Director, GTM Operations

* 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 and optimizing end-to-end lead lifecycle processes.

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

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

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

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

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

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

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

Preferred Skills and Experience
* Salesforce Administrator certification.

* Marketo, HubSpot, or equivalent marketing automation certification.

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

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

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

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

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