Director, GTM Strategy & Operations

Productboard•San Francisco, CA

14d•Hybrid

About The Position

The Director of GTM Strategy, Operations & Revenue Operations is a critical leader responsible for the strategic, analytical, and operational backbone of our revenue engine. This role reports directly to the CRO and combines GTM strategy, forecasting, process optimization, and ownership of our RevOps function and GTM systems. The ideal candidate brings strong business acumen, a deeply data-driven approach, and a hands-on, in-the-details operating style. You will partner with Sales, Marketing, Customer Success, Product, and Finance to drive predictable revenue performance and scale our GTM execution.

Requirements

8–12+ years in GTM strategy, Revenue Operations, or business operations roles within SaaS.
Proven leadership of RevOps teams and ownership of CRM and GTM systems.
Exceptional analytical and problem-solving skills; able to move from data to insight to action.
Strong business acumen and experience supporting executive-level decision-making.
Hands-on operator with strong attention to detail, comfortable digging into data, processes, and systems.
Advanced proficiency with Salesforce, BI tools, and revenue analytics platforms.
Excellent communication and stakeholder management skills across functions and seniority levels.

Responsibilities

Lead annual and quarterly GTM planning cycles, including segmentation, coverage models, capacity planning, and territory design.
Translate data into actionable insights that inform strategic decisions across pipeline generation, conversion, and retention.
Evaluate new growth opportunities and partner on cross-functional initiatives such as market expansion, pricing, and new product motions.
Lead and develop the Revenue Operations team, ensuring strong partnership with Sales, Marketing, and CS.
Build and maintain a scalable operating rhythm across forecasting, pipeline reviews, QBRs, and GTM performance management.
Own definition, tracking, and governance of GTM KPIs, ensuring clarity and consistency across all teams.
Own the end-to-end forecasting process, from methodology to cadence to executive-level insights.
Monitor pipeline quality, conversion performance, and funnel dynamics; surface risks and actions required to meet revenue targets.
Deliver clear, accurate dashboards and automated reporting to improve visibility and decision-making.
Own the GTM systems stack—including CRM (Salesforce), automation tools, enablement platforms, and analytics solutions.
Drive system and process improvements to increase efficiency, reduce friction, and strengthen data quality.
Partner with Product, Sales, Marketing, and CS leadership to operationalize new GTM motions and ensure system support.
Ensure GTM teams have clear processes, definitions, and expectations to support unified execution.
Develop concise, data-backed materials for leadership reviews, board updates, and strategic programs.
Foster strong alignment across RevOps, Finance, Product, and regional GTM teams.