VP, Head of GTM Operations

Concord Servicing

3d•Remote

About The Position

Concord Servicing sits at the center of the credit market ecosystem, providing loan servicing, backup servicing, and capital markets administration for specialty finance lenders, institutional investors, and asset managers. Our clients include originators across fintech, solar, home improvement, equipment finance, and other specialty asset classes. Our mission is to deliver exceptional servicing outcomes for our clients and borrowers by combining deep domain expertise, proprietary technology, and a steadfast focus on compliance, risk management, and client service. GTM Operations at Concord Servicing is the infrastructure and strategy layer behind our go-to-market organization, responsible for building and managing the engine that drives client acquisition and retention. This includes client health scoring, ICP-fit scoring, AI for prospect research, pipeline attribution, and an in-house outbound program. The VP, Head of GTM Operations will own this engine end-to-end, partnering with marketing, sales, and business unit leaders to drive strategy and execution. This is an owner-operator role requiring hands-on building and a strong understanding of modern go-to-market strategies. The ideal candidate will bring structure to undefined problems, move with urgency, and raise the standard for those around them. This role is remote within the United States.

Requirements

7+ years in revenue, go-to-market, or sales operations, with demonstrated progression in scope and ownership. Trajectory and shipped work matter more to us than years.
Hands-On Builder: You can open Clay, HubSpot, and an enrichment tool and build the scoring model, workflow, or routing logic yourself. You have done it recently and can show it.
Shipped AI Record: You have put AI to work in a go-to-market motion: agents, enrichment, or automation you configured and moved into production.
Quantitative Depth: Pipeline math, coverage ratios, funnel conversion, attribution logic, and the modeling behind capacity and comp. You interrogate a report you did not build rather than take it at face value.
Executive Presence: Credible with a CEO, a CFO, Managing Directors, a private equity sponsor, and boards, and able to defend a number under scrutiny.
Decisive Team Leader: You give clear direction to a lean onshore team and junior nearshore analysts, delegate with tight feedback loops, and make the work around you better.

Nice To Haves

Experience in B2B fintech, financial services, or a services-and-software business is a plus.

Responsibilities

Own the go-to-market stack end-to-end, including HubSpot, Clay, Apollo, Sendoso, Gong, and the tooling around them, with final say on architecture, build-versus-buy, and vendor selection.
Set the standard for data hygiene, lifecycle definitions, and lead and signal routing across all three business units, including the fields a deal must carry to be trusted.
Build personally where it matters most, then hand the pattern to your team to maintain and scale.
Own the scoring layer: the ICP-fit model in Clay, client health scoring across Consumer, Commercial, and Capital Markets, and the engagement scoring now in build.
Extend agentic workflows beyond Rex, our first GTM AI agent, into research, enrichment, routing, and reporting, measured in hours saved and cleaner data.
Keep the signal infrastructure current: the buyer personas and the account universe the outbound motion runs on.
Partner with marketing on top-of-funnel campaigns and the outbound sales motion: the target accounts, the segments and asset classes we go after, and the systems underneath.
Own the ABM strategy with marketing: account selection, tiering, scoring, and the plays we run against priority accounts.
Own data enrichment and prospect research for the go-to-market team: account and contact data, list builds, and the research that feeds every campaign and sequence.
Own marketing-sourced revenue reporting on a definition the board trusts.
Own deal-level pipeline attribution and the reporting behind it.
Produce the pipeline and funnel analytics for monthly sponsor reviews and quarterly board decks, plus the weekly metrics the executive team runs on: coverage, conversion, meetings, and SQLs.
Own the systems and governance behind the win-loss program, and drive forecast accuracy up quarter over quarter.
Set how the revenue motion runs, from how an account gets owned to how a lead is qualified to how a deal moves stage to stage, and hold the go-to-market team to that standard.
Define the rules of engagement, qualification criteria, and handoff SLAs across marketing, business development, sales, and implementation, with your team maintaining them day to day.
Partner with sales leadership on the outbound engine: they own the team and the coaching, you own the model it runs on, including targeting, the qualification bar, cadence standards, and how performance is measured.
Lead change management when the model changes, from the executive team through to the people who work in it every day.
Bring the operational inputs to annual and quarterly planning: coverage ratios, funnel math, capacity, and territory and comp assumptions, in partnership with Finance.
Serve as the operations partner to the CEO, CFO, and the business-unit Managing Directors.
Help revenue and marketing leadership decide which plays we run next, and what we set down to make room for them.
Lead the Revenue Operations Lead and the analysts in our Mexico City operations center with clear direction and tight feedback loops rather than layers of process.
Review the team’s work, teach the craft, and raise the standard of what ships.
Hire and develop as the function scales, and build a bench that can own what you build.