Director, GTM Operations

Marqeta; California (MO); Hybrid; USD 187,000 - 275,000; Full time

Benefits offered by this job

Health insurance

Flexible time off

Equity in company

Parental leave

Retirement savings plan

Job summary

Marqeta is seeking a Director of GTM Operations to establish scalable, data-driven processes across the revenue organization. You will lead the design and execution of incentive programs, oversee CRM and sales tools, and drive operational rigor with executive leadership.

This role can be performed remotely within the United States or from Oakland, CA or New York City offices. You will manage opex and headcount planning, mentor a team of revenue operations professionals, and champion AI-powered

Qualifications

• 10+ years of experience managing a complex Sales Operations function.
• Proven ability to build scalable, data-driven operating models.
• Experience deploying and optimizing CRM and sales tools.

Responsibilities

• Establish and execute a strong operational cadence across GTM.
• Lead AI transformation for RevOps and go-to-market workflows.
• Drive adoption of AI-powered workflows and automation.
• Oversee tools selection and implementation for GTM/revenue ops.
• Manage opex and headcount budgeting and tracking.
• Mentor and develop a high-performing revenue operations team.
• Collaborate with leadership to align strategic objectives.

Skills

Sales Operations

Operational mindset

Data-driven analysis

Strategic thinking

Problem solving

Leadership

Team management

Tools

Salesforce

Gong

Loopio

SPIFF

Job description

At Marqeta, we’re on a mission to revolutionize the way money moves. As pioneers in the field of embedded finance, we’re tapping into a market opportunity that’s worth trillions. Our card issuing platform offers unparalleled flexibility and control, enabling companies to issue cards, authorize transactions, and manage payment operations in real time. We power some of the most renowned brands in the new economy, including Block, Cash App, affirm, Instacart, Doordash, Uber, and Walmart. Today, nearly 8 out of 10 Americans use a product powered by Marqeta every week.

As Marqeta’s Director, GTM Operation(s) you will be responsible for establishing and executing a strong operational cadence, bringing structure and sustainable, scalable processes to support business growth and ensure cross-functional alignment. In this role, you will be responsible for managing the sales incentive compensation design and executing the sales compensation program; overseeing the selection, implementation and ongoing maintenance of tools and technologies to support GTM and revenue operations; managing opex and headcount budgeting & tracking processes, and driving operational rigor and excellence across the GTM organization. As a change agent for the organization, you will rely on data-driven insights and rigorous process assessment to drive operational efficiency within the GTM org.

We work Flexible First. This role can be performed remote within the United States or from our Oakland, CA or New York City offices. We’d love for you to join us!

NOTE: if you are based within 35 miles of our Oakland, California, New York City (Midtown) or London office, you will be expected to be in-office 2 days / week. The Talent team will share more details if selected for the Recruiter Interview.

The Impact You’ll Have

• Establish and execute a strong operational cadence, bringing structure and sustainable, scalable processes to support business growth and ensure cross functional alignment
• Lead the AI transformation for the RevOps function and go-to-market workflows, championing the change for the RevOps and GTM teams
• Drive adoption of AI-powered workflows, automations, and agent-assisted processes that accelerate the team and the functions it supports
• Refine and standardize processes, policies, and workflows to scale working with GTM leadership and functional stakeholders
• Drive continual assessment of existing sales processes to deliver operational excellence through iterative improvements
• Be accountable for the end-to-end operational infrastructure, overseeing the selection and implementation of tools and technologies to support GTM and revenue operations, including CRM systems (Salesforce) and related sales tools (Gong, Loopio, SPIFF etc.)
• Drive system consolidation, migration, and implementation projects that improve data quality, reduce operational friction, and unlock new capabilities
• Oversee incentive compensation design, working with executive leaders to understand strategic business objectives, assessing the success of current incentives, proposing new incentive designs, securing final decisions and approvals, and communicating new incentives to leaders and employees
• Manage regular opex and headcount budget/actuals tracking for the GTM department, driving annual planning process in alignment with corporate planning goals and timelines
• Collaborate closely with peers to establish best practices, foster knowledge sharing, and promote skills development across the GTM Operations organization
• Manage and mentor a team of revenue operations professionals, fostering a culture of high performance and continuous learning

Who You Are

• 10+ years of proven experience managing a best-in-class, complex Sales Operations function supporting growth in a FinTech / modern payments sales environment
• Strong operational mindset; skilled at building processes to scale
• Salesforce expertise
• Change agent challenging the status quo and setting new strategic & operational direction based on fact-based, data-driven analysis
• Ability to frame a business problem, analyze options and provide recommendations based on data-driven analysis
• Experience researching, developing and deploying sales tools, technologies and automation solutions/strategies in the field
• Knowledge of typical comp plan structures in enterprise software (quotas, accelerators, pay mix, and on-target earnings)
• Deep subject matter expertise and business process knowledge across territory management, sales account coverage, sales crediting and compensation
• Outstanding problem solving and analytical skills including talent for conducting research, analyzing data, developing hypotheses, and synthesizing recommendations
• Ability to think strategically but follow through in execution and operations
• Ability to drive detailed analysis, but also synthesize findings into executive level communications.
• Capable of managing a team responsible for supporting $1B+ of revenue.
• Proven track record of success in providing strategic guidance and operational oversight in Sales Operations within a fin-tech sales environment.
• A proven ability to develop tactical initiatives that improve sales productivity and performance
• Heavily results driven and able to operate independently with minimum supervision.

