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 #J-18808-Ljbffr Jobtailor