Director, GTM Operations

Job Description

About the Role:

We are seeking a Director of GTM Operations to lead two critical pillars of our go-to-market organization: Compensation Operations and Strategic Business Operations. This individual will be instrumental in operationalizing GTM strategy, optimizing performance, and driving alignment across Sales, Marketing, Customer Success, and Finance.

You’ll partner with senior leaders to design and execute scalable, data-driven operating models while ensuring excellence in compensation planning, execution, and governance. This role requires both a strategic mindset and strong executional horsepower.

Key Responsibilities:

• Lead end-to-end compensation operations, including:

• • Annual planning and design support

  • Quota deployment and attainment tracking

  • Territory mapping and assignments

  • Monthly/quarterly payout processing

• Drive compensation tooling and process automation

• Establish compensation governance frameworks, audit trails, and compliance processes and policies.

• Partner with Sales Leadership, HR, and Finance to ensure comp plans align with GTM strategy and company goals.

• Serve as subject-matter expert on incentive comp design, dispute resolution, and change management.

As a leader in Business Operations, you will drive operational rhythm, performance optimization, and cross-functional alignment across the GTM org.

• Co-lead annual GTM planning, including headcount strategy, capacity modeling, segmentation, territory design, and budget alignment.

• Lead large-scale strategic initiatives, such as:

• • Territory realignment

  • Market expansion

  • GTM process redesign

• Drive alignment across Sales, Marketing, CS, Product, and Finance to ensure cohesive execution.

• Act as a program owner for key cross-functional initiatives with clear milestones, owners, and outcomes.

• Own the documentation and communication of standard operating procedures across teams.

• Identify and eliminate operational bottlenecks; proactively propose scalable solutions.

Leadership & Collaboration

• Serve as a thought partner and trusted advisor to GTM leaders.

• Lead a small team or project-based workstreams

• Create a culture of accountability, data-driven decision making, and operational excellence.

Qualifications:

• 8–12+ years of experience in GTM Operations, Business Operations, Sales Strategy, or Revenue Operations.

• Deep expertise in Sales/GTM Compensation Operations.

• Strong experience in business planning, forecasting, reporting, and process design.

• Exceptional analytical skills; comfortable working with financial models, BI tools, and large datasets.

• Proven ability to lead complex, cross-functional projects with executive visibility.

• Excellent written and verbal communication; able to influence across levels and functions.

• Familiarity with sales motion models (enterprise, PLG, channel) is a plus.

• Tools experience preferred: Salesforce, Xactly, Looker/Tableau, Clari, Excel/Google Sheets.

What You’ll Bring:

• A strategic mindset with the ability to zoom in and out between tactical execution and long-term vision.

• Strong operational intuition — you know w