Typical Process

• Application Submission
• Recruiter phone call
• Hiring manager video call
• Virtual “Onsite” consisting of 3-4, 45 min Video Interviews
• Offer!

Compensation And Benefits

Marqeta is a Flex First company which allows you to choose your best working environment, whether that be from home or at a company office. To support Flex First, we calibrate pay to a competitive value according to working location. Compensation is aligned according to three tiers within the United States:

• National: A baseline tier that applies to most of the geographic territory of the United States.
• Premium: Slightly elevated from the National tier, and oriented toward a narrower set of higher cost-of-living areas, such as Los Angeles CA and Seattle WA
• Premium Plus: A tier for the most expensive working areas, like the San Francisco Bay area and New York City.

Visit this page or consult with a Recruiter to determine which tier would be applicable to you.

When determining salaries, we consider several factors including, but not limited to, skills, prior experience, and work location. The new‑hire base salary range for this position is:

• National: $187,000 - $233,800
• Premium: $202,400 - $253,000
• Premium Plus: $220,000 - $275,000

We also believe in recognizing the contributions of our people. That’s why we award annual bonuses to eligible employees, rewarding both individual performance and the success of the entire company.

Along with monetary compensation, Marqeta offers

• Multiple health insurance options
• Flexible time off – take what you need
• Retirement savings program with company contribution and after tax contributions
• Equity in a publicly‑traded company and an Employee Stock Purchase Program
• Family-forming benefits, fertility support, and up to 20 weeks of Parental Leave
• Free therapy sessions, financial and professional coaching, and legal advice
• Monthly stipend to support our remote work model
• Annual “development dollars” to support our people growth and development

About Marqeta

Marqeta is on a mission to change the way money moves. We’re one of the earliest enablers of embedded finance, a market opportunity sized up in the trillions. Our card issuing platform provides unprecedented flexibility and control for companies to issue cards, authorize transactions, and manage payment operations in real time. Marqeta is powering the most well known brands in the new economy (Block, Cash App, affirm, instacart, doordash, uber, walmart, etc). You don’t need to be a Payments expert to join the Marqeta Team, let us help you with that. This is the opportunity of a lifetime to work with innovators around the world and unlock equitable financial access for all.

Marqeta’s Values

• Solve for the Customer: With a deep understanding of our customers' business and empathy for their needs, we deliver products and services that drive their success. Earning and keeping their trust guides everything we do.
• Do What's Right: Knowing businesses and livelihoods depend on us, we pursue solutions that disrupt responsibly and deliver high-quality results that our customers count on. We own our work from start to finish.
• Simplify and Innovate: We approach challenges with curiosity and take smart risks. Innovation comes from finding better, simpler ways to achieve extraordinary outcomes.
• Win as a Team: We succeed together by embracing diverse perspectives and pushing each other to raise the bar. We lead with humility and set aside hierarchy to work as a team.
• Make it Count: We drive forward with focus and agility. With a sense of urgency and purpose, we get the job done, and done right.

Equal Employment Opportunity, Accommodations and Privacy

Marqeta is an equal opportunity employer committed to an inclusive workplace that fosters belonging. We do not discriminate based on race, color, religion, sex (including pregnancy, lactation, childbirth, or related medical conditions), veteran status or uniformed service member status, age, national origin or ancestry, citizenship or immigration status, physical or mental disability, gender identity, gender expression, sexual orientation, genetic information (including testing or characteristics) or any other characteristic protected by applicable law. We also consider qualified applicants with criminal histories, consistent with legal requirements.

Marqeta endeavors to make reasonable accommodations for applicants with disabilities. If you are an individual with a disability and require a reasonable accommodation to submit this application, complete any pre-employment testing, or otherwise participate in the employee selection process, please submit this form with your specific accommodation request.

Marqeta cares about your privacy. Personal data that is provided as part of the application and recruitment process is processed in accordance with the Applicant Privacy Notice. Additional information for California residents can be found here.

Notice on Use of AI in Recruitment

We may use artificial intelligence (AI) tools in our recruitment processing consistent with the requirements of applicable laws. For more information, review our AI notice here.