Director of GTM System and Applied AI

Role Description

Sprout Social is looking to hire a Director of GTM Systems and Applied AI to lead our Revenue Operations systems function. In this role, you will lead a team to own the non-Salesforce tech stack and drive our GTM AI roadmap, engineering, and Center of Excellence governance. This is a hands-on-keyboard leadership role; you will personally build and prototype AI workflows alongside your engineers, rather than just directing them.

What you’ll do

• Own the GTM Tech Stack: Manage the architecture, configuration, and governance of all non-Salesforce platforms (Outreach, Gong, ZoomInfo, Fullcast, Openprise, etc.).
• Drive Salesforce Strategy: Serve as the GTM business owner for CRM requirements; partner tightly with IT to prioritize the RevOps backlog and keep Salesforce aligned with revenue operations.
• Lead and contribute to the GTM AI Roadmap & COE: Direct GTM AI Engineers building custom workflows; establish the Center of Excellence (COE) standards for AI governance, UAT, and build vs. buy decisions.
• Build & Prototype: Take a hands-on role in developing and launching AI workflows, automations, and integrations - writing requirements, prototyping in agent frameworks, and getting into the API/data weeds when needed.
• Govern Data Quality: Maintain system integrations, routing, and enrichment workflows to ensure clean, reliable data across the full stack in partnership with the Data/BI and IT teams.
• Optimize & Consolidate Tooling: Run a structured system intake model with clear SLAs, and strategically consolidate redundant software to build a leaner tech stack.
• Champion Team Leadership: Lead, unblock, and develop a high-performing team (GTM AI Engineers, Business Analyst, and GTM Systems Admin).

Qualifications

• 7+ years in GTM systems, sales operations, or revenue operations, with meaningful time both owning systems hands-on and leading technical teams.
• Experience managing technical ICs (engineers, analysts, or systems specialists) and providing meaningful technical direction.
• Strong Salesforce fluency as a business stakeholder and power user with the ability to write clear requirements and evaluate technical tradeoffs.
• Experience managing or partnering with an IT or technical team as the business owner of a shared system.
• Direct hands-on experience with two or more of our core stack: Claude, Gong, ZoomInfo, Lusha, Cognism, LeanData, Openprise, or Fullcast.
• Technical fluency to direct AI engineers credibly (understanding CRM data models, enrichment architecture, API integrations, and custom builds vs. integration platforms).
• Demonstrated track record of deploying AI or automation in a GTM context, shipping workflows revenue teams actually use.
• Strong data orientation with an understanding of data design, reliability, and governance standards.

Preferred qualifications

• Familiarity with agent frameworks or platforms (Claude Agent SDK, n8n, Vercel AI SDK).
• Hands-on experience with Fullcast and/or Openprise.
• Proven track record of driving software stack consolidation in B2B SaaS.
• Experience with Marketing Automation (Marketo, HubSpot) and lead lifecycle design.
• Direct hands-on experience with Salesforce CPQ or Revenue Cloud.
• Familiarity mapping sales methodologies (MEDDPICC) into CRM field design.

How you’ll grow

• Within 1 month: Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members to gain a broader understanding of our products and organization.
• Build deep relationships with your direct reports, the VP of RevOps, and key GTM stakeholders.
• Map the current stack state, integration gaps, and data quality debt.
• Align with the VP of RevOps on GTM AI roadmap priorities and sequencing.
• Personally prototype and ship at least one production AI workflow.

• Within 3 months: Publishing a formalized GTM AI roadmap with clearly sequenced priorities.
• Defining and launching the AI COE operating model, including intake processes, UAT standards, and clear "ship criteria."
• Ensuring the IT partnership is running smoothly at the working level via your team's Business Analyst.

• Within 6 months: Successfully deploying multiple AI workflows into production, driving measurable rep productivity gains.
• Establishing the COE as a known, trusted resource across GTM, where teams proactively bring business problems to be solved.
• Initiating stack rationalization efforts with a clear, strategic consolidation roadmap underway.

• Within 12 months: Consistently executing against the AI and systems roadmap, optimizing revenue engine velocity and efficiency.
• Successfully reducing stack redundancy while expanding the capabilities of our core tools.
• Obtaining and acting upon cross-functional feedback to continuously refine data standards, tooling governance, and team impact.

Benefits

• Comprehensive Health & Wellness: Premium BCBSIL medical, dental (high/low plans), and vision (Eyemed) insurance for you and your eligible dependents.
• Premium Mental Health Support: Full, free access to Modern Health for you and your dependents, including coaching, therapy sessions, and digital wellness resources.
• Retirement Savings: 401(k) plan with a 50% company match on your first 6% of contributions (a 3% total match).
• Financial Security: 100% employer-paid Life and Disability insurance for your peace of mind.
• Flexible Paid Time Off: A flexible PTO policy, supplemented with additional company-wide Rest & Recharge days throughout the year.
• Paid Parental Leave: Up to 16 weeks of paid leave for new parents to support you in expanding your family.
• Annual Lifestyle Stipend: A $1,000 USD annual Lifestyle Spending Account to spend on your physical, mental, and financial well-being.
• Work From Home Support: A one-time $550 USD stipend to set up your home office, plus a monthly $50 USD stipend for internet.
• Giving Back: 16 hours of paid volunteer time annually, plus a $100 annual match for your charitable donations.
• Additional Financial Perks: Access to pre-tax commuter benefits, subsidized child/eldercare (Care.com), discounted pet insurance (Figo), and no-cost personalized financial wellness support through Your Money Line.