Director, GTM Operations

FireMon delivers Network Security Policy Control for the Modern Enterprise. Most enterprises run firewalls from multiple vendors alongside cloud security groups and microsegmentation platforms, and no single console can say whether it all works together. We believe policy is the control plane for network security: it defines what the environment should do, and the infrastructure carries it out. FireMon gives security teams one place to see, govern, and prove that their policy is doing what they intend, across on-prem, cloud, and hybrid environments. The Director of GTM Operations will own the systems, processes, data, and measurement framework that power FireMon’s global go-to-market organization, spanning Marketing, Sales, Partners, and Customer Success, while serving as a strategic partner in improving full-funnel GTM performance. Reporting to the VP of Revenue Operations, this role will lead GTM systems and Salesforce architecture, marketing automation, lead-to-revenue lifecycle management, attribution, and GTM tech stack optimization. Just as importantly, this leader will use data to diagnose funnel performance, identify conversion gaps and operational issues, and translate findings into recommendations that improve campaigns, programs, and pipeline outcomes. A key focus of the role will be modernizing GTM operations through automation and AI. The Director will identify opportunities to streamline workflows, accelerate reporting and analysis, improve data quality, and leverage tools such as Claude to uncover insights and support better decision-making. The ideal candidate combines deep hands-on GTM operations expertise across marketing and sales with strategic thinking, technical fluency, strong analytical skills, and a builder mindset. About the role GTM Operations Strategy & Funnel Optimization - Own the marketing operations roadmap across systems, processes, data, automation, and measurement.

- Partner with Marketing, Sales, Partner, and Customer Success leadership to translate pipeline and revenue goals into measurable funnel strategies, operational requirements, and performance targets. - Analyze funnel performance across lead generation, qualification, conversion, pipeline creation, opportunity progression, win rates, and expansion to identify trends, bottlenecks, and opportunities for improvement. - Diagnose whether performance issues stem from audience, campaign execution, conversion, lead management, sales follow-up, data quality, or operational processes and recommend actions to address them. - Provide strategic insights and recommendations that help GTM teams improve campaign performance, sales productivity, resource allocation, and pipeline outcomes. GTM Systems, Marketing Automation & Salesforce - Own the marketing automation platform strategy, administration, architecture, integrations, and governance. - Design and optimize lead lifecycle processes including capture, scoring, enrichment, routing, nurture, recycling, and qualification. - Serve as the GTM organization’s primary Salesforce subject matter expert for campaigns, lead, contact, account, and opportunity processes, fields, workflows, integrations, and reporting requirements. - Ensure strong alignment between marketing automation, Salesforce, sales engagement tools, and partner and customer success processes. - Partner with Sales leadership on territory and account assignment, rules of engagement, pipeline management, and forecasting processes. Reporting, Analytics & Attribution - Own the framework for measuring GTM lead generation performance from first engagement through pipeline, bookings, and revenue. - Develop reporting and dashboards across funnel conversion, campaign performance, attribution, pipeline coverage and contribution, forecast accuracy, velocity, win rates, and GTM efficiency.