Director, GTM Technology

Definitive Healthcare, US•Framingham, MA

13h

About The Position

At Definitive Healthcare (NASDAQ: DH), we’re passionate about turning data, analytics, and expertise into meaningful intelligence that helps our customers achieve success and shape the future of healthcare. We empower them to uncover the right markets, opportunities, and people—paving the way for smarter decisions and greater impact. We’re headquartered in Framingham, Massachusetts, but we have 3 office locations globally, including locations in Sweden, and India. We’ve grown significantly since our founding in 2011 and have expanded our global client base to 2,400+. We’re also a great place to work. In 2024, we brought home a number of awards including Built In’s 100 Best Places to Work in Boston, a Stevie Bronze Award for Great Employers, and we were recognized as a Great Place to Work in India. We foster a collaborative, inclusive culture where diverse perspectives drive innovation. Through programs like DefinitiveCares and our employee-led affinity groups we strive to promote connection, education, and inclusion. As the Director of GTM Technology, you will lead the strategy, architecture, and execution of the technology ecosystem that powers our go-to-market engine across Marketing, Sales, Customer Success, and Partnerships. This critical leadership role blends technical expertise, operational rigor, and business acumen to ensure our systems, data, and workflows scale with the company’s high growth trajectory. You will oversee our GTM tech stack end-to-end—driving integration excellence, workflow automation, data governance, and cross-functional alignment. This role is ideal for a systems-minded data centric leader who thrives at the intersection of technology and revenue strategy, and who is passionate about enabling teams with best-in-class tools and insights.

Requirements

8+ years of experience in GTM Systems, RevOps, SalesOps, MarketingOps, or related roles supporting high-growth B2B tech companies.
Advanced understanding with CRM platforms (Salesforce preferred) including schema design, automation, flows, validation rules, and packaging.
Experience with API-based integrations, data transformation, and scripting languages (SQL, Python, or JavaScript).
Familiarity with marketing automation systems (Marketo, HubSpot), sales engagement tools (Outreach, SalesLoft, Gong), and customer success platforms (Gainsight, Totango).
Deep understanding of the B2B SaaS revenue lifecycle, from top-of-funnel marketing to sales execution to renewal/expansion motions.
Proven ability to align technology solutions with business strategy and GTM objectives.
Strong analytical skills and experience supporting data-driven decision making, dashboard creation and automation, and deriving insights.
Demonstrated ability to lead cross-functional initiatives and manage a team of system administrators, engineers, or technical specialists.
Exceptional communication skills, with the ability to translate complex technical concepts for non-technical stakeholders.
Strong project management and organizational skills, with experience delivering large-scale system implementations or re-architectures.

Responsibilities

GTM Systems Strategy & Architecture
Own the vision, roadmap, and governance of the full GTM technology ecosystem, including CRM platforms (Salesforce), marketing automation (Hubspot), sales engagement (SalesLoft & Nooks), customer success platforms, and analytics tools (Databricks & Tableau).
Design scalable system architectures that support multi-product, multi-segment go-to-market motions.
Evaluate, procure, and implement technologies that enhance efficiency, data quality, and revenue performance.
Technology Implementation & Optimization
Lead the build, configuration, and ongoing optimization of core systems to support lead management, pipeline execution, forecasting, renewals, and customer lifecycle visibility.
Establish and enforce best practices for system use, documentation, and change management.
Partner with enablement teams to train users and ensure adoption of new tools and workflows.
Workflow Automation & Integrations
Coordinate with IT Sys Admins to architect and deploy automated workflows that reduce manual effort and increase accuracy (e.g., lead routing, enrichment, account scoring, sales handoffs).
Ensure all systems operate cohesively to deliver seamless end-to-end GTM processes.
Data Governance, Quality & Insights
Establish data governance standards to ensure cleanliness, consistency, and compliance across the GTM tech stack.
Oversee data pipelines and enrichment workflows using tools like ZoomInfo, Gong, RingLead and DemandTools.
Partner with RevOps and lead Analytics teams to deliver accurate dashboards and reporting that drive strategic decisions.
Cross-Functional Leadership & Collaboration
Act as the primary technical liaison between Sales, Marketing, IT, Customer Success, Product, and Finance.
Translate business requirements into scalable technical solutions and project plans.
Lead cross-functional initiatives that improve funnel conversion, pipeline visibility, forecasting accuracy, and customer lifecycle efficiency.
Process Innovation & Continuous Improvement
Identify operational bottlenecks and build long-term, scalable solutions to eliminate friction in GTM execution.
Stay current on emerging AI, automation, and data technologies and champion their thoughtful adoption.
Drive a culture of experimentation, measurement, and process excellence.

Benefits

All employees receive standard benefits, including medical, dental, and vision coverage, unlimited paid time off, and participation in the company’s 401(k) plan with employer contribution.

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