Director, GTM Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Act as the main Deal Desk consultant for the sales team, assisting Account Executives and Sales Directors in navigating complex deal structures, pricing negotiations, and commercial terms.

• Provide guidance on public sector contract vehicles like GSA schedules and GWACs, ensuring that deal structures comply with government procurement regulations.

• Evaluate, approve, and process non-standard pricing requests while adhering to margin requirements, discount matrices, and compliance policies.

• Work in collaboration with Legal, Finance, and Product teams to resolve contract negotiation issues and expedite the quote-to-cash process.

• Maintain and enhance CPQ workflows, product catalogs, pricing rules, and CRM quoting procedures.

• Oversee partner ecosystem integration, onboarding, data flow management, reporting, billing systems, and partner performance metrics.

• Calculate, reconcile, and process revenue share payouts for partners.

• Monitor partner usage, platform consumption, and revenue trends to foster usage growth and retention.

• Audit and resolve discrepancies in partner billing.

• Lead project management, drafting, and delivery of RFPs, RFIs, and ROMs for commercial and public sector prospects.

• Convert technical specifications, security postures, and service capabilities into compelling and compliant proposal narratives.

• Maintain a centralized repository of approved proposal responses.

• Analyze public sector solicitation requirements, including basic FAR/DFARS applicability, to ensure compliance and mitigate contractual risks.

⛳️ Requirements

• At least 10 years of progressive experience in Deal Desk, Revenue Operations, Contracts Management, or Commercial Operations in a B2B technology setting.

• Previous experience in both Commercial and Public Sector Go-To-Market strategies.

• Knowledge of federal procurement processes and channel partner teaming agreements.

• Experience in managing contracts and proposals related to cloud communications, cybersecurity, or data compliance, including FedRAMP, HIPAA, or SOC 2.

• Proven ability to structure complex enterprise deals, manage discount matrices, and streamline the quote-to-cash process.

• Demonstrated success in managing partner operations, analyzing channel pipeline, usage growth, and revenue share payouts.

• Direct experience as the primary author and project manager for RFPs and ROMs.

• Strong understanding of SaaS revenue recognition principles and subscription/usage-based billing models.

• Advanced skills with CRM platforms, preferably Salesforce, and quoting/CPQ tools.

• Bachelor’s degree from an accredited institution in Business Administration, Finance, Operations, or a related discipline, or an equivalent combination of relevant education, specialized training, and progressively responsible professional experience.

• Reliable, high-speed internet connection.

• Active U.S. citizenship or green card holder, residing in the U.S. for a minimum of 3 consecutive years.

• Must be capable of sitting for extended periods and managing long durations of screen time.

• No visa sponsorship is available.

• Optional but preferred: certifications in Contract Management, such as CPCM or CFCM, or Salesforce/CPQ administration.

🏝️ Benefits

• Annual performance bonus.

• Employee Stock Purchase Plan (ESPP).

• Enhanced time off packages.

• Comprehensive benefits.

• Up to 10% travel.