Director, GTM Operations

Code Metal • San Francisco, CA

1d • Hybrid

About The Position

The Director, Go-To-Market Operations is the accountable owner of Code Metal’s GTM operating engine, with a primary focus on driving new business growth. This role owns the performance of the acquisition system — spanning Marketing and Sales — and its contribution to company growth targets.
You will partner closely with GTM leadership to translate company and product priorities into coordinated execution, owning the processes, systems, and operating rhythms that drive pipeline creation, conversion, and new logo acquisition. As Code Metal scales its go-to-market motion, you’ll build the operational foundation — from lead management to systems to sales plays — needed to support that growth, while maintaining strong alignment across the broader customer lifecycle.
This is a senior, hands-on leadership role that requires both strategic thinking and operational rigor. Success here takes more than strong process design — it takes an experienced GTM operator who understands how technical, complex sales cycles actually run, can navigate ambiguity and competing priorities, and has the judgment and bias for action to move quickly from strategy to execution. You will lead a small, high-impact team across Sales Ops and GTM Systems, and serve as a core operator within the GTM organization — owning outcomes, shaping priorities, and influencing how the business executes.

Requirements

• 8+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, GTM Strategy, or a related field, preferably within B2B SaaS or enterprise technology.
• Comfort operating across both marketing and sales ops simultaneously, not just one side of the funnel.
• Proven track record of owning and improving GTM funnel performance, including pipeline generation, conversion, and revenue outcomes.
• Strong understanding of revenue models, pipeline mechanics, and technical or complex B2B sales motions.
• A demonstrated track record of taking GTM initiatives from strategy through execution and measurable business impact, ideally in a fast-paced or startup environment.
• Comfortable making progress with incomplete information and evolving priorities rather than waiting for perfect clarity.
• Experience leading and developing cross-functional operations and analytics teams, including hiring, coaching, and performance management.
• Demonstrated ability to translate data and insights into business decisions and drive execution against those decisions.
• Experience establishing prioritization frameworks and managing competing initiatives in fast-paced environments.
• Strong technical acumen across GTM systems, including Salesforce, marketing automation, sales engagement, and attribution tools.
• Excellent communication and stakeholder management skills, with the ability to influence senior leaders, challenge assumptions, and drive alignment across functions.
• Experience leading change management initiatives and driving adoption of new processes, systems, and ways of working.
• Ability to operate at both strategic and tactical levels, balancing long-term system design with near-term execution.

Responsibilities

• Own the acquisition funnel from leads and early stage opportunities through closed-won, with accountability for pipeline health, conversion, and new logo attainment.
• Identify and address bottlenecks across our end-to-end GTM motion, as well as rep productivity in partnership with GTM leadership.
• Translate company and product priorities into focused, executable sales plays and programs that create pipeline and accelerate opportunities.
• Establish clear objectives, success metrics, owners, and milestones for each program and operating rhythm.
• Continuously assess program performance and make pragmatic calls to scale, adjust, or stop initiatives based on results.
• Partner with GTM-focused analysts to ensure clear visibility into pipeline health.
• Translate data into actionable insights, connecting program activity to pipeline, conversion, and revenue outcomes to drive measurable business impact.
• Own prioritization across GTM Operations, making clear tradeoffs and aligning team capacity to the highest-impact opportunities.
• Serve as a key input into broader GTM prioritization and investment decisions.
• Define and manage the operating cadence across forecasting, pipeline reviews, and business reviews.
• Establish and improve processes across lead management, qualification, routing, and handoffs to ensure consistent execution as the team scales.
• Own the performance and evolution of the GTM tech stack, including Salesforce, marketing automation, and sales engagement tools.
• Partner with technical/business systems teams on core infrastructure while defining requirements and prioritization to support scale.
• Continuously evaluate and redesign GTM processes, workflows, and handoffs to improve performance, scalability, and efficiency.
• Orchestrate execution across Sales, Marketing, Product, and Customer Success, ensuring teams move from alignment to action.
• Establish clear accountability across functions and actively resolve gaps, dependencies, and competing priorities that could slow execution.
• Build strong feedback loops between the field and GTM teams to identify what’s working, where execution is breaking down, and what needs to change.
• Drive adoption of GTM processes and operating standards across Sales, Marketing, and CS.
• Influence behavior change and ensure initiatives are fully adopted and delivering impact.
• Lead and develop a high-performing team across Ops and Systems.
• Set priorities, manage capacity, and elevate the team from reactive support to proactive ownership.

Benefits

• Pay depends on experience, but we strive to be at the upper end of the salary range
• Health care plan with 100% premium coverage, including medical, dental, and vision
• 401k with 5% matching
• Paid Time Off (uncapped vacation, plus sick and public holidays)
• Flexible hybrid or remote work arrangement
• Relocation assistance for qualifying employees
• Wage Transparency - The salary range for this role is not a guarantee of compensation or salary, as the final offer amount may vary based on factors including, but not limited to, individual proficiency, skills, experience, and location.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed