Director, GTM Applications

Zenity•New York, NY

6d•$165,000 - $205,000•Hybrid

About The Position

This role plays a critical part in our next phase of growth. You’ll own the architecture, integrations, and automation behind our GTM stack, including AI-driven workflows, directly influencing how large enterprises secure and govern AI agents. This is a hybrid role in our NYC office.

Requirements

8+ years in GTM systems or business applications, ideally at a high-growth B2B SaaS or cybersecurity company.
Proven track record scaling GTM systems through high-growth stages (Series B-D or similar), including building structure where little existed and using AI and automation to keep the team efficient as headcount and complexity grow.
Deep expertise in HubSpot architecture and administration.
Hands-on experience with the broader GTM stack, including sales engagement (Outreach, LinkedIn Sales Navigator, Orum), conversation intelligence (Gong), data enrichment (ZoomInfo), CPQ, and marketing automation (HubSpot), plus the AI capabilities built into these platforms (e.g., AI deal scoring, call summaries, and automated enrichment).
Strong experience with integration and automation platforms (Workato, Tray, MuleSoft, Zapier, or similar), APIs, and data pipelines, including building AI-powered workflows and agents.
Working knowledge of data warehousing and BI (Snowflake, BigQuery, Tableau, Looker) and fluency in SQL.
Experience with enterprise sales motions, quote-to-cash processes, and complex deal structures.
Strong project and product management skills, with the ability to prioritize competing requests and deliver on a roadmap.
Excellent communication and stakeholder management, with the ability to translate business needs into technical solutions and influence senior leaders.
Experience with change management and user adoption across sales, marketing, and customer success teams.
Comfort operating in a hybrid, global, cross-time-zone organization.
Bachelor’s degree in information systems, business, engineering, or a related field preferred.

Responsibilities

Manage the GTM tech stack: Own the architecture, governance, and roadmap for HubSpot and the integrated tech stack. Evaluate new tools, including AI-native solutions, and keep the stack clean, integrated, and adopted.
Own CRM architecture and administration: Design and maintain the data model, objects, fields, workflows, permissions, and automation in HubSpot, ensuring scalability as the business grows.
Lead integrations and data flow: Architect and maintain integrations across HubSpot and the integrated platforms, while continuously evaluating where AI and automation can be implemented to increase efficiency.
Drive data quality and governance: Establish standards for data hygiene, deduplication, enrichment, and field ownership so reporting is trustworthy.
Build and automate GTM workflows: Implement lead routing, territory assignment, opportunity stages, approvals, and quote-to-cash flows that reduce manual work and speed up the sales cycle.
Deploy AI and automation: Identify and implement AI-enabled GTM tooling and agent-driven workflows to automate prospecting, call analysis, forecasting inputs, CRM updates, and administrative tasks.
Enable analytics and reporting: Partner with Sales Ops and Finance to build the data foundation, dashboards, and reports behind forecasting, pipeline reviews, and executive reporting.
Manage the application roadmap and intake: Run a structured prioritization process for requests, balancing quick wins against long-term platform investments, and communicate timelines to stakeholders.
Support partner and marketplace motions: Enable systems for partner deal registration, cloud marketplace (AWS, Azure) transactions, and reseller/MSSP programs.
Ensure security, compliance, and access control: Apply security best practices to GTM systems, including SSO, role-based access, audit trails, and vendor risk reviews, in line with our standing as a security company.
Manage vendors and budget: Own contracts, renewals, licensing, and spend across the GTM stack, and drive ROI and adoption metrics for every tool.
Drive adoption and change management: Partner with Sales Enablement to train users, document processes, and roll out new releases with minimal disruption.