Senior Director, GTM Systems

LaunchDarkly Group; Northern (KY); On-site; USD 205,000 - 281,000; Full time

Job summary

LaunchDarkly seeks a Sr. Director, GTM Systems to build and lead an autonomous GTM Systems function within Revenue Operations.

This leader will own vision, architecture, development, product management, operations, and continuous improvement of systems supporting Sales, Marketing, Customer Success, and Revenue Operations. The role reports to the VP, Revenue Operations and focuses on establishing data foundations, governance, and an intuitive end-user experience across the customer lifecycle,

Qualifications

• Transformational leader with experience scaling Revenue Operations.
• 10-15+ years in Sales Operations or related fields in enterprise SaaS.
• Proven success building and mentoring high-growth teams.
• Strong background with CRMs and productivity tools (Salesforce, Outreach, Gong).
• Excellent communication and program delivery across cross-functional teams.

Responsibilities

• Define and execute the vision, strategy, and metrics for GTM Systems.
• Own the GTM Systems portfolio including architecture, development, and governance.
• Rebuild the GTM data foundation with scalable hierarchies and lifecycle processes.
• Establish data quality, instrumentation, and governance for Salesforce and connected systems.
• Lead end-to-end product and technical delivery from discovery to adoption.
• Reduce non-value-added steps and improve end-user productivity.
• Apply automation and analytics to route data and optimize workflows.
• Set standards for testing, monitoring, security, and business continuity.
• Develop and mentor a team of senior systems professionals.

Skills

Leadership

Data analytics

CRM systems

GTM operations

Project management

Communication

Tools

Salesforce

Outreach

Marketo

Gong

LeanData

CPQ

Job description

LaunchDarkly is seeking a Sr. Director, GTM Systems to build and lead an autonomous GTM Systems function within Revenue Operations & Enablement. This role will own the vision, architecture, development, product management, operations, and continuous improvement of the systems supporting Sales, Marketing, Customer Success, and Revenue Operations.

The GTM Systems foundation is a critical priority. This leader will establish reliable account and contact data structures, simplify a complex technology landscape, and create intuitive experiences that help teams work efficiently across the customer lifecycle. The role will oversee the full lifecycle of GTM systems, from strategy and architecture through delivery, adoption, governance, and retirement.

This position will report to the VP, Revenue Operations.

Responsibilities:

• Define and execute the vision, strategy, architecture, operating model, roadmap, and success metrics for GTM Systems.
• Own the full GTM Systems portfolio, including architecture, development, administration, product and project management, integrations, data, governance, and change management.
• Rebuild the GTM data foundation by establishing scalable account hierarchies, consistent account and contact lifecycles, ownership and handoff processes, lead and contact routing, enrichment, and do-not-contact governance.
• Establish data quality standards, instrumentation, monitoring, and governance for Salesforce and connected systems.
• Rationalize a GTM technology landscape by reducing redundancy, improving utilization of strategic platforms, and defining a long-term ecosystem roadmap.
• Own strategy and governance for Salesforce, Gong, Marketo, LeanData, and the broader GTM application ecosystem, including integrations, vendor management, lifecycle planning, and tool retirement.
• Lead end-to-end product and technical delivery, from discovery and requirements through solution design, development, testing, release, adoption, and continuous improvement.
• Simplify the end-user experience by reducing unnecessary clicks, duplicate data entry, system switching, and time spent searching for key information.
• Apply automation, analytics, and AI to improve routing, data quality, workflow completion, recommendations, and end-user productivity.
• Establish reliable practices for testing, monitoring, incident management, documentation, security, compliance, business continuity, and system lifecycle management.
• Lead and develop a team of senior subject matter experts across systems architecture, engineering, administration, data, product management, and program delivery.
• Set team priorities, operating standards, resourcing plans, and budget recommendations while partnering with Revenue leadership, IT, Data, Security, Finance, and other stakeholders.

Qualifications:

• Leadership: Transformational people leader who inspires team and organizational culture to achieve best-in-class capabilities, processes, and performance. Strong evidence of developing talent and leading an organization to excellence.
• Experience: 10-15+ years of progressive experience in Sales Operations within enterprise SaaS companies, with experience in other Revenue operations functions being a plus. Proven ability to lead and execute within a fast-paced, high-growth, complex organization with global operations.
• Team Building: 5+ years of experience in building and managing high-growth teams, with a proven track record of coaching and developing team members for growth opportunities.
• Passion for Tools and Automation: Enthusiasm for tools, automation, and system effectiveness. Experience with CRMs and productivity tools, including Salesforce, Outreach, Chili Piper, Atrium, Lucidchart, LinkedIn Sales Navigator, CPQ, 6Sense, Gong, etc.
• Data and Analytics: Experience with reporting, data analytics, and data instrumentation. Good understanding of Salesforce architecture and ecosystem.
• Project Management: Strong project management expertise in business process alignment and tools implementation.
• Communication Skills: Strong written, verbal, and presentation skills. Ability to multitask, prioritize a variety of tasks, and meet deadlines. Organized and detail-oriented with strong problem-solving and analytical skills.
• Business Process Acumen: Strong understanding of business process flow and the upstream/downstream impact.

Pay:

Target pay ranges based Geographic Zones* for Level M5:

• Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $240,600 - $330,700 **
• Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $216,500 - $297,600 **
• Zone 3: All other US locations - $204,500 - $281,100* *
• All Zones Inclusive of 20% Bonus Target

LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.

*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.

About LaunchDarkly:

Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations.

The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:

• Improving the velocity and stability of software releases, without the fear of end customer outages
• Delivering targeted experiences by easily personalizing features to customer cohorts
• Maximizing the business impact of every feature through the ability to experiment and optimize
• Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
• Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability

At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written written . To do so, contact People Ops at [e-mail] .