Director, GTM Operations

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

📋 Description

• Take ownership of the marketing operations roadmap encompassing systems, processes, data, automation, and measurement.

• Collaborate with leadership from Marketing, Sales, Partner, and Customer Success to convert pipeline and revenue objectives into quantifiable funnel strategies, operational needs, and performance goals.

• Assess funnel performance across various metrics such as lead generation, qualification, conversion, pipeline creation, opportunity progression, win rates, and expansion.

• Identify performance issues and propose solutions that address audience targeting, campaign execution, conversion rates, lead management, sales follow-up, data quality, and operational processes.

• Offer strategic insights and recommendations aimed at enhancing campaign effectiveness, sales productivity, resource allocation, and pipeline results.

• Oversee the strategy, administration, architecture, integrations, and governance of the marketing automation platform.

• Design and refine lead lifecycle processes including capture, scoring, enrichment, routing, nurturing, recycling, and qualification.

• Act as the primary Salesforce subject matter expert for the GTM organization regarding campaigns, leads, contacts, accounts, opportunities, processes, fields, workflows, integrations, and reporting.

• Ensure alignment among marketing automation, Salesforce, sales engagement tools, partner processes, and customer success operations.

• Collaborate with Sales leadership on territory and account assignments, rules of engagement, pipeline management, and forecasting.

• Manage the measurement of GTM lead generation performance from initial engagement through pipeline, bookings, and revenue.

• Create reports and dashboards for funnel conversion, campaign performance, attribution, pipeline coverage and contribution, forecast accuracy, velocity, win rates, and GTM efficiency.

• Investigate changes in performance and provide actionable recommendations for GTM leadership.

• Evaluate program effectiveness and enhance conversion rates and ROI in collaboration with Demand Generation, Digital, Field, Partner, and Product Marketing teams.

• Utilize AI and analytical tools, such as Claude, to expedite analysis and uncover performance insights.

• Identify and implement opportunities for AI and automation within GTM operations workflows.

• Build or supervise AI-driven workflows and agents for campaign execution, sales productivity, reporting, data quality, analysis, and operational efficiency.

• Assess emerging AI and automation technologies for their potential business impact.

• Establish and uphold standards for database hygiene, normalization, deduplication, account hierarchies, segmentation, enrichment, campaign taxonomy, and data quality.

• Manage and enhance FireMon’s GTM technology ecosystem.

• Assess technology requirements and recommend platforms for addition, consolidation, replacement, or removal.

• Maintain comprehensive documentation of system architecture, integrations, workflows, and business rules.

⛳️ Requirements

• 8-10+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Marketing Operations, or similar roles, ideally within B2B SaaS.

• Extensive hands-on experience with a leading marketing automation platform, such as Marketo or HubSpot.

• Strong expertise in Salesforce, including campaign architecture, lead, contact, account, and opportunity management, workflows, reporting, and GTM integrations.

• Proven experience in designing and optimizing comprehensive lead lifecycle processes.

• Solid understanding of B2B funnel architecture, conversion, pipeline measurement, attribution, and marketing-to-sales transitions.

• Demonstrated ability to analyze funnel and campaign performance, identify root causes, and translate data into strategic recommendations.

• Experience in creating executive-level reports and communicating performance outcomes, business implications, and necessary actions.

• Strong background in GTM analytics, attribution, data governance, and database management.

• Proven capability to design scalable systems and processes while remaining hands-on enough to troubleshoot and execute as needed.

• Exceptional analytical, problem-solving, project management, and cross-functional leadership skills.

• Ability to function both strategically and tactically in a dynamic environment.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Generous paid time off and flexible work arrangements.

• Opportunities for professional development and career advancement.

• Collaborative and inclusive company culture.