Director, GTM Operations

The company delivers Network Security Policy Control for the Modern Enterprise.

Most enterprises run firewalls from multiple vendors alongside cloud security groups and microsegmentation platforms, and no single console can say whether it all works together. We believe policy is the control plane for network security: it defines what the environment should do, and the infrastructure carries it out. The company gives security teams one place to see, govern, and prove that their policy is doing what they intend, across on-prem, cloud, and hybrid environments.

The Director of GTM Operations will own the systems, processes, data, and measurement framework that power the company’s global go-to-market organization, spanning Marketing, Sales, Partners, and Customer Success, while serving as a strategic partner in improving full-funnel GTM performance.

Reporting to the VP of Revenue Operations, this role will lead GTM systems and Salesforce architecture, marketing automation, lead-to-revenue lifecycle management, attribution, and GTM tech stack optimization. Just as importantly, this leader will use data to diagnose funnel performance, identify conversion gaps and operational issues, and translate findings into recommendations that improve campaigns, programs, and pipeline outcomes.

A key focus of the role will be modernizing GTM operations through automation and AI. The Director will identify opportunities to streamline workflows, accelerate reporting and analysis, improve data quality, and leverage tools such as Claude to uncover insights and support better decision-making.

The ideal candidate combines deep hands-on GTM operations expertise across marketing and sales with strategic thinking, technical fluency, strong analytical skills, and a builder mindset.

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 the company’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

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

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

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

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Demonstrated experience designing and optimizing end-to-end lead lifecycle processes.

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Strong understanding of B2B funnel architecture, conversion, pipeline measurement, attribution, and marketing-to-sales handoffs.

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Proven ability to analyze funnel and campaign performance, diagnose root causes, and translate data into strategic recommendations.

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Experience building executive-level reporting and communicating not only performance results, but the business implications and actions needed.

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Strong experience with GTM analytics, attribution, data governance, and database management.

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Proven ability to architect scalable systems and processes while remaining hands-on enough to troubleshoot and execute when needed.

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Strong analytical, problem-solving, project management, and cross-functional leadership skills.

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Ability to operate both strategically and tactically in a fast-paced environment.

Preferred Skills and Experience

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Salesforce Administrator certification.

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Marketo, HubSpot, or equivalent marketing automation certification.

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Experience building AI agents, agentic workflows, or AI-powered business process automation.

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Experience using AI tools such as Claude for reporting, analysis, campaign optimization, sales productivity, or operational workflows.

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Experience with platforms such as 6sense, Zift, Sequel.io, Asana, and Sendoso, Gong, and LeanData, etc

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Familiarity with APIs, webhooks, integration platforms, or low-code/no-code automation tools.

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Experience supporting ABM, intent-driven marketing, cybersecurity, or enterprise SaaS.