diversity and strive to create a work environment that prioritizes equal opportunities and inclusion. At Paessler, we're determined to break down barriers and provide everyone with the chance to develop their full potential. Please feel free to let us know if you believe there are ways we can improve the wording of our jobs posts or our overall recruitment approach. Let's work together to create a more colorful and inclusive corporate culture! Sales Operations (Direct)Territory design, quota setting, and pipeline/forecast managementSales process design, CRM administration and data governance (Salesforce or equivalent)Deal desk support, pricing/quoting operations, and approvals workflowsSales productivity reporting and funnel/conversion analysisChannel Operations End-to-end operations for our partner ecosystem: onboarding, deal registration, partner tiering, MDF administration, and partner incentive programsPartner performance analytics and health scoringSystems and process alignment between direct and channel motions to avoid channel conflict and reporting gapsPartner comp/rebate structuring in coordination with FinanceSales EnablementOnboarding and ramp programs for both direct reps and channel partnersContent, playbooks, and certification programs tied to measurable rep/partner performance outcomesCoordination with Product Marketing on launch enablement and competitive positioningAnalytics & CompensationDaily/weekly operating cadence: pipeline reviews, forecast accuracy, funnel health, and revenue-driver analysisBuilding and maintaining dashboards and reporting that hold up under scrutiny from executive and PE sponsor stakeholdersPartnering with Finance/HR on sales compensation plan design, quota-to-comp alignment, and plan modeling; supporting comp plan rollout and dispute resolutionGenerating and testing hypotheses on what levers (pricing, territory, partner tiering, enablement investment, etc.) most affect revenue and following through with data to prove or disprove them8+ years in Sales/Revenue Operations, with direct ownership of channel or partner operations at some point in your career, not just direct sales opsPE-backed experience: at a PE-owned or PE-backed SaaS company, or a similarly fast-paced, metrics-driven environment where you had to move quickly with imperfect dataComp planning experience: demonstrated experience with sales compensation planning, plan design, modeling, or administrationStrong analytical thinking and proficient in Excel or BI tools; should be comfortable pulling and interrogating your own data daily, not waiting on an analystSkilled in assessing business process problems and ideating on enterprise systems solutionsShows a strong ability to form a hypothesis, designing a lightweight test or analysis, and acting on the result. This role is as much “analyst who can build” as it is “operator who can manage”Experience managing or influencing cross-functional stakeholders (Sales, Finance, Marketing, Partner/Channel teams) without direct authority over all of themPrior people management experience (this role will likely have direct reports/analysts)Nice to HaveExperience with partner relationship management (PRM) toolsExposure to M&A integration or rapid-scale environments typical of PE portfolio companiesExperience presenting directly to executive leadership or board/PE sponsor audiencesMany possibilities to further develop your individual skillsetInnovative and creative work environment with plenty of room for new ideasA structured onboarding phase with experienced colleaguesFlexible working hours and a family-friendly environmentPermanent employment contractA great working atmosphere in an enthusiastic international team with flat hierarchiesPaessler is a fast-growing midsized company that has been in the market for 20 years.The company is focused on long-term goals and is currently comprised of 400+ employees