Senior Director, GTM Systems

Overview

Build and lead an autonomous GTM Systems function within Revenue Operations & Enablement, owning the vision, architecture, development, product management, operations and continuous improvement of the systems supporting Sales, Marketing, Customer Success and Revenue Operations.

What you'll do

• Define and execute the vision, strategy, architecture, operating model, roadmap and success metrics for GTM Systems.
• Own the full GTM Systems portfolio, including architecture, development, administration, product and project management, integrations, data, governance and change management.
• Rebuild the GTM data foundation by establishing scalable account hierarchies, consistent account and contact lifecycles, ownership and handoff processes, lead and contact routing, enrichment, and do-not-contact governance.
• Establish data quality standards, instrumentation, monitoring and governance for Salesforce and connected systems.
• Rationalize the GTM technology landscape by reducing redundancy, improving utilization of strategic platforms, and defining a long-term ecosystem roadmap.
• Own strategy and governance for Salesforce, Gong, Marketo, LeanData and the broader GTM application ecosystem, including integrations, vendor management, lifecycle planning and tool retirement.
• Lead end-to-end product and technical delivery, from discovery and requirements through solution design, development, testing, release, adoption and continuous improvement.
• Simplify the end-user experience by reducing unnecessary clicks, duplicate data entry, system switching and time spent searching for key information.
• Apply automation, analytics and AI to improve routing, data quality, workflow completion, recommendations and end-user productivity.
• Establish reliable practices for testing, monitoring, incident management, documentation, security, compliance, business continuity and system lifecycle management.
• Lead and develop a team of senior subject matter experts across systems architecture, engineering, administration, data, product management and program delivery.
• Set team priorities, operating standards, resourcing plans and budget recommendations while partnering with Revenue leadership, IT, Data, Security, Finance and other stakeholders.

What you'll need

• Transformational people leader who inspires team and organizational culture to achieve best-in-class capabilities, processes and performance, with strong evidence of developing talent and leading an organization to excellence.
• 10-15+ years of progressive experience in Sales Operations within enterprise SaaS companies.
• Proven ability to lead and execute within a fast-paced, high-growth, complex organization with global operations.
• 5+ years of experience building and managing high-growth teams, with a proven track record of coaching and developing team members for growth opportunities.
• Enthusiasm for tools, automation and system effectiveness, with experience with CRMs and productivity tools including Salesforce, Outreach, Chili Piper, Atrium, Lucidchart, LinkedIn Sales Navigator, CPQ, 6Sense, Gong, etc.
• Experience with reporting, data analytics and data instrumentation.
• Good understanding of Salesforce architecture and ecosystem.
• Strong project management expertise in business process alignment and tools implementation.
• Strong written, verbal and presentation skills; ability to multitask, prioritize a variety of tasks and meet deadlines.
• Organized and detail-oriented with strong problem-solving and analytical skills.
• Strong understanding of business process flow and the upstream/downstream impact.

Nice to have

• Experience in other Revenue Operations functions.

Details

• Location: Remote, US.
• Reports to the VP, Revenue Operations.
• Target pay (Level M5): Zone 1 (San Francisco/Bay Area, NYC Metropolitan Area, Boston, Seattle) $240,600 - $330,700; Zone 2 (Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago) $216,500 - $297,600; Zone 3 (all other US locations) $204,500 - $281,100. All zones inclusive of 20% bonus target.
• Benefits include RSUs, health, vision and dental insurance, and mental health benefits.