The Director, GTM Operations will serve as a strategic partner to the SVP Commercial FP&A and Operations and the Chief Customer Officer (CCO), driving alignment across Sales, Customer Success, Marketing, and Partnerships. This role requires a data-driven leader with expertise in sales processes, marketing strategies, and customer success to build scalable operations and leverage AI for sustained revenue growth.
What You'll Do
- Partner with the CCO and Finance to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline and bookings targets, capacity, headcount and budgets
- Translate complex data into actionable recommendations for Commercial leaders
- Develop and maintain segmentation models and sales coverage strategies that align to growth objectives, drive focus, and optimize rep productivity
- Own and evolve the global sales forecasting framework, implementing a disciplined, data-driven forecast cadence across all theatres and segments
- Utilize Salesforce, GTM tools and data sets (snowflake) to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes
- Deliver consistent reporting on performance-to-plan, win/loss trends, and funnel dynamics
- Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews)
- Implement a standardized sales methodology, with clear stage definitions, qualification criteria, and progression benchmarks across segments
- Build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting
- Lead territory design, ensuring sales coverage aligns with market opportunities and business objectives
- Continuously optimize territory assignments and GTM approaches based on performance data and growth trends
What We're Looking For
- 10+ years of experience in Revenue Operations, Commercial Strategy, or Go-to-Market Operations, with at least 2 years in a senior leadership role
- Proven experience partnering directly with CROs, CFOs, and executive leadership to design and execute multi-year commercial plans
- Deep expertise in Salesforce, Outreach, Gong, and other GTM tools
- Strong analytical skills and fluency with forecasting, funnel metrics, sales velocity, and retention/expansion KPIs
- Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiatives
- Experience designing sales methodologies and commercial processes that scale in B2B SaaS
- Comfort working cross-functionally and influencing without authority — excelling at aligning diverse stakeholders around common goals
- High EQ, clear communication skills, and a strong sense of ownership
Technical Stack
- Salesforce
- Outreach
- Gong
- Snowflake
Team & Environment
- Cross-functional collaboration across Sales, Customer Success, Marketing, and Partnerships
- Reports to: SVP Commercial FP&A and Operations and Chief Customer Officer (CCO)
