Director of Growth and GTM Operations

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

📋 Description

• Oversee the GTM growth strategy across Marketing, Business Development, Channel, Sales, and post-sales divisions.

• Recognize enhancements in data, processes, systems, and agents that foster pipeline creation and enhance customer experiences.

• Unite teams around key initiatives and drive efforts through implementation and acceptance.

• Develop reliable reporting and proactive insights from Salesforce, Snowflake, Gong, and integrated GTM platforms.

• Assist leaders in comprehending pipeline health, transitions, risks, and key performance indicators.

• Design and implement managed agents alongside forward-deployed engineers utilizing Amazon Bedrock, Claude Code, and Itential’s internal agent framework.

• Establish workflows that pinpoint issues, ensure necessary actions are taken, and engage relevant personnel when judgment or intervention is required.

• Enhance the flow of information and transitions between Marketing, BDR, Channel, AEs, SEs, and post-sales teams.

• Develop the pipeline strategy in collaboration with Marketing and Sales, transforming website, campaign, intent, and account signals into nurturing and outreach efforts.

• Manage the roadmap for interconnected systems and workflows across CRM, marketing automation, intent and account intelligence, sales engagement, and AI tools.

• Establish data ownership and automated quality checks to maintain Salesforce accuracy and data integrity.

• Determine success metrics for workflows, tools, and agents; monitor adoption, quality, time efficiency, and behavioral shifts.

• Collaborate with Finance and GTM leaders to link investments and activities to qualified pipeline, revenue, and customer outcomes.

• Equip Sales leadership with data, visibility, and operational assistance for forecasting, pipeline evaluations, and strategic planning.

• Partner with Revenue Enablement to identify coaching and capability deficiencies.

⛳️ Requirements

• Over 8 years of experience in growth or GTM leadership within B2B technology.

• Significant hands-on experience with GTM and Sales initiatives.

• Proven track record of increasing qualified pipeline.

• Extensive experience with Salesforce covering pipeline processes, data integrity, reporting, and seller workflows.

• Familiarity with marketing automation, intent, and sales engagement systems.

• Experience working with Snowflake or a similar modern data platform.

• Proficient in SQL, data models, and the flow of information between systems.

• Capability to transform data from various sources into trustworthy reporting and actionable context for agents.

• Background in driving pipeline growth across Marketing, AEs, BDRs, and channel sales representatives.

• Experience enhancing processes that span multiple teams.

• History of successfully implementing system or process changes from conception to deployment, acceptance, and measurable outcomes.

• Strong analytical and communication abilities.

• Proficient in conveying data, suggesting actions, and aligning executives with frontline teams.

• Experience in deploying AI agents or advanced automation in operational settings.

• Knowledgeable in APIs, MCP, and AI-assisted development tools like Claude Code.

🏝️ Benefits

• Full-time position.

• Standard business hours with flexibility to accommodate quarter-end and pipeline review periods.

• Occasional travel for sales kickoffs, customer and partner events, and team meetings.

• Typical office or remote work environment.