Director, GTM Strategy – Operations

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

📋 Description

• Take ownership of and enhance the GTM technology stack, which includes Salesforce, HubSpot, and other related tools.

• Develop and execute funnel automation for lead routing, handoffs, enrichment, follow-up, and deal-stage triggers.

• Create and maintain integrations across CRM, marketing automation, sequencing, enrichment, and business intelligence tools.

• Identify and remove obstacles in processes from initial contact through to closed-won.

• Design a scalable RevOps infrastructure in collaboration with technical partners.

• Operationalize the adoption of MEDDPICC, establish stage exit criteria, and implement deal inspection frameworks.

• Establish cadences for pipeline management, deal health scoring, and escalation triggers.

• Analyze sales cycle data to introduce process and tool enhancements.

• Collaborate with Sales leadership on territory management, quota modeling, and capacity planning.

• Assist in call review and coaching processes.

• Define the GTM data model and maintain data hygiene across all systems.

• Develop dashboards and reports for pipeline health, velocity, conversion rates, and forecast accuracy.

• Create predictive models and frameworks for lead and deal scoring.

• Implement win/loss tracking and analysis.

• Collaborate with Marketing on attribution, lifecycle tracking, MQL-to-SQL optimization, lead routing, and closed-loop reporting.

• Conduct a systems audit and roadmap, enhance pipeline visibility and forecasting, deliver 2–3 automation improvements, and establish a win/loss program within the first 90 days.

⛳️ Requirements

• 7+ years of experience in revenue operations, sales operations, or GTM strategy within a B2B SaaS company.

• Extensive hands-on expertise with Salesforce and HubSpot, including configuration and integration.

• A demonstrated history of building automation and workflow systems that enhanced sales team efficiency or reduced cycle time.

• Strong analytical abilities, including model development and pipeline data analysis.

• Experience in developing or managing forecasting and pipeline visibility frameworks.

• Exceptional communication skills across Sales, Marketing, and executive levels.

• A strong inclination towards automation.

• Comfort with AI/LLM tooling for GTM applications.

• Familiarity with enrichment and data tools such as Clay, Apollo, Clearbit, or ZoomInfo (preferred).

• Knowledge of Zapier, n8n, or Make (preferred).

• Experience with Tableau, Looker, or similar business intelligence/reporting tools (preferred).

• A background in insurance or insurtech (preferred).

🏝️ Benefits

• Comprehensive health and wellness benefits.

• Flexible work arrangements.

• Opportunities for professional development and advancement.

• Collaborative and innovative work environment.