Director, GTM Tech and Automation

Ivo•San Francisco, CA

5d•Onsite

About The Position

Ivo is seeking a Director, GTM Tech and Automation to build, automate, and operate the systems that power the company's go-to-market engine with an AI-first approach. This role involves architecting the tech stack, deploying AI-powered workflows, and building the infrastructure to support significant business growth. The position reports to the VP Revenue Strategy & Operations and will own the full GTM systems layer, including CRM architecture, integrations, workflow automation, and data pipelines. A key focus will be on transitioning manual contract operations into automated workflows and building the operational backbone for evolving pricing models, such as usage-based and API consumption. The goal is to ensure SFDC accuracy, automate order forms, and build team trust in data within the first 90 days.

Requirements

5-10 years in B2B SaaS GTM operations or revenue technology.
At least 2 years at a high-growth company (Series B-D).
Experience scaling a company to $100M.
Deep experience owning and automating CRMs at scale.
Strong SFDC administration skills (complex flows, custom objects, field governance).
Ability to audit and rebuild a broken GTM organization.
Strong SQL skills for production queries powering leadership dashboards (e.g., Looker).
Experience using AI copilots (Claude, Cursor, etc.) to accelerate development.
Ability to identify architecture errors in LLM-produced code.
Analytical and data-driven approach to building end-to-end automation pipelines.
Cross-functional communication skills.
Obsession with automation and eliminating manual work.

Nice To Haves

Experience with usage-based or consumption revenue models (metering, product telemetry to billing, overage triggers).
Experience from PLG/usage-based companies (Snowflake, Datadog, Twilio, similar).
Experience designing or deploying AI/LLM-powered agent workflows in GTM.
ERP-to-CRM migration experience.
Familiarity with Mixpanel, PostHog, and other product analytics tools.
Experience working in a startup environment.

Responsibilities

Build, automate, and operate systems powering Ivo's go-to-market engine using an AI-first approach.
Design AI-powered workflows where every manual process is considered a failure state to be automated.
Architect the tech stack and build the infrastructure to support business scaling.
Own the full GTM systems layer, including CRM architecture, cross-platform integrations, workflow automation, and data pipes.
Scale direct and adjacent functions, partnering with Deal Desk to automate manual contract operations.
Build the operational backbone for usage-based and API consumption pricing models, including metering, threshold triggers, and consumption-based forecasting linked to product telemetry.
Ensure SFDC accuracy, automate order forms, and establish data trust within the GTM team.
Connect SFDC, HubSpot, BigQuery, and other systems to ensure clean data flow.
Translate technical concepts between engineers and sales leaders.
Replace broken processes with automated solutions.