Senior Director, GTM Engineering & Operations
CloudZero•Boston, MA
About The Position
The Senior Director, GTM Engineering & Operations is a unique blend of analytics, ops, and technical instrumentation. Their primary mission is to lead an Ops Center of Excellence that partners with the Head of Sales, Head of CS, and Head of Marketing with optimizing and executing a unified GTM strategy.
Requirements
- Self-starter mindset: Proactively identify gaps in business strategy & operations and prioritize what to solve with your team; speed of execution is critical.
- Excellent communication skills: Deliver messages in a clear, compelling, and concise manner. Actively listens and checks for understanding and can articulate messages in a broadly understandable way.
- Rapid experimentation mindset: Must be familiar with setting up experiments, measuring effectiveness, failing fast, and building a scalable process.
- Ownership: Takes equal ownership of the successes and failures of achieving operational maturity. Keeps internal customers and goals on track, with extreme ownership of the next steps and timelines.
- 10+ years of Ops or other relevant experience
- Work experience in a B2B SaaS company
- Demonstrated ability to communicate complex concepts concisely and clearly to all levels of employees, from the Executive level to the employee base.
- Excellent written, interpersonal, and presentation communication skills; comfortable and confident presenting new concepts to large audiences.
- Systems knowledge - Deep understanding of GTM tooling: Enrichment: Clay, ZoomInfo; CRM: Salesforce and/or HubSpot; Engagement: Outreach, Sybill, Gong
- Strong understanding of API’s and AI automation
Responsibilities
- Own core ops responsibilities such as territory segmentation, account assignments, ICP definition, health scoring, lead routing, campaign management
- Own commission administration across plan and quota issuance as well as payout calculation and visibility
- Build and automate weekly, monthly, and quarterly reporting across GTM funnel activities, bookings, customer lifetime value
- Analyze data to identify trends, risks, and opportunities for growth and retention metrics improvement.
- Manage external GTM Enablement team with defining areas of focus and success criteria
- Lead short and long term forecasting of ARR and Churn
- Implement and manage GTM tools, including AI orchestration, to reduce friction and amplify productivity
Benefits
- Collaborative, fast-moving environment where work makes a direct impact
- Team values ownership, creativity, and curiosity
- Opportunity to work with cutting-edge technology
- Drive meaningful outcomes
- Grow with a company that’s scaling fast
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
