Director, GTM Operations

Wolters Kluwer; Kennesaw (GA); On-site; USD 165,000 - 296,000; Full time

Benefits offered by this job

Medical

Dental

Vision Plans

401(k)

FSA/HSA

Commuter Benefits

Tuition Assistance Plan

Vacation and Sick Time

Paid Parental Leave

Job summary

Wolters Kluwer in the United States is seeking a Director, GTM Operations to translate sales strategy into disciplined field execution, improving forecast accuracy, pipeline health, and revenue performance.

The role partners with Sales, Finance, Marketing and Enablement to own core rhythms, develop dashboards, and drive CRM and analytics adoption across Salesforce and Power BI, delivering actionable insights to sustain growth.

Qualifications

• 5+ years of experience in Sales Operations, Field Operations, Revenue Operations, or related role.
• Experience partnering with Sales VPs, Sales Managers, and Account Executives to improve sales execution and business performance.
• Strong knowledge of forecasting, pipeline and opportunity management, sales productivity, and sales operating rhythms.
• Working knowledge of Marketing Operations, including lead lifecycle, routing, scoring, and measurement, data governance, and marketing automation platforms.

Responsibilities

• Partner with Regional and Segment Sales Leadership to turn sales priorities into operating plans, clear performance metrics, and disciplined field execution.
• Lead weekly forecast calls, forecast rollups, pipeline reviews, and business performance reviews; ensure timely, accurate submissions and clear follow-through.
• Establish pipeline-review standards and opportunity-management practices that improve pipeline quality, conversion, forecast accuracy, and sales productivity.
• Analyze pipeline, bookings, transactions, and KPIs to identify risks, trends, and growth opportunities; provide actionable recommendations to Sales Leadership.
• Develop dashboard and reporting requirements for field and executive stakeholders, covering pipeline, bookings, transactions, performance, and other key metrics.
• Drive CRM and analytics adoption and data integrity across Salesforce, Power BI, and related tools; identify anomalies and coordinate corrective action.
• Partner with Sales Managers and Account Executives to remove operational friction and support new business, renewals, cross-sell, and upsell growth.
• Partner with Marketing Operations to align lead lifecycle, routing, scoring, handoffs, service levels, and conversion visibility across Salesforce and marketing automation.
• Establish campaign operations standards for campaign setup, segmentation, taxonomy, and data governance; measure lead, funnel, and campaign performance, attribution, pipeline contribution, and sourced or influenced revenue.
• Coordinate with Order Management, Finance, and Global Sales Operations on accurate transaction reporting, territory, quota, capacity, and cross-functional process improvements.

Skills

Sales Operations

Forecasting

Sales Analytics

CRM tools

Cross-functional collaboration

Tools

Salesforce

Power BI

Einstein

Job description

The Global Revenue Operations team is seeking a Director, GTM Operations to serve as a strategic and operational partner to Regional and Segment Sales Leadership. This role translates sales strategy into disciplined field execution, improving forecast accuracy, pipeline health, seller productivity, marketing effectiveness, and revenue performance.

Reporting to the VP of Revenue Operations, the Director owns core operating rhythms, including forecasting, pipeline reviews, and business performance reviews, while connecting Sales, Finance, Marketing, Enablement, and Order Management. The role provides actionable insights, represents field requirements in global programs, and helps strengthen data, processes, and tools that support scalable go-to-market execution.

In this role, you will:

• Partner with Regional and Segment Sales Leadership to turn sales priorities into operating plans, clear performance metrics, and disciplined field execution.
• Lead weekly forecast calls, forecast rollups, pipeline reviews, and business performance reviews; ensure timely, accurate submissions and clear follow-through.
• Establish pipeline-review standards and opportunity-management practices that improve pipeline quality, conversion, forecast accuracy, and sales productivity.
• Analyze pipeline, bookings, transactions, and KPIs to identify risks, trends, and growth opportunities; provide actionable recommendations to Sales Leadership.
• Develop dashboard and reporting requirements for field and executive stakeholders, covering pipeline, bookings, transactions, performance, and other key metrics.
• Drive CRM and analytics adoption and data integrity across Salesforce, Power BI, and related tools; identify anomalies and coordinate corrective action.
• Partner with Sales Managers and Account Executives to remove operational friction and support new business, renewals, cross-sell, and upsell growth.
• Partner with Marketing Operations to align lead lifecycle, routing, scoring, handoffs, service levels, and conversion visibility across Salesforce and marketing automation.
• Establish campaign operations standards for campaign setup, segmentation, taxonomy, and data governance; measure lead, funnel, and campaign performance, attribution, pipeline contribution, and sourced or influenced revenue.
• Coordinate with Order Management, Finance, and Global Sales Operations on accurate transaction reporting, territory, quota, capacity, and cross-functional process improvements.

You're a fit for the role if your background resembles:

• 5+ years of experience in Sales Operations, Field Operations, Revenue Operations, or a related role; SaaS and/or Healthcare experience preferred.
• Experience partnering with Sales VPs, Sales Managers, and Account Executives to improve sales execution and business performance.
• Strong knowledge of forecasting, pipeline and opportunity management, sales productivity, and sales operating rhythms.
• Working knowledge of Marketing and Campaign Operations, including lead lifecycle, routing, scoring, campaign planning and measurement, data governance, and marketing automation platforms.
• Strong proficiency with CRM and sales analytics tools; Salesforce preferred, with familiarity with Power BI, Einstein, or similar platforms.
• Experience developing dashboards, reports, and business-performance views that help field and executive stakeholders make informed decisions.
• Ability to translate data into clear recommendations, communicate and influence in a matrixed environment, and manage multiple priorities with strong ownership and attention to detail.

Our Interview Practices

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Compensation

$165,400.00 - $295,600.00 USD

This role is eligible for Bonus.

Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process.

Additional Information

• Medical
• Dental
• Vision Plans
• 401(k)
• FSA/HSA
• Commuter Benefits
• Tuition Assistance Plan
• Vacation and Sick Time
• Paid Parental Leave

Full details of our benefits are available upon request.