Director of GTM Operations

Remote (United States)

Compensation

Annual Base Salary: $200,000-$228,000 per year

Position Overview

This senior leadership role owns the go-to-market operating engine, with a primary focus on driving new business growth. The position is accountable for the performance of the customer acquisition system across Marketing and Sales and for its contribution to company growth targets.

The Director will partner closely with go-to-market leadership to translate business strategy into execution. This includes owning the processes, systems, and operating rhythms that support pipeline creation, conversion, and new customer acquisition while maintaining alignment across the broader customer lifecycle.

This position leads a cross-functional team spanning Sales Operations, Marketing Operations, and GTM Systems. The Director will own business outcomes, establish priorities, allocate resources, and influence how the broader Growth organization executes.

What You’ll Do

New Business Performance Engine

• Own the acquisition funnel from lead generation through closed-won business.
• Maintain accountability for pipeline health, funnel conversion, and new customer attainment.
• Identify and address performance bottlenecks involving lead quality, lead routing, speed to lead, and sales representative productivity.
• Partner with Sales and Marketing leadership to improve acquisition performance and support company growth targets.

Analytics and Business Insights

• Partner with GTM-focused analysts to provide clear visibility into funnel performance and pipeline health.
• Translate performance data into actionable business insights.
• Build cross-functional alignment around analytical findings and recommended actions.
• Ensure that insights lead to measurable improvements in business performance.

Prioritization and Resource Allocation

• Own prioritization across the GTM Operations organization.
• Make clear tradeoffs among competing initiatives.
• Align team capacity and resources with the highest-impact business opportunities.
• Provide operational input into broader GTM prioritization and investment decisions.

GTM Operating Model and Execution

• Define and manage the operating cadence for forecasting, pipeline reviews, and monthly business reviews.
• Establish and improve processes for lead management, qualification, routing, and cross-functional handoffs.
• Create consistent execution standards across teams and customer segments.
• Maintain operating rhythms that support accountability, visibility, and predictable performance.

Systems and Process Ownership

• Own the performance, scalability, and continued development of the GTM technology stack.
• Oversee systems that include Salesforce, marketing automation platforms, sales engagement tools, and attribution technologies.
• Partner with Business Systems teams on core technology infrastructure.
• Define business requirements and establish priorities for GTM systems and technology initiatives.
• Ensure that systems and processes can support continued organizational growth.

GTM System Design

• Continuously evaluate GTM processes, workflows, and handoffs.
• Redesign operating systems and workflows to improve performance, efficiency, and scalability.
• Balance long-term system design with immediate operational needs.
• Identify opportunities to simplify processes and remove execution barriers.

Change Management and Adoption

• Drive adoption of GTM processes, systems, and operating standards across Sales, Marketing, and Customer Success.
• Influence behavior change across multiple teams and functions.
• Ensure that new initiatives are implemented fully and consistently.
• Measure whether process and system changes are delivering the intended business impact.

Team Leadership and Development

• Lead and develop a high-performing team across GTM Operations and Systems.
• Set team priorities and manage organizational capacity.
• Hire, coach, and manage the performance of operations, systems, and analytics professionals.
• Elevate the team from reactive support to proactive ownership of business outcomes.
• Create clear accountability and development opportunities across the organization.

Cross-Functional Alignment

• Partner with Sales, Marketing, and Customer Success leadership.
• Maintain alignment across customer acquisition and downstream lifecycle workflows.
• Support cross-functional areas that directly affect new business performance.
• Challenge assumptions, influence senior leaders, and drive alignment around GTM priorities.

Qualifications

• Eight to twelve or more years of experience in Revenue Operations, Sales Operations, Marketing Operations, or a related field.
• Experience within a B2B SaaS environment is preferred.
• Demonstrated ability to operate across both Marketing Operations and Sales Operations rather than specializing in only one function.
• Proven success owning and improving GTM funnel performance, including pipeline generation, conversion, and revenue outcomes.
• Strong understanding of SaaS revenue models, pipeline mechanics, and small and midsize business go-to-market strategies.
• Experience leading and developing cross-functional operations and analytics teams.
• Experience with hiring, coaching, employee development, and performance management.
• Demonstrated ability to translate data and analytical insights into business decisions and executable actions.
• Experience creating prioritization frameworks and managing competing initiatives in a fast-paced environment.
• Strong technical knowledge of GTM systems, including Salesforce, marketing automation, sales engagement, and attribution tools.
• Excellent communication and stakeholder management skills.
• Ability to influence senior leaders, challenge assumptions, and create alignment across functions.
• Experience leading change management initiatives and increasing adoption of new processes, systems, and operating practices.
• Ability to operate at both strategic and tactical levels.
• Ability to balance long-term system development with near-term execution requirements.

Benefits

• Eligibility for variable compensation
• Healthcare benefits
• Employee discount on Dell products for home-office equipment
• Access to Gympass fitness and wellness resources
• Employee Assistance Program through Telus
• Mental health and everyday-life support resources