Senior Go to Market Ops Leader

InvestedintheMission; Washington (District of Columbia); On-site; USD 130,000 - 145,000; Full time

Benefits offered by this job

Generous Time Off Policy

Education Assistance Program

Employee Stock Purchase Program

Fitness Reimbursement

Healthy snacks and beverages

Job summary

Francisco Partners is seeking a Go-To-Market Operations Leader to oversee operational excellence within its Marketing and Sales organizations in Washington, DC. The role involves ensuring Sales teams operate on accurate data and efficient workflows, contributing to Spire’s growth strategy.

The ideal candidate will have 10+ years of experience in B2B Sales Operations and expertise with CRM systems like Salesforce and HubSpot. This hybrid position requires a minimum of three days in the office weekly and offers a competitive salary and comprehensive benefits.

Qualifications

• 10+ years of experience in Sales Operations or Revenue Operations in B2B environments.
• Deep expertise in CRM systems and revenue analytics tools.
• Hands-on experience implementing AI-driven insights.

Responsibilities

• Lead operational standards for scalable booking and revenue execution.
• Own pipeline analytics and forecasting processes.
• Partner with Sales, Marketing, and Finance leadership.

Skills

Experience in Sales Operations

Proven leadership capabilities

CRM systems expertise

Analytical skills

Project management experience

Tools

Salesforce

HubSpot

Revenue analytics tools

Job description

Position Purpose

As Go-To-Market Operations Leader, you are responsible for ensuring operational excellence across Spire’s Marketing and Sales organizations through scalable processes, integrated tools, actionable insights, and disciplined performance governance.

You are a hands‑on operational leader who translates Spire’s Go‑To‑Market strategy into reliable execution. You ensure that Sales and Marketing teams operate on accurate data, efficient workflows, and a fully integrated revenue technology stack that supports predictable growth across Commercial and Government segments.

As part of Spire’s Growth Marketing and GTM leadership team, you act as the central operational partner to Sales leadership, Marketing, Finance, and Product teams. Your mission is to ensure that the organization can plan, execute, measure, and improve revenue performance with confidence and transparency.

Success in this role is measured by sales efficiency, pipeline transparency, forecast accuracy, and operational scalability.

Role Focus

• Provide leadership with reliable pipeline visibility and forecasting accuracy
• Ensure operational excellence across Sales and Marketing
• Build and maintain an integrated SalesTech and MarTech ecosystem
• Enable data‑driven decision making across GTM teams
• Establish governance across CRM, reporting, processes, and revenue operations
• Act as the operational partner to Sales, Marketing and Finance leadership

Core Responsibilities

Sales Operations Governance & Process Excellence

You define and enforce the operational standards that enable scalable booking and revenue execution. Responsibilities include:

• Designing and maintaining standardized Sales Operations processes across regions and segments
• Defining pipeline stages, qualification standards, and performance metrics
• Establishing governance across CRM usage, reporting standards, and operational workflows
• Driving alignment between Sales, Marketing, Customer Success, and Product teams
• Ensuring consistent operating models across Commercial and Government sales motions

Revenue Technology Stack Ownership (SalesTech & MarTech)

You own the evolution and operational integrity of the GTM technology ecosystem. Responsibilities include:

• Defining and executing the SalesTech and MarTech roadmap
• Ensuring integration across core platforms such as CRM (e.g., Salesforce), marketing automation (HubSpot), analytics, and enablement tools
• Automating business processes wherever possible to reduce manual work and improve data reliability
• Working closely with IT and engineering teams on system integrations and architecture
• Continuously evaluating and improving the GTM tech stack to support growth and efficiency

Pipeline Analytics, Forecasting & Revenue Insights

You ensure leadership has full transparency into revenue performance. Responsibilities include:

• Owning pipeline analytics, conversion metrics, and coverage analysis
• Managing forecasting processes and improving forecast accuracy
• Delivering performance dashboards for Sales leadership and executive teams
• Providing insights into pipeline health, sales efficiency, and revenue risks
• Supporting Finance with bookings tracking, forecasting alignment, and revenue planning inputs

Business Reviews & Performance Cadence

You establish the operational rhythm of Spire’s Sales & Marketing organization. Responsibilities include:

