Senior Go to Market Ops Leader

The position purpose

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

You are a hands-on operational leader who translates the 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 the 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

• Design and maintain standardized Sales Operations processes across regions and segments
• Define pipeline stages, qualification standards, and performance metrics
• Establish governance across CRM usage, reporting standards, and operational workflows
• Drive alignment between Sales, Marketing, Customer Success, and Product teams
• Ensure consistent operating models across Commercial and Government sales motions

Revenue Technology Stack Ownership (SalesTech & MarTech)

• Define and execute the SalesTech and MarTech roadmap
• Ensure integration across core platforms such as CRM (e.g., Salesforce), marketing automation (HubSpot), analytics, and enablement tools
• Automate business processes to reduce manual work and improve data reliability
• Work closely with IT and engineering teams on system integrations and architecture
• Continuously evaluate and improve the GTM tech stack to support growth and efficiency

Pipeline Analytics, Forecasting & Revenue Insights

• Own pipeline analytics, conversion metrics, and coverage analysis
• Manage forecasting processes and improve forecast accuracy
• Deliver performance dashboards for Sales leadership and executive teams
• Provide insights into pipeline health, sales efficiency, and revenue risks
• Support Finance with bookings tracking, forecasting alignment, and revenue planning inputs

Business Reviews & Performance Cadence

• Own the operational framework for weekly pipeline reviews, monthly performance reviews, and quarterly business reviews (QBRs)
• Ensure consistent reporting standards across Sales leadership
• Provide structured insights to support executive and board-level discussions
• Enable Sales leadership to make fast, informed decisions based on reliable data

Cross-Functional Leadership & Stakeholder Management

• Partner closely with Sales leadership, Marketing leadership, Finance, Product Management, and Customer Success
• Align revenue operations with corporate planning and budgeting cycles
• Drive transparency and accountability across GTM performance
• Coordinate cross-functional initiatives that improve revenue execution

AI-Driven Sales Operations & Automation

• Identify and implement AI-driven analytics and automation across the revenue lifecycle
• Support Sales teams with AI-enhanced tools for pipeline management and decision support
• Continuously evaluate emerging AI capabilities across the GTM technology stack

Sales Enablement, Training & Operational Readiness

• Design and maintain structured Sales training formats and training kits aligned with GTM motions
• Deliver operational training on pipeline management, forecasting discipline, CRM usage, and reporting standards
• Ensure Sales teams understand and adopt SalesTech and MarTech tools
• Partner with Marketing and Product teams to ensure Sales collateral and messaging are correctly applied
• Support onboarding and ramp-up of new Sales team members through standardized operational training programs

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 SaaS and DaaS KPI reporting
• Hands-on experience implementing automation and AI-driven insights in revenue operations
• Experience managing cross-functional and technical projects

Compensation & Benefits

Salary Range: $130,000—$145,000 USD

• Annual equity awards eligibility
• Vacation, sick, and personal time off
• Medical, dental, vision, life, and disability coverage
• 401(K) plan
• Health and wellness reimbursement program
• Employee Stock Purchase Plan (ESPP)
• Name Your Satellite Program (NYSP) Launch Attendance
• Education Assistance Program
• Employee Assistance Program (EAP)
• Family Leave
• Fitness Reimbursement
• Employee Referral Program
• Healthy snacks & beverages in every office