Director, GTM Business Operations

About the role

The Director, GTM Business Operations will act as the thought partner to the sales leaders for the Commercial and Mid-market business segments and drive towards outcomes that unlock exponential growth. This role acts as the expert on the end-to-end business health and strategy of the Commercial and Mid-market business segments, with a deep understanding of everything from segment-level sales performance to developing the growth agenda with the sales leaders.

Responsibilities

• Develop the voice of the Commercial and Mid-market business segments, synthesizing field feedback and market intelligence to inform broader company strategy, product roadmap decisions, and customer-facing programs.
• Drive and track the execution of cross-functional investments within the business.
• Lead complex strategic projects with urgency and clarity, such as new segment launches or field productivity improvements.
• Work iteratively and with urgency to drive value quickly.
• Serve as the trusted advisor to Commercial and Mid-market business sales leadership, supporting annual and quarterly planning, territory design, goal setting & forecasting, performance reviews, sales metrics, and in-quarter execution to help teams consistently beat targets.
• Develop executive-ready presentations and recommendations, regularly briefing senior leadership and influencing high-impact decisions at the company-wide level.
• Identify and recommend improvements to optimize sales performance and help Sales leaders hit their number.
• Own the rhythm of the business, including quarterly business reviews, monthly market updates, annual planning, and forecasting processes with a focus on insights, decision-making, and accountability.
• Own your own analytics and insights, independently pulling and transforming data across multiple sources (e.g., Salesforce, Databricks, Gong, Tableau) to uncover trends, diagnose root causes, and support data-driven decision making—bringing both technical rigor and business acumen to your analyses.
• Leverage AI and automation tools to accelerate impact, using capabilities such as AI-driven forecasting, workflow automation, and generative insights to improve operational efficiency, reduce manual effort, and uncover new growth opportunities faster than ever before.

Requirements

• 10+ years of experience in Consulting, Strategy, Finance, Business Operations, or Sales Strategy & Operations
• Ownership mindset with willingness to shape end-to-end outcomes of the market
• Experience in building trusting relationships and influencing others (incl. executive audiences)
• Experience working with executive leadership and partnering with sales leadership
• Highly organized with exceptional attention to detail and the ability to manage multiple projects on a tight deadline
• Strong analytical and logical reasoning skills; deep sense of curiosity
• Strong bias for action
• Able to convey complex ideas in a clear, concise manner both verbally and in writing
• Able to coach and grow a team of highly motivated, highly skilled business operations associates and managers

Qualifications

• Bachelor’s degree
• MBA preferred
• Experience at a high-growth B2B AI or SaaS company
• Has worked across large and dynamic markets
• Experience working with large data sets and leveraging Databricks, BigQuery, SQL, or similar is very helpful

Skills

• Focus on Customer Success
• Build for the Long Term
• Adopt a Growth Mindset
• Be Inclusive
• Win as a Team

Benefits

Annual Base Salary: $148,680—$265,500 USD

Pay

The range of annual base salary for full-time employees for this position is below. Please note that base pay offered may vary depending on factors including your city of residence, job-related knowledge, skills, and experience.

Schedule

Flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements.