Director, GTM Operations

About the Opportunity

The company partners with product security teams to create transparency for their connected devices and supply chains. The platform handles connected devices and embedded systems across all industries, including those found in enterprises, healthcare, utilities, connected vehicles, manufacturing facilities, critical infrastructure, and government entities. This is a fast-growing organization with a fully distributed workforce. Led by a team of seasoned experts, the organization is mission-driven and passionate about arming customers with the actionable insights, critical vulnerability data, and remediation guidance necessary to mitigate product risk and protect the connected attack surface. The company is committed to a remote-first culture.

Role Summary

The Director, GTM (Go-to-Market) Operations will play a pivotal role in driving operational excellence, strategic alignment, and measurable growth across the organization’s sales, marketing, customer success, and partner functions. Reporting to the Chief Revenue Officer (CRO), this individual will design, optimize, and oversee processes, tools, and metrics that enable efficient execution of go-to-market strategies. The ideal candidate will have a proven track record of aligning cross-functional teams, improving operational workflows, and scaling business systems to deliver customer value and organizational success.

Key Responsibilities

• GTM Strategy Development: Partner with leadership to design and implement scalable go-to-market strategies that drive revenue growth, improve customer satisfaction, and align with business objectives.
• Process Optimization: Identify and improve workflows across sales, marketing, and customer success to enhance efficiency and productivity.
• Sales Enablement: Develop and maintain GTM playbooks, training programs, and tools to support the success of sales teams. Ensure alignment between sales and marketing initiatives.
• Performance Metrics & Reporting: Track, analyze, and report on key GTM metrics such as pipeline health, sales performance, customer acquisition cost, and retention rates.
• Forecasting & Planning: Lead forecasting processes, territory planning, and resource allocation to ensure accurate and data-driven business decisions.
• Contract & Compensation Management: Optimize contract lifecycle processes, manage compensation programs, and support quoting workflows for efficiency.
• Systems & Tools Management: Oversee the administration and optimization of GTM tools and platforms, including Salesforce (SFDC), HubSpot, Clay, Avoma, Salesloft, Warmly, and Sequence. Drive system hygiene, reporting, and automation.
• Cross-Functional Collaboration: Serve as a bridge between sales, marketing, product, and customer success teams to align initiatives, resolve operational challenges, and drive consistent execution.
• Budget Management: Manage GTM operations budgets, providing oversight for spend allocation, ROI analysis, and cost optimization.
• Training & Development: Create and oversee onboarding programs, training schedules, and materials to enable team readiness and continuous improvement.
• Insights & Analysis: Conduct win/loss analysis, customer feedback reviews, and competitive research to uncover opportunities for improvement and growth.

Required Qualifications

• Experience: 5+ years in GTM, sales operations, revenue operations, customer operations, or related roles within a SaaS or high-growth technology company.
• Technical Expertise: Proficiency in Salesforce and HubSpot required; preferred in Clay, Warmly, Salesloft, and similar GTM tools.
• Strategic Thinking: Proven ability to design, implement, and scale go-to-market strategies and processes.
• Data-Driven Approach: Strong analytical skills with a focus on metrics, reporting, and actionable insights.
• Process Optimization: Demonstrated experience in developing and optimizing workflows across sales, marketing, and customer success.
• Leadership & Collaboration: Exceptional leadership, stakeholder management, and cross-functional collaboration skills.
• Tool & Technology Knowledge: Experience integrating AI and emerging technologies into operations.
• Communication: Excellent communication skills with the ability to convey complex ideas to diverse audiences.
• Project Management: Ability to manage multiple projects, prioritize initiatives, and meet deadlines in a fast-paced environment.
• Bachelor’s Degree in business, operations, or a related field.

About the Organization

The organization is on a mission to secure the connected world. The platform empowers product security teams to detect vulnerabilities, manage software supply chain risks, and ensure compliance across complex device ecosystems. From IoT to critical infrastructure, the organization provides unparalleled visibility into firmware and software components, helping organizations protect their products and customers. The organization moves with urgency and intent — it is transparent, owns outcomes, puts customers first, speaks up, and learns fast — turning evidence into action.

CLARITY is how the organization moves fast without breaking trust. C - Customer first - Learn from customers. Ship with urgency. L - Leverage - Outsource the routine. Own the result. A - Agency - Take responsibility—end to end. R - Results - Ship value. Improve fast. I - Integrity - Speak up. Experiment boldly. Be kind. T - Transparency - Clear context. Faster decisions. Y - "Why" - The mission—securing the connected products humanity depends on—is the reason the organization exists.

Bold Innovation – The organization pushes boundaries, explores new ideas, and takes initiative to solve complex problems. The platform brings visibility and control to the supply chains that create connected devices and embedded systems—all in a simple-to-use platform and at the scale manufacturers need to keep device production on time and on budget. After unpacking and analyzing every file, configuration, and setting in a firmware build, the platform generates a complete bill of materials for software components, identifies known and 0-day vulnerabilities, shows a contextual risk score, and provides actionable insights that product teams can use to secure their software.

The hiring company is an equal opportunity employer committed to building a diverse and inclusive team. The organization is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities.