Director, GTM Operations

TrueContext • Ottawa, ON

11d • Hybrid

About The Position

TrueContext is a field intelligence platform purpose-built for asset-intensive industries like Medical Devices, Utilities, and Oil & Gas. Our platform helps field operations teams capture, structure, and act on data in the moments that matter. Backed by Battery Ventures, we are a growing B2B SaaS company with a focused mission: to make field work smarter, safer, and more efficient for the industries that keep the world running. We are looking for an experienced operator to build and own the infrastructure, process, and data that connects our marketing, sales, and customer success motions into a single, measurable revenue engine. This role is the operational backbone of TrueContext's go-to-market engine, responsible for ensuring every stage of the funnel is instrumented, that pipeline data is reliable and actionable, and that the business has the reporting it needs to make fast, confident decisions. This is an operator role first. The Director of GTM Operations is the connective tissue across all go-to-market functions. You will own the lead-to-revenue lifecycle end-to-end, ensure our pipeline data is reliable and board-ready, and partner with Sales, Marketing, and CS leadership to remove friction at every stage of the funnel. You will manage a GTM Ops Analyst and build the team over time.

Requirements

• 5+ years in revenue operations, GTM operations, or a combined marketing and sales ops role
• Deep Salesforce expertise including CRM governance, workflow automation, and reporting
• Hands-on experience with sales and marketing automation platforms (Unify, Chili Piper, etc.)
• Proven ability to design and maintain board-ready pipeline and funnel dashboards
• Comfortable working across Sales, Marketing, and CS leadership as a cross-functional operator
• Strong analytical instincts: able to diagnose funnel problems and recommend action, not just report numbers
• Experience in PE-backed or high-growth environments where operating rigor and accountability matter

Responsibilities

• Own the end-to-end operational execution of the GTM funnel, from lead generation through close and renewal, including: Lead scoring model design and ongoing refinement in partnership with the VP of Marketing; Lifecycle stage definitions and MQL-to-SQL handoff rules in partnership with the VP of Marketing; Lead routing rules and assignment automation in partnership with the VP of Marketing; Opportunity management process and stage governance; Forecasting process design and data integrity; Quoting and contracting process support.
• Own the marketing technology stack and the operational layer that connects marketing activity to pipeline outcomes, including: Marketing automation platform administration (HubSpot, Marketo, or equivalent); Campaign attribution and funnel reporting in partnership with the VP of Marketing; MQL definition, scoring thresholds, and lead quality governance; Marketing-to-sales data sync and CRM hygiene for inbound leads.
• Own the CRM and sales process infrastructure that enables the sales team to operate efficiently, including: Salesforce CRM governance, data integrity, and workflow automation; Pipeline stage definitions, probability logic, and opportunity configuration; Territory, quota, and compensation plan administration; Sales process documentation, enforcement, and onboarding ops; Sales enablement tooling administration.
• Provide the CEO, board, and GTM leadership with accurate, timely, and decision-ready data, including: Maintain CEO- and board-ready pipeline and funnel dashboards in Salesforce; Weekly pipeline generation metrics with rolling 13-week trend tracking; NRR, GRR, and churn cohort reporting in coordination with CS; Pipeline coverage ratio, velocity, and conversion rate tracking; Excel-based rolling trend analysis where native Salesforce tooling is insufficient.
• Program manage the operational readiness for new product and service launches, including: Coordinate pricing and packaging configuration across systems; Ensure CRM and marketing platforms are updated ahead of launch; Align Sales, Marketing, and CS on process changes and enablement needs; Track launch readiness milestones and flag blockers to leadership.
• Oversee the GTM technology stack with a bias toward consolidation, automation, and high-impact tooling, including: Evaluate, select, and manage GTM sales and marketing tools (Unify,Chorus, ZoomInfo, enrichment, etc.); Partner with IT on technical implementation, security review, and system integrations; Lead automation and AI-assisted tooling initiatives within the GTM stack; Manage vendor relationships, license renewals, and tool decommissioning.
• Manage and develop the GTM Operations team, currently including one GTM Ops Analyst, including: Set clear priorities, workloads, and development goals for direct reports; Build a culture of analytical rigor, operational ownership, and continuous improvement; Scale the team structure as the business grows.

Benefits

• Company-wide & team social events
• Wellness yearly allowance
• Great time off benefits (4 weeks of vacation + 2 True2ME days + 1 TrueCrewCares day)
• Summer FriYAYs (every other Friday off from Victoria Day until Labour Day)
• Catered lunches 2x per week
• An amazing office space with plenty of snacks, drinks, and space to collaborate
• Hybrid work environment (3 days a week in the office)

What This Job Offers

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