Director of Go-to-Market Operations

Potomac•Bethesda, MD

146d•$120,000 - $140,000

About The Position

We are seeking a Director of Go-To-Market Operations (GTM Ops) to own the systems, data, processes, and enablement that power Potomac's revenue engine. This role is responsible for ensuring that HubSpot and the broader revenue technology ecosystem are accurate, actionable, and aligned with business objectives; Sales and Marketing operate through coordinated and repeatable workflows; and leadership has visibility into the metrics that drive growth. The Director of GTM Operations will serve as the strategic leader of Revenue Operations (RevOps), creating the infrastructure, governance, and operational discipline required to scale Potomac's distribution organization. This individual will act as the connective tissue between Sales, Marketing, Product, and Executive Leadership—ensuring that data, technology, and processes work together to drive execution, accountability, and growth.

Requirements

10+ years of experience in Revenue Operations, Go-to-Market Operations, Sales Operations, Marketing Operations, or a closely related field.
Deep HubSpot expertise, including administration, architecture, workflow automation, reporting, and governance.
Demonstrated experience building and leading RevOps functions in high-growth organizations.
Proven experience managing CRM data strategy, reporting infrastructure, and revenue analytics.
Experience creating and optimizing marketing-to-sales workflow management processes.
Experience working with enterprise data environments, business intelligence platforms, or data lake ecosystems.
Strong executive communication skills with the ability to influence cross-functional stakeholders.
Exceptional analytical, problem-solving, and project management capabilities.

Nice To Haves

Experience in asset management, financial services, or advisor-focused distribution models.
Experience integrating CRM systems with marketing automation, event platforms, or data systems.
Familiarity with FINTRX or similar advisor data platforms.
Experience building training programs or onboarding systems for sales teams.

Responsibilities

Lead Revenue Operations Strategy: Serve as the firm's strategic RevOps leader, aligning people, process, technology, and data across the go-to-market organization.
Develop and execute a multi-year roadmap for revenue operations infrastructure, scalability, reporting, and automation.
Partner with executive leadership to identify operational opportunities that improve revenue growth, advisor engagement, and organizational efficiency.
Establish governance frameworks and operating rhythms that create accountability across the revenue organization.
Own the Revenue Operating System (HubSpot & Tech Stack): Own architecture, administration, and governance of HubSpot as the firm’s system of record.
Build and maintain workflows, pipelines, automations, and integrations across revenue systems.
Ensure the CRM reflects reality—clean, structured, and reliable data across all stages of the funnel.
Drive Data Strategy, Data Lake Actionability & Reporting: Establish and oversee a unified revenue data architecture that enables leadership decision-making.
Partner with technology and data teams to ensure data lake assets are actionable, accessible, and connected to sales and marketing workflows.
Translate data into operational insights that drive pipeline performance, advisor engagement, conversion optimization, and resource allocation.
Develop executive dashboards, KPI frameworks, forecasting tools, and performance reporting for senior leadership.
Establish and enforce data governance standards, lifecycle definitions, required fields, and quality control processes.
Own Marketing-to-Sales Workflow Management: Design and optimize the end-to-end lead management process from marketing engagement through sales conversion.
Define and enforce lead routing, qualification criteria, handoffs, service-level agreements (SLAs), and follow-up expectations.
Ensure campaigns, events, content initiatives, and advisor engagement programs flow seamlessly into sales execution.
Create visibility into funnel performance and identify opportunities to improve conversion rates across every stage.
Establish continuous feedback loops between Marketing and Sales to ensure alignment and accountability.
Operationalize Product & Campaign Launches: Build repeatable launch playbooks that include CRM configuration, workflows, reporting, and sales enablement.
Ensure every product, campaign, and event is operationally ready and measurable at launch.
Coordinate cross-functional readiness across Sales, Marketing, and Product teams.
Own Sales Enablement & Training Infrastructure: Design and manage a consistent onboarding and training experience for all sales roles.
Create SOPs, playbooks, and training materials that standardize how the team uses HubSpot and executes outreach.
Drive adoption and accountability by reinforcing best practices and auditing usage regularly.
Be the Glue Between Sales & Marketing: Define and enforce handoffs between marketing activity and sales execution (lead routing, follow-up expectations, SLAs).
Align campaigns, lists, and messaging with sales workflows and pipeline strategy.
Create ongoing feedback loops to ensure both teams operate as one cohesive unit.
Continuously Improve the System: Identify process gaps and eliminate friction across the sales and marketing workflow.
Build scalable, repeatable systems that reduce reliance on manual processes and tribal knowledge.
Own the ongoing evolution of the firm’s revenue operations engine.