Director, GTM Operations

Wolters Kluwer N.V.; Waltham (MA); 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 seeks a Director of GTM Operations to partner with regional and segment sales leaders, translating strategy into disciplined field execution and improving forecast accuracy, pipeline health, and revenue performance. The role connects Sales, Finance, Marketing, Enablement, and Order Management to drive go-to-market outcomes.

The candidate will own forecast calls, pipeline reviews, and business performance reviews, develop dashboards, and ensure data integrity across Salesforce and

Qualifications

• 5+ years in Sales/Revenue Operations or related role (SaaS/Healthcare preferred).
• Experience partnering with VPs, managers and account executives to improve sales execution.
• Strong knowledge of forecasting, pipeline, and opportunity management, and sales rhythms.
• Familiarity with Marketing Operations, lead lifecycle, data governance, and marketing automation.
• Ability to translate data into actionable recommendations and influence in a matrixed environment.

Responsibilities

• Translate sales priorities into operating plans with clear metrics.
• Lead weekly forecast calls, pipeline reviews, and business performance reviews.
• Establish pipeline-management standards to improve quality and forecast accuracy.
• Analyze pipeline, bookings, and KPIs to identify risks and growth opportunities.
• Develop dashboards and reports for field and executive stakeholders.
• Drive CRM and analytics adoption and ensure data integrity across Salesforce and Power BI.

Skills

Forecasting

Pipeline management

Sales analytics

CRM systems

Cross-functional collaboration

Data storytelling

Tools

Salesforce

Power BI

Einstein Analytics

Job description

Position Overview

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:

Key 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 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.

Qualifications

• 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.

Compensation

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.

Benefits

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

Company Overview

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
• Paid Parental Leave

If making a difference matters to you, then you matter to us. Join us, at Wolters Kluwer, and be part of a dynamic global technology company that makes a difference every day. We’re innovators with impact. We provide expert software and information solutions that the world’s leading professionals rely on, in the moments that matter most. You'll make a real difference in the lives of millions of people. Together with our customers, we help to advance sustainability, health, justice, prosperity, and commerce around the world.

Wolters Kluwer reported 2025 annual revenues of €6.1 billion. The group serves customers in over 180 countries, maintains operations in over 40 countries, and employs more than 21,000 people worldwide.

Our mission is to empower our professional customers with the AI-powered solutions they need to make critical decisions, achieve successful outcomes, and increase productivity. We deliver trusted, AI-powered expert solutions that combine deep domain knowledge, proprietary content, and advanced technology to provide expert-validated insights, automate workflows, and drive better outcomes. Today, nearly 70% of our digital revenues come from AI-powered solutions, reflecting our strategic focus on embedding AI into professional workflows and delivering measurable productivity gains. We are committed to helping professionals navigate complexity, improve the way they work, and solve critical challenges through cloud-based, AI-powered platforms that integrate seamlessly into their workflows and ecosystems. Our solutions are designed to deliver impact when it matters most, especially in high-stakes environments where accuracy and trust are essential. With a nearly 190-year legacy, Wolters Kluwer continues to evolve its portfolio of digital solutions and services to meet the changing needs of professionals worldwide, enabling them to work faster, make smarter decisions, and deliver better outcomes.

For more information about our solutions and organization, visit www.wolterskluwer.com, or follow us on LinkedIn, Instagram and Facebook.

Wolters Kluwer has a dedicated team of experienced talent acquisition professionals who are ready to hear what makes you tick and share how Wolters Kluwer can help you achieve your goals and ambitions.

We are also committed to complying with laws requiring equal opportunity in hiring, promotion, and other employment decisions. All qualified applicants will receive consideration without regard to race, color, religion, sex (including pregnancy, gender identity, transgender status, and sexual orientation), national origin, disability, age, genetic information, veteran status, or any other characteristic protected by applicable law, and we do not tolerate discrimination on any of these bases.

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