Director, GTM Operations

RevOps Report; Waltham (MA); On-site; USD 165,000 - 296,000; Full time

Job summary

Wolters Kluwer seeks a Director of GTM Operations to partner with Sales, Finance, Marketing, Enablement, and Order Management. You will own forecasting cycles, pipeline health, and field execution to improve revenue performance.

This role emphasizes data integrity, dashboard development, and cross-functional collaboration across Salesforce and Power BI. Reporting to Revenue Operations leadership, you’ll drive program alignment, optimize go-to-market processes, and enable scalable growth while

Qualifications

• 5+ years in Sales/Revenue Operations or related roles, SaaS/healthcare experience preferred.
• Strong forecasting, pipeline, and opportunity management knowledge.
• Experience creating dashboards and business-performance views for field and executive audiences.
• Ability to translate data into actionable recommendations in a matrix organization.

Responsibilities

• Partner with regional/segment leadership to convert priorities into operating plans and metrics.
• Lead weekly forecast calls, pipeline reviews, and performance reviews with timely submissions.
• Set pipeline-review standards to improve quality, forecast accuracy, and productivity.
• Develop dashboards and reports for field and executive stakeholders; ensure data integrity across tools.
• Drive CRM adoption and data governance across Salesforce and related platforms.
• Collaborate with Sales Managers, Account Executives, and Marketing to align lifecycle and lead routing.
• Coordinate with Order Management, Finance, and Global Sales Ops for accurate reporting and process improvements.

Skills

Sales Operations

Revenue Operations

CRM analytics

Salesforce

Power BI

Einstein Analytics

Tools

Salesforce

Power BI

Einstein Analytics

Job description

About This Role

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.

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 roll‑ups, 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

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.