Director, GTM Operations

Jobtailor

San Francisco (CA)

On-site

USD 150,000 - 210,000

Full time

5 days ago

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Job summary

Jobtailor in San Francisco seeks a senior Revenue Operations leader to own the end-to-end GTM funnel, boost pipeline health, and align Sales, Marketing, Product, and Customer Success. You will design and implement operating cadences, diagnose bottlenecks, translate data into actionable insights, and drive adoption of GTM processes and systems.

Ideal candidate has 8+ years in Revenue/Sales/Marketing Operations within B2B SaaS or enterprise tech, with a proven record of cross-functional leadership

Qualifications

8+ years in Revenue Operations, Sales Operations, Marketing Operations, GTM Strategy, or related field in B2B SaaS or enterprise tech
Comfort operating across marketing and sales ops simultaneously
Proven track record of owning and improving GTM funnel performance (pipeline generation, conversion, revenue)
Strong understanding of revenue models and complex B2B sales motions
Experience translating data into business decisions and driving execution
Experience leading cross-functional operations and analytics teams
Ability to lead change management and adoption of new processes and systems
U.S. Citizenship may be required for security clearances and must be legally authorized to work in the United States

Responsibilities

Own the acquisition funnel from leads through closed-won with accountability for pipeline health, conversion, and new logo attainment
Identify bottlenecks across end-to-end GTM motion and rep productivity
Translate company and product priorities into executable sales plays and programs
Establish objectives, success metrics, owners, and milestones for programs and operating rhythms
Assess program performance and decide whether to scale, adjust, or stop initiatives
Partner with GTM-focused analysts to provide visibility into pipeline health
Translate data into actionable insights tied to pipeline, conversion, and revenue outcomes
Own prioritization across GTM Operations and contribute to broader GTM prioritization and investment decisions
Define and manage operating cadence across forecasting, pipeline reviews, and business reviews
Establish and improve lead management, qualification, routing, and handoff processes
Own the performance and evolution of the GTM tech stack, including Salesforce, marketing automation, and sales engagement tools
Partner with technical and business systems teams on infrastructure requirements and prioritization
Redesign GTM processes, workflows, and handoffs for performance, scalability, and efficiency
Orchestrate execution across Sales, Marketing, Product, and Customer Success
Establish accountability, resolve gaps and dependencies, and build field-to-GTM feedback loops
Drive adoption of GTM processes and operating standards across Sales, Marketing, and Customer Success
Lead and develop a high-performing team across Operations and Systems

Skills

GTM funnel optimization

Data-driven decision making

Cross-functional leadership

Forecasting & cadence

Stakeholder management

Tools

Salesforce

Marketing Automation

Sales Engagement Tools

Attribution Tools

Job description

Own the acquisition funnel from leads and early stage opportunities through closed-won, with accountability for pipeline health, conversion, and new logo attainment
Identify and address bottlenecks across the end-to-end GTM motion and rep productivity
Translate company and product priorities into executable sales plays and programs
Establish objectives, success metrics, owners, and milestones for programs and operating rhythms
Assess program performance and decide whether to scale, adjust, or stop initiatives
Partner with GTM-focused analysts to provide visibility into pipeline health
Translate data into actionable insights tied to pipeline, conversion, and revenue outcomes
Own prioritization across GTM Operations and contribute to broader GTM prioritization and investment decisions
Define and manage operating cadence across forecasting, pipeline reviews, and business reviews
Establish and improve lead management, qualification, routing, and handoff processes
Own the performance and evolution of the GTM tech stack, including Salesforce, marketing automation, and sales engagement tools
Partner with technical and business systems teams on infrastructure requirements and prioritization
Redesign GTM processes, workflows, and handoffs for performance, scalability, and efficiency
Orchestrate execution across Sales, Marketing, Product, and Customer Success
Establish accountability, resolve gaps and dependencies, and build field-to-GTM feedback loops
Drive adoption of GTM processes and operating standards across Sales, Marketing, and Customer Success
Lead and develop a high-performing team across Operations and Systems

Requirements

8+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, GTM Strategy, or a related field, preferably within B2B SaaS or enterprise technology
Comfort operating across both marketing and sales ops simultaneously
Proven track record of owning and improving GTM funnel performance, including pipeline generation, conversion, and revenue outcomes
Strong understanding of revenue models, pipeline mechanics, and technical or complex B2B sales motions
Demonstrated track record of taking GTM initiatives from strategy through execution and measurable business impact
Comfortable making progress with incomplete information and evolving priorities
Experience leading and developing cross-functional operations and analytics teams, including hiring, coaching, and performance management
Demonstrated ability to translate data and insights into business decisions and drive execution
Experience establishing prioritization frameworks and managing competing initiatives
Strong technical acumen across GTM systems, including Salesforce, marketing automation, sales engagement, and attribution tools
Excellent communication and stakeholder management skills, with the ability to influence senior leaders, challenge assumptions, and drive alignment
Experience leading change management initiatives and driving adoption of new processes, systems, and ways of working
Ability to operate at both strategic and tactical levels
U.S. Citizenship may be required for certain project assignments involving security clearance
May require eligibility to obtain and maintain a U.S. security clearance
Must be legally authorized to work in the United States

Core Competencies

Demonstrates expertise in managing the end-to-end GTM process, focusing on pipeline health, conversion, and revenue outcomes. Proven ability to lead cross-functional teams, translate data into actionable insights, and drive the adoption of GTM processes and systems.

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