Director, GTM Operations

About the role GTM Operations Strategy & Funnel Optimization

- Own the marketing operations roadmap across systems, processes, data, automation, and measurement.

- Partner with Marketing, Sales, Partner, and Customer Success leadership to translate pipeline and revenue goals into measurable funnel strategies, operational requirements, and performance targets.

- Analyze funnel performance across lead generation, qualification, conversion, pipeline creation, opportunity progression, win rates, and expansion to identify trends, bottlenecks, and opportunities for improvement.

- Diagnose whether performance issues stem from audience, campaign execution, conversion, lead management, sales follow-up, data quality, or operational processes and recommend actions to address them.

- Provide strategic insights and recommendations that help GTM teams improve campaign performance, sales productivity, resource allocation, and pipeline outcomes.

GTM Systems, Marketing Automation & Salesforce

- Own the marketing automation platform strategy, administration, architecture, integrations, and governance.

- Design and optimize lead lifecycle processes including capture, scoring, enrichment, routing, nurture, recycling, and qualification.

- Serve as the GTM organization’s primary Salesforce subject matter expert for campaigns, lead, contact, account, and opportunity processes, fields, workflows, integrations, and reporting requirements.

- Ensure strong alignment between marketing automation, Salesforce, sales engagement tools, and partner and customer success processes.

- Partner with Sales leadership on territory and account assignment, rules of engagement, pipeline management, and forecasting processes.

Reporting, Analytics & Attribution

- Own the framework for measuring GTM lead generation performance from first engagement through pipeline, bookings, and revenue.

- Develop reporting and dashboards across funnel conversion, campaign performance, attribution, pipeline coverage and contribution, forecast accuracy, velocity, win rates, and GTM efficiency.

- Go beyond reporting what happened by analyzing why performance changed and identifying actionable recommendations for GTM leadership.

- Partner with Demand Generation, Digital, Field, Partner, and Product Marketing to evaluate program effectiveness and identify opportunities to improve conversion and ROI.

- Leverage AI and analytical tools, including Claude, to accelerate analysis, surface trends, and generate deeper performance insights.

AI & Operational Automation

- Identify and implement opportunities to embed AI and automation into GTM operations workflows.

- Build or oversee AI-powered workflows and agents that improve campaign execution, sales productivity, reporting, data quality, analysis, and operational efficiency.

- Evaluate emerging AI and automation technologies and determine where they can deliver meaningful business impact.

Data Governance & GTM Technology

- Establish and enforce standards for database hygiene, normalization, deduplication, account hierarchies, segmentation, enrichment, campaign taxonomy, and data quality.

- Own and optimize FireMon’s GTM technology ecosystem, ensuring tools are integrated, adopted, scalable, and delivering value.

- Evaluate technology needs and recommend where platforms should be added, consolidated, replaced, or eliminated.

- Maintain documentation of system architecture, integrations, workflows, and business rules.

Required Skills and Experience - 8-10+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Marketing Operations, or related roles, preferably within B2B SaaS.

- Deep hands-on experience with a major marketing automation platform such as Marketo or HubSpot.

- Strong Salesforce expertise, including campaign architecture, lead, contact, account, and opportunity management, workflows, reporting, and GTM integrations.

- Demonstrated experience designing