• Owning the operational framework for weekly pipeline reviews, monthly performance reviews, and quarterly business reviews (QBRs)
• Ensuring consistent reporting standards across Sales leadership
• Providing structured insights to support executive and board‑level discussions
• Enabling Sales leadership to make fast, informed decisions based on reliable data

Cross‑Functional Leadership & Stakeholder Management

You serve as a central partner across Spire’s leadership team. Responsibilities include:

• Partnering closely with Sales leadership, Marketing leadership, Finance, Product Management, and Customer Success
• Aligning revenue operations with corporate planning and budgeting cycles
• Driving transparency and accountability across GTM performance
• Coordinating cross‑functional initiatives that improve revenue execution

AI‑Driven Sales Operations & Automation

You leverage modern AI capabilities to improve operational intelligence and efficiency. Responsibilities include:

• Identifying and implementing AI‑driven analytics and automation across the revenue lifecycle
• Supporting Sales teams with AI‑enhanced tools for pipeline management and decision support
• Continuously evaluating emerging AI capabilities across the GTM (Marketing & Sales) technology stack

Sales Enablement, Training & Operational Readiness

You ensure that Sales teams operate with the tools, knowledge, and operational discipline required to execute consistently across markets. Responsibilities include:

• Designing and maintaining structured Sales training formats and training kits aligned with Spire’s GTM motions
• Delivering operational training on pipeline management, forecasting discipline, CRM usage, and reporting standards
• Ensuring Sales teams understand and adopt SalesTech and MarTech tools used across the revenue lifecycle
• Partnering with Marketing and Product teams to ensure Sales collateral and messaging are correctly applied in customer conversations
• Supporting onboarding and ramp‑up of new Sales team members through standardized operational training programs

This function ensures that Sales Operations not only provides tools and data, but also drives the operational discipline required for predictable revenue execution.

Deliverables

• Pipeline analytics and conversion insights
• Executive performance dashboards
• Bookings reporting and forecasting frameworks
• Budget and planning insights for Finance
• Governance of CRM, SalesTech, MarTech, and reporting standards
• Sales training program including formats and enablement kits
• Sales collateral and pitch frameworks aligned with GTM positioning

Desired Skillset

• 10+ years of experience in Sales Operations, Revenue Operations, or GTM Operations in technology‑driven B2B environments supporting SaaS and DaaS recurring revenue business models
• Proven experience designing and scaling SalesTech and MarTech ecosystems
• Deep expertise with CRM systems (e.g., Salesforce, HubSpot) and revenue analytics tools
• Strong experience with pipeline analytics, forecasting models, and performance reporting by developing SaaS and DaaS KPIs and proactively managing and holding teams accountable
• Demonstrated ability to work directly with Sales leadership, Finance, and executive stakeholders
• Hands‑on experience implementing automation and AI‑driven insights in revenue operations
• Strong analytical, structured, and problem‑solving capabilities
• Ability to balance strategic planning with operational execution
• Experience managing cross‑functional and technical projects
• Excellent stakeholder management and communication skills

Spire operates a hybrid work model, and this position will require you to work a minimum of three days per week in the office.

Access to US export‑controlled software and/or technology may be required for this role. If needed, Spire will arrange the necessary licenses—not something candidates need to have before applying.

Compensation

Base salary range: $130,000 – $145,000 USD (final base compensation based on location, skills, experience, and qualifications). In addition to base compensation, this role may be eligible for annual equity awards and a comprehensive benefits program, including vacation, sick, and personal time off; optional medical, dental, vision, life, and disability coverage; a 401(K) plan; health and wellness reimbursement; and participation in Spire’s Employee Stock Purchase Plan.

Benefits

• Name Your Satellite Program (NYSP)
• Launch Attendance
• Generous Time Off Policy
• Education Assistance Program
• Employee Assistance Program (EAP)
• Employee Stock Purchase Program (ESPP)
• Family Leave
• Fitness Reimbursement
• Employee Referral Program
• Healthy snacks and beverages in every office

Equal Opportunity Employer

Spire is an equal opportunity employer and is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity, or veteran status. All candidates who receive a conditional offer must complete a background check, which may include criminal history and employment verification.

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