Director, GTM Operations

About the role

As Marqeta’s Director, GTM Operations you will establish and execute a strong operational cadence, bringing structure and sustainable, scalable processes to support business growth and ensure cross-functional alignment. This role manages the sales incentive compensation design and executes the sales compensation program; oversees the selection, implementation, and ongoing maintenance of tools and technologies to support GTM and revenue operations; manages opex and headcount budgeting & tracking processes; and drives operational rigor and excellence across the GTM organization. As a change agent, you will rely on data-driven insights and rigorous process assessment to drive operational efficiency within the GTM org.

We work Flexible First. This role can be performed remote within the United States or from our Oakland, CA or New York City offices. If you are based within 35 miles of our Oakland, California, New York City (Midtown) or London office, you will be expected to be in-office 2 days per week.

Responsibilities

• Establish and execute a strong operational cadence, bringing structure and sustainable, scalable processes to support business growth and ensure cross-functional alignment
• Lead the AI transformation for the RevOps function and go-to-market workflows, championing the change for the RevOps and GTM teams
• Drive adoption of AI-powered workflows, automations, and agent-assisted processes that accelerate the team and the functions it supports
• Refine and standardize processes, policies, and workflows to scale working with GTM leadership and functional stakeholders
• Drive continual assessment of existing sales processes to deliver operational excellence through iterative improvements
• Be accountable for the end-to-end operational infrastructure, overseeing the selection and implementation of tools and technologies to support GTM and revenue operations, including CRM systems (Salesforce) and related sales tools (Gong, Loopio, SPIFF etc.)
• Drive system consolidation, migration, and implementation projects that improve data quality, reduce operational friction, and unlock new capabilities
• Oversee incentive compensation design, working with executive leaders to understand strategic business objectives, assessing the success of current incentives, proposing new incentive designs, securing final decisions and approvals, and communicating new incentives to leaders and employees
• Manage regular opex and headcount budget/actuals tracking for the GTM department, driving annual planning process in alignment with corporate planning goals and timelines
• Collaborate closely with peers to establish best practices, foster knowledge sharing, and promote skills development across the GTM Operations organization
• Manage and mentor a team of revenue operations professionals, fostering a culture of high performance and continuous learning

Requirements

• 10+ years of proven experience managing a best-in-class, complex Sales Operations function supporting growth in a FinTech / modern payments sales environment
• Strong operational mindset; skilled at building processes to scale
• Salesforce expertise
• Change agent challenging the status quo and setting new strategic & operational direction based on fact-based, data-driven analysis
• Ability to frame a business problem, analyze options, and provide recommendations based on data-driven analysis
• Experience researching, developing, and deploying sales tools, technologies, and automation solutions/strategies in the field
• Knowledge of typical comp plan structures in enterprise software (quotas, accelerators, pay mix, and on-target earnings)
• Deep subject matter expertise and business process knowledge across territory management, sales account coverage, sales crediting, and compensation
• Outstanding problem-solving and analytical skills including talent for conducting research, analyzing data, developing hypotheses, and synthesizing recommendations
• Ability to think strategically but follow through in execution and operations
• Ability to drive detailed analysis, but also synthesize findings into executive-level communications
• Capable of managing a team responsible for supporting $1B+ of revenue
• Proven track record of success in providing strategic guidance and operational oversight in Sales Operations within a fin-tech sales environment
• A proven ability to develop tactical initiatives that improve sales productivity and performance
• Heavily results-driven and able to operate independently with minimum supervision

Pay

Compensation is aligned according to three tiers within the United States:

• National: $187,000 - $233,800
• Premium: $202,400 - $253,000 (slightly elevated for higher cost-of-living areas such as Los Angeles, CA and Seattle, WA)
• Premium Plus: $220,000 - $275,000 (for the most expensive working areas like the San Francisco Bay area and New York City)

When determining salaries, we consider several factors including, but not limited to, skills, prior experience, and work location. We also award annual bonuses to eligible employees, rewarding both individual performance and the success of the entire company.

Benefits

• Multiple health insurance options
• Flexible time off – take what you need
• Retirement savings program with company contribution and after-tax contributions
• Equity in a publicly-traded company and an Employee Stock Purchase Program
• Family-forming benefits, fertility support, and up to 20 weeks of Parental Leave
• Free therapy sessions, financial and professional coaching, and legal advice
• Monthly stipend to support our remote work model
• Annual “development dollars” to support growth and development

About Marqeta

Marqeta is on a mission to change the way money moves. As pioneers in embedded finance, our card issuing platform offers unparalleled flexibility and control, enabling companies to issue cards, authorize transactions, and manage payment operations in real time. We power some of the most renowned brands in the new economy, including Block, Cash App, Affirm, Instacart, Doordash, Uber, and Walmart. Today, nearly 8 out of 10 Americans use a product powered by Marqeta every week.

Marqeta’s values:

• Solve for the Customer: With a deep understanding of our customers' business and empathy for their needs, we deliver products and services that drive their success. Earning and keeping their trust guides everything we do.
• Do What's Right: Knowing businesses and livelihoods depend on us, we pursue solutions that disrupt responsibly and deliver high-quality results that our customers count on. We own our work from start to finish.
• Simplify and Innovate: We approach challenges with curiosity and take smart risks. Innovation comes from finding better, simpler ways to achieve extraordinary outcomes.
• Win as a Team: We succeed together by embracing diverse perspectives and pushing each other to raise the bar. We lead with humility and set aside hierarchy to work as a team.
• Make it Count: We drive forward with focus and agility. With a sense of urgency and purpose, we get the job done, and done right.