Director, Go-To-Market Technology

About the role

The Director, GTM Technology owns the systems, data, and processes that power our full marketing and sales funnel — from first website touch through lead capture, scoring, routing, and nurture, to handoff to a BDR or Global Sales Advisor.

Responsibilities

• Lead Performance & Funnel Integrity
• Monitor lead performance across regions, segments, and channels — proactively surfacing conversion drops, routing failures, or scoring anomalies before they are escalated to you.
• Own the full funnel metrics program: track stage conversion rates from visit through opportunity, identify what is suppressing each stage, fix it, and report on it.
• Own data hygiene across the funnel — lead and contact records, campaign attribution, UTM coverage, and funnel stage accuracy.
• Ensure strong attribution coverage so marketing and sales investment decisions are based on reliable data.
• Marketing & Sales System Integration
• Own the end-to-end lead flow architecture: Apollo intent signal or Ad action → Zapier → Salesforce → Pardot scoring → Chili Piper routing → BDR action in Nooks or marketing nurture in Pardot.
• Build and maintain the integrations that surface Apollo's intent and deanonymized visitor data to the right BDR at the right time.
• Own lead scoring logic in Pardot — define and calibrate rules against actual conversion data; keep them current as our ICP and product mix evolve.
• Ensure all outbound actions triggered by intent or behavioral signals are GDPR-compliant.
• Maintain clear, documented architecture for every integration — input, output, logic, and owner.
• Lead Routing & Operations
• Own lead routing accuracy end to end — from routing rule design to regular QA to systemic error elimination.
• Lead the transition to Chili Piper Distro as our primary routing engine.
• Partner with Sales Ops to keep routing rules current as territories, products, and team structures change.
• Resolve routing failures at the root cause, not by applying manual patches.
• Chat Experience
• Evaluate and potentially deploy Chili Piper Chat AI to improve self-serve resolution, response speed, and lead qualification.
• Email Deliverability & Automation
• Own email deliverability as a technical infrastructure responsibility: SPF/DKIM/DMARC alignment, subdomain reputation, inbox placement, and bounce/complaint management.
• Oversee the Pardot automation infrastructure: list management, suppression logic, scoring rules, nurture triggers, and lead stage progression.
• Ensure marketing email (Pardot) and BDR cadences (Nooks) are coordinated — shared suppression, sequenced outreach, no conflicting touches.
• GTM Tech Stack Ownership
• Stay current on the B2B marketing and sales technology landscape through your own research — you are the one surfacing tool recommendations to leadership, not waiting to be pointed at them.
• Protect against tool sprawl — Know the existing stack deeply enough to push back when a new tool is requested but better process is the real answer.
• When new tooling is genuinely warranted, evaluate options, make a clear recommendation, and own the implementation.
• Maintain documentation in Confluence for every critical integration and workflow.
• Stakeholder Management
• Represent Marketing Operations in cross-functional meetings with Sales, BDR, Demand Gen, IT, and Legal — independently and with confidence.
• Translate complex technical issues into clear, actionable language for non-technical stakeholders, from individual contributors to senior leadership.
• Manage competing priorities across teams with diplomacy; deescalate when needed and keep relationships productive.
• Communicate proactively: when something breaks or a decision is needed, arrive with context, a recommendation, and a path forward — not just a problem.

Requirements

• 7+ years in marketing operations, revenue operations, or marketing technology, with at least 3 years managing a team.
• Deep, hands-on experience with Salesforce (data architecture, workflows, reporting) and Pardot/Marketing Cloud Account Engagement (scoring, automation rules, dynamic lists, forms) or comparable tool.
• Strong command of lead routing architecture — experience with Chili Piper, LeanData, or comparable tools.
• Experience with intent data or ABM platforms (Apollo, 6sense, Bombora, or similar) and operationalizing those signals in a CRM.
• Solid grounding in email deliverability — SPF/DKIM/DMARC, IP/domain warmup, inbox placement, and sender reputation management.
• Proven ability to diagnose and resolve data quality issues across a complex funnel — you identify root causes, not workarounds.
• Working knowledge of GDPR as it applies to B2B lead generation, consent, and outbound actions.
• Strong analytical skills — you build dashboards, catch anomalies, and communicate what the data means to a mixed audience.
• Excellent cross-functional communication and stakeholder management skills. You can hold your own in a difficult conversation with Sales leadership and explain a technical failure to a CMO.
• Self-directed learner who stays current on B2B GTM technology through personal initiative and brings well-reasoned recommendations — not a list of demos someone else requested.

Nice to have

• Hands-on experience with Apollo's intent and visitor deanonymization features.
• Familiarity with Nooks or similar BDR cadence and dialer platforms.
• Experience with Chili Piper Chat or comparable conversational marketing tools.
• Comfort with Zapier or similar no-code integration tools.
• Background spanning both Marketing and Sales Operations.