Director, GTM Operations
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Job Description
Director of GTM Operations powering FireMon’s network security policy platform. Optimizing Salesforce, marketing automation, analytics, AI, and global revenue workflows.
Responsibilities:
- Own the marketing operations roadmap across systems, processes, data, automation, and measurement
- Partner with Marketing, Sales, Partner, and Customer Success leadership to translate pipeline and revenue goals into measurable funnel strategies, operational requirements, and performance targets
- Analyze funnel performance across lead generation, qualification, conversion, pipeline creation, opportunity progression, win rates, and expansion
- Diagnose performance issues and recommend actions addressing audience, campaign execution, conversion, lead management, sales follow-up, data quality, and operational processes
- Provide strategic insights and recommendations to improve campaign performance, sales productivity, resource allocation, and pipeline outcomes
- Own marketing automation platform strategy, administration, architecture, integrations, and governance
- Design and optimize lead lifecycle processes including capture, scoring, enrichment, routing, nurture, recycling, and qualification
- Serve as the GTM organization’s primary Salesforce subject matter expert for campaigns, lead, contact, account, and opportunity processes, fields, workflows, integrations, and reporting
- Align marketing automation, Salesforce, sales engagement tools, partner processes, and customer success processes
- Partner with Sales leadership on territory and account assignment, rules of engagement, pipeline management, and forecasting
- Own measurement of GTM lead generation performance from first engagement through pipeline, bookings, and revenue
- Develop reporting and dashboards for funnel conversion, campaign performance, attribution, pipeline coverage and contribution, forecast accuracy, velocity, win rates, and GTM efficiency
- Analyze why performance changed and identify actionable recommendations for GTM leadership
- Evaluate program effectiveness and improve conversion and ROI with Demand Generation, Digital, Field, Partner, and Product Marketing
- Leverage AI and analytical tools, including Claude, to accelerate analysis and surface performance insights
- Identify and implement AI and automation opportunities in GTM operations workflows
- Build or oversee AI-powered workflows and agents for campaign execution, sales productivity, reporting, data quality, analysis, and operational efficiency
- Evaluate emerging AI and automation technologies for business impact
- Establish and enforce standards for database hygiene, normalization, deduplication, account hierarchies, segmentation, enrichment, campaign taxonomy, and data quality
- Own and optimize FireMon’s GTM technology ecosystem
- Evaluate technology needs and recommend platforms to add, consolidate, replace, or eliminate
- Maintain documentation of system architecture, integrations, workflows, and business rules
Requirements:
- 8-10+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Marketing Operations, or related roles, preferably within B2B SaaS
- Deep hands-on experience with a major marketing automation platform such as Marketo or HubSpot
- Strong Salesforce expertise, including campaign architecture, lead, contact, account, and opportunity management, workflows, reporting, and GTM integrations
- Demonstrated experience designing and optimizing end-to-end lead lifecycle processes
- Strong understanding of B2B funnel architecture, conversion, pipeline measurement, attribution, and marketing-to-sales handoffs
- Proven ability to analyze funnel and campaign performance, diagnose root causes, and translate data into strategic recommendations
- Experience building executive-level reporting and communicating performance results, business implications, and required actions
- Strong experience with GTM analytics, attribution, data governance, and database management
- Proven ability to architect scalable systems and processes while remaining hands-on enough to troubleshoot and execute when needed
- Strong analytical, problem-solving, project management, and cross-functional leadership skills
- Ability to operate both strategically and tactically in a fast-paced environment
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