Director of GTM Operations

Paessler GmbH; Austin (TX); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Permanent employment contract

Flexible working hours

International team

Job summary

Paessler GmbH seeks a Director of GTM Operations to lead the revenue engine across direct and channel sales, plus enablement. The role emphasizes data fluency, hypothesis testing, and measurable impact in a fast-paced, PE-backed environment.

You’ll own processes and analytics enabling efficient selling, build enablement programs, and align direct and channel motions while driving compensation design with Finance/HR. This is a high-visibility position in Austin, TX.

Qualifications

• 8+ years in Sales/Revenue Operations or related field with ownership of channel or partner ops
• PE-backed experience in SaaS or fast-paced, metrics-driven environments
• Compensation planning experience and plan design know-how
• Strong analytical thinking and daily data interrogation ability
• Experience influencing cross-functional stakeholders without direct authority
• Proven ability to form hypotheses and test them with lightweight analyses
• Experience managing or leading analysts or other team members
• Experience presenting to executives or PE sponsor audiences

Responsibilities

• Design territory, quota setting, and pipeline/forecast management
• Operate CRM (Salesforce or equivalent) data governance and process design
• Run deal desk, pricing/quoting operations and approvals workflows
• Generate sales productivity reporting and funnel/conversion analyses
• Oversee partner onboarding, deal registration, MDF management, and partner incentive programs
• Lead channel partner analytics and health scoring
• Develop onboarding and ramp programs for reps and partners
• Collaborate with Product Marketing on launches and competitive positioning
• Build dashboards and reporting for executives and PE sponsors
• Model sales compensation plans and quota alignment with Finance/HR

Skills

GTM operations

Cross-functional leadership

Data analysis

Hypothesis testing

Sales enablement

Channel/partner operations

People management

Excel

BI tools

Tools

Excel

BI tools

Job description

We're looking for a Director of GTM Operations to lead the operational backbone of our revenue engine - across direct sales, channel sales, and sales enablement. This is a high-visibility role for someone who thrives in fast paced environment, is fluent in data, and enjoys forming and testing hypotheses about what actually drives revenue growth.

You’ll own the processes, and analytics that let our direct and channel sales teams sell efficiently and predictably, while building the enablement programs that make reps and partners productive faster. This is a PE-backed company, so precision, speed, and a bias toward measurable impact matter.

YOUR TASKS

Sales Operations (Direct)

• Territory design, quota setting, and pipeline/forecast management
• Sales process design, CRM administration and data governance (Salesforce or equivalent)
• Deal desk support, pricing/quoting operations, and approvals workflows
• Sales productivity reporting and funnel/conversion analysis

Channel Operations

• End-to-end operations for our partner ecosystem: onboarding, deal registration, partner tiering, MDF administration, and partner incentive programs
• Partner performance analytics and health scoring
• Systems and process alignment between direct and channel motions to avoid channel conflict and reporting gaps
• Partner comp/rebate structuring in coordination with Finance

Sales Enablement

• Onboarding and ramp programs for both direct reps and channel partners
• Content, playbooks, and certification programs tied to measurable rep/partner performance outcomes
• Coordination with Product Marketing on launch enablement and competitive positioning

Analytics & Compensation

• Daily/weekly operating cadence: pipeline reviews, forecast accuracy, funnel health, and revenue-driver analysis
• Building and maintaining dashboards and reporting that hold up under scrutiny from executive and PE sponsor stakeholders
• Partnering with Finance/HR on sales compensation plan design, quota-to-comp alignment, and plan modeling; supporting comp plan rollout and dispute resolution
• Generating and testing hypotheses on what levers (pricing, territory, partner tiering, enablement investment, etc.) most affect revenue and following through with data to prove or disprove them

YOUR PROFILE

• 8+ years in Sales/Revenue Operations, with direct ownership of channel or partner operations at some point in your career, not just direct sales ops
• PE-backed experience: at a PE-owned or PE-backed SaaS company, or a similarly fast-paced, metrics-driven environment where you had to move quickly with imperfect data
• Comp planning experience: demonstrated experience with sales compensation planning, plan design, modeling, or administration
• Strong analytical thinking and proficient in Excel or BI tools; should be comfortable pulling and interrogating your own data daily, not waiting on an analyst
• Skilled in assessing business process problems and ideating on enterprise systems solutions
• Shows a strong ability to form a hypothesis, designing a lightweight test or analysis, and acting on the result. This role is as much “analyst who can build” as it is “operator who can manage”
• Experience managing or influencing cross-functional stakeholders (Sales, Finance, Marketing, Partner/Channel teams) without direct authority over all of them
• Prior people management experience (this role will likely have direct reports/analysts)

Nice to Have

• Experience with partner relationship management (PRM) tools
• Exposure to M&A integration or rapid-scale environments typical of PE portfolio companies
• Experience presenting directly to executive leadership or board/PE sponsor audiences

FACTS FOR YOU

• Many possibilities to further develop your individual skillset
• Innovative and creative work environment with plenty of room for new ideas
• A structured onboarding phase with experienced colleagues
• Flexible working hours and a family-friendly environment
• Permanent employment contract
• A great working atmosphere in an enthusiastic international team with flat hierarchies
• Paessler is a fast-growing midsized company that has been in the market for 20 years.
• The company is focused on long-term goals and is currently comprised of 400+ employees

For us, diversity is more than just a word - it's a commitment. Our job posts are geared towards all people, regardless of their gender, sexual orientation, background, faith, or physical abilities. We value diversity and strive to create a work environment that prioritizes equal opportunities and inclusion. At Paessler, we're determined to break down barriers and provide everyone with the chance to develop their full potential.