Director, GTM Operations

FireMon

About The Position

The Director of GTM Operations owns the systems, processes, data, and measurement framework supporting FireMon’s global go-to-market organization across Marketing, Sales, Partners, and Customer Success. Reporting to the VP of Revenue Operations, this leader serves as a strategic partner in improving full-funnel GTM performance and leads GTM systems and Salesforce architecture, marketing automation, lead-to-revenue lifecycle management, attribution, and technology optimization. The role combines analysis of funnel performance and operational issues with actionable recommendations to improve campaigns, programs, pipeline, and revenue outcomes. A key focus is modernizing GTM operations through automation and AI. The Director identifies ways to streamline workflows, accelerate reporting and analysis, improve data quality, and use tools such as Claude to surface insights and support decision-making. The ideal candidate brings hands-on GTM operations experience across marketing and sales, strategic thinking, technical fluency, analytical skills, and a builder mindset.

Requirements

8–10+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Marketing Operations, or related roles; B2B SaaS experience is preferred.
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.
Ability to analyze funnel and campaign performance, diagnose root causes, and translate data into strategic recommendations.
Experience building executive-level reporting and communicating performance results, business implications, and required actions.
Strong experience with GTM analytics, attribution, data governance, and database management.
Ability to architect scalable systems and processes while remaining hands-on enough to troubleshoot and execute.
Strong analytical, problem-solving, project management, and cross-functional leadership skills.
Ability to operate strategically and tactically in a fast-paced environment.

Nice To Haves

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, Sendoso, Gong, and LeanData.
Familiarity with APIs, webhooks, integration platforms, or low-code/no-code automation tools.
Experience supporting ABM, intent-driven marketing, cybersecurity, or enterprise SaaS.

Responsibilities

Own the marketing operations roadmap across systems, processes, data, automation, and measurement.
Partner with Marketing, Sales, Partner, and Customer Success leaders to turn pipeline and revenue goals into measurable funnel strategies, operational requirements, and performance targets.
Analyze funnel performance from lead generation through expansion to identify trends, bottlenecks, and opportunities for improvement.
Diagnose performance issues across audiences, campaign execution, conversion, lead management, sales follow-up, data quality, and operational processes; recommend actions to address them.
Provide strategic insights to improve campaign performance, sales productivity, resource allocation, and pipeline outcomes.
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 campaign, lead, contact, account, and opportunity processes, fields, workflows, integrations, and reporting requirements.
Ensure 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.
Own the framework for measuring GTM lead generation performance from first engagement through pipeline, bookings, and revenue.
Develop reporting and dashboards covering funnel conversion, campaign performance, attribution, pipeline coverage and contribution, forecast accuracy, velocity, win rates, and GTM efficiency.
Analyze why performance changes and identify actionable recommendations for GTM leadership.
Partner with Demand Generation, Digital, Field, Partner, and Product Marketing to evaluate program effectiveness and improve conversion and ROI.
Use AI and analytical tools, including Claude, to accelerate analysis, surface trends, and generate deeper performance insights.
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 for potential business impact.
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 platforms to add, consolidate, replace, or eliminate.
Maintain documentation of system architecture, integrations, workflows, and business rules.