Director, GTM Strategy and Operations

About the Role

We're looking for a Director of GTM Strategy and Operations to be the operational engine behind our go-to-market team. We know our market — now we need to win it faster. This role is about building the infrastructure, automation, and analytics that compress our sales cycle, increase pipeline velocity, and give leadership the visibility to forecast with confidence.

You'll sit at the intersection of sales operations, marketing operations, and revenue intelligence — owning the systems, data, and workflows that turn our GTM strategy into repeatable, measurable execution. This is not a "keep the lights on" role. You'll identify gaps, design solutions, and drive adoption across the team.
What You'll Do
Revenue Operations & Automation

- Own and evolve the GTM tech stack — Salesforce, HubSpot, and the surrounding ecosystem — ensuring clean data flow, tight integrations, and minimal manual work

- Design and implement automation across the funnel: lead routing, handoff workflows, enrichment pipelines, follow-up sequences, and deal stage triggers

- Build and maintain integrations between revenue tools (CRM, MAP, sequencing platforms, data enrichment, BI) so teams operate from a single source of truth

- Identify and eliminate process friction that slows deals down — from first touch through closed-won

- Partner with technical resources to architect scalable RevOps infrastructure; you set the strategy and requirements, others execute the builds

Sales Operations & Cycle Optimization

- Operationalize the sales process — MEDDPICC adoption, stage exit criteria, deal inspection frameworks — so reps are consistent and managers have real visibility

- Build and maintain pipeline management cadences: weekly reviews, deal health scoring, and escalation triggers that surface risk early

- Analyze sales cycle data to identify where deals stall, drop, or slow — then build fixes into the process and tooling

- Partner with Sales leadership on territory management, quota modeling, and capacity planning

- Support call review and coaching workflows to surface winning patterns and replicate them across the team

Data, Tracking & Analytics

- Define and own the GTM data model: what we track, how we track it, and how it flows between systems

- Build dashboards and reporting that give leadership real-time visibility into pipeline health, velocity, conversion rates, and forecast accuracy

- Create predictive models and lead/deal scoring frameworks that help reps and managers prioritize where to spend their time

- Establish win/loss tracking and analysis to feed continuous learning back into sales and marketing strategy

- Ensure data hygiene across CRM and marketing platforms — standardized fields, enforced inputs, reliable reporting

Marketing Operations

- Partner with Marketing on campaign attribution, lead lifecycle tracking, and MQL-to-SQL conversion optimization

- Own the lead routing and handoff process between marketing and sales — clean, fast, and accountable

- Build closed-loop reporting between marketing activity and revenue outcomes

- Support segmentation models that power targeted campaigns, personalized outreach, and account prioritization

What We're Looking For
Must-Haves

- 7+ years in revenue operations, sales operations, or GTM strategy at a B2B SaaS company

- Deep hands-on experience with Salesforce and HubSpot — you know how to configure, integrate, and get the most out of both

- Proven track record building automation and workflow systems that measurably improved sales team efficiency or cycle time

- Strong analytical skills — you can build a model, interpret pipeline data, and translate findings into clear recommendations for leadership

- Experience building or owning forecasting and pipeline visibility frameworks

- Excellent communicator who can work across Sales, Marketing, and the C-suite without losing clarity or speed

- A bias toward automation: if you do something twice, you build a system