VP, Go-To-Market Operations

Panopto

18d • $180,000 - $190,000 • Remote

About The Position

Panopto is building a unified, insight-driven go-to-market engine across Marketing, Sales, BDR, and Customer Success. To accelerate this transformation, we are creating a senior GTM Operations leader who will own the strategy, systems, data, processes, reporting, and operating rhythm that power our revenue model.

The VP, Go-To-Market Operations will lead both Revenue Operations and Marketing Operations bringing together two currently siloed functions into a cohesive GTM operating system. This role will drive operational excellence across Salesforce, our marketing technologies, our ICP reporting framework, pipeline analytics, forecasting, and board-level reporting hygiene.

This is a highly strategic leadership role responsible for elevating how Panopto plans, executes, measures, and optimizes our entire go-to-market motion. You will partner deeply with the GTM executive leadership team to shape strategy and enable predictable, repeatable revenue growth.

Requirements

• 12–18+ years of experience in Revenue Operations, Marketing Operations, or GTM Operations leadership within B2B SaaS.
• Proven success leading multi-disciplinary GTM Ops orgs (RevOps + Marketing Ops).
• Deep, hands-on mastery of Salesforce in scaling SaaS environments; able to architect and optimize complex processes and data models.
• Strong experience with Marketo or similar enterprise-grade marketing automation platforms.
• Expertise in attribution modeling, lead scoring, pipeline analytics, and campaign measurement.
• Demonstrated ability to build unified GTM reporting systems and board-ready insights.
• Strong people leadership and influencing skills. Capable of uniting teams, setting priorities, and driving accountability. Experience in hybrid or cross functional roles needed.
• Analytical, structured, and execution-oriented, with a focus on proactive problem solving.

Responsibilities

• Build and Lead a Unified GTM Operations Function
• Integrate Revenue Operations and Marketing Operations into one cohesive operating model with shared definitions, processes, and data standards.
• Lead the Sr. Director of Revenue Operations, the Marketing Operations function, and their teams (analysts, administrators).
• Provide strategic clarity, prioritization, and execution discipline across GTM systems and reporting.
• Own the End-to-End GTM Systems Architecture
• Serve as the executive owner of Salesforce ensuring accurate configuration, process scalability, data integrity, and consistent usage across Marketing, Sales, BDR, CS, and Finance.
• In partnership with IT, oversee the marketing tech stack including Marketo, Qualified and other enrichment tools, and analytics platforms ensuring interoperability and data hygiene across the full tool ecosystem.
• Drive ongoing evaluation of tooling needs with an eye to simplification, scalability, and performance.
• Elevate Pipeline Reporting, Forecasting, and Board-Level Hygiene
• Establish a single source of truth for pipeline creation, pipeline velocity, conversion, attribution, and forecast accuracy.
• Build the dashboards, scorecards, and monthly/quarterly rhythms used by the ELT, CEO, and board and standardize definitions (MQL, SAL, SQL, SAO, Opp stage movement, win/loss) across functions.
• Drive predictive reporting and scenario modeling for pipeline coverage, segmentation, and GTM investments.
• Lead ICP Reporting and GTM Analytics
• Architect and maintain our ICP reporting framework including segmentation, pipeline attribution, lead scoring, conversion rates, ROI benchmarks, and “jobs to be done” analytics.
• Enable Marketing and Sales to execute ICP-based targeting with precision and visibility.
• Partner with Demand Gen, Sales, and Product Marketing on insights that influence campaigns, budgets, and GTM prioritization.
• Optimize Lead Management, Routing, and Funnel Health
• Oversee the design and continuous improvement of lead scoring, routing logic, and qualification frameworks across Marketing and Sales.
• Ensure speed-to-lead, ICP matching, and SLA compliance between Marketing → BDR → Sales with an aim to solve current breakdowns in routing, database quality, and cross-platform data sync.
• Strengthen Marketing Execution and Campaign Operations
• Enable scalable campaign setups in Marketo and Salesforce with consistent tagging, attribution, and measurement ensuring data quality and accuracy across all stages of the funnel.
• Provide proactive recommendations to Demand Gen that increase conversion efficiency and marketing ROI.
• Drive database hygiene, compliance (GDPR), and global segmentation best practices.

Benefits

• The salary range for this position is $180,000 - $190,000 USD per year.
• This position is also eligible for a bonus as part of the compensation package.
• The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs such as health insurance, flexible spending accounts, retirement savings plans, life and disability insurance programs, and programs that provide for both paid and unpaid time away from work.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed
• Number of Employees: 101-250 employees