Principal, Revenue Operations & GTM Execution

About Coalfire
 
Coalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Chicago, Illinois with offices across the U.S. and U.K., and we support clients around the world.
 
But that’s not who we are – that’s just what we do.
 
We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.

Position Summary
The Principal, Revenue Operations & GTM Execution is a senior operational leader within the Sales Operations team, reporting directly to the VP of Sales Operations. This role ensures that Coalfire’s GTM strategy translates into coordinated execution across marketing, sales, offering management, delivery, and partners.
The role will own pipeline health and lead quality from the top of the funnel through opportunity creation, manage Coalfire’s outsourced SDR program, and own the GTM calendar that sequences go-to-market activities. The right candidate thrives in ambiguity, drives outcomes in a fast-moving and changing environment, and has the business acumen and executive presence to influence Sales Leadership.
A role that drives go-to-market execution
This role is the operational engine coordinating activity across marketing, sales, offering management, delivery, and partners to ensure strategy translates into execution and pipeline opportunities are never left unmanaged.
Pipeline ownership and development
This leader will own the full pipeline from MQL to opportunity — ensuring no lead goes unactioned and that the handoff between marketing and sales is seamless and accountable. This role actively monitors pipeline generation against targets, holding teams accountable to commitments.
GTM calendar ownership
This role will own the GTM calendar, sequencing and aligning activity across marketing campaigns & events, offering launches, partner programs, SDR plays, AE activity, and training — ensuring all go-to-market activity is coordinated and connected to pipeline goals.
Ownership of the SDR program
This role owns Coalfire’s outsourced SDR program — managing the vendor relationship, setting performance expectations, and ensuring SDR activity is aligned to pipeline targets and GTM priorities. The expectation is that the SDR program is a reliable, accountable source of pipeline generation.