Director of Central GTM Strategy & Operations

The job is to run the operational engine that turns Ivo's GTM vision into reality. This includes:

• Renewals
• Expansion
• Customer operations
• Deal desk

About the role

You will be the internal owner for strategic consulting engagements deliverables such as renewal automation, ARR infrastructure, and health scoring. You will partner with CSM leadership on customer execution, build out Deal Desk and Growth and Customer Ops, and build operational infrastructure for consumption-based renewals and expansion triggers. You will also be responsible for standing up our EMEA GTM Ops.

Responsibilities

• Build and manage expansion pipeline for 80%+ of install base
• Achieve accurate renewal forecasts within 10%
• Delight AE, AM, and CSM teams with streamlined processes
• Automate renewal operations using AI
• Systematize and automate customer onboarding
• Reduce operational load across the GTM org

Requirements

• AI-native workflow
• Experience in revenue operations, customer operations, or GTM ops at a high-growth B2B SaaS company
• Management consulting foundation (MBB or equivalent) combined with operating experience
• Management experience leading ICs, managing contractors, and holding people accountable for output
• Renewal and expansion operations depth: forecasting, pipeline management, white space identification, health scoring, trigger criteria, CSM assignment logic, AM account allocation
• An analytical approach with experience writing SQL, building front-ends, and digging into data
• Salesforce operational fluency
• Deal desk coordination: contract operations, pricing approvals, order form workflows
• Experience working with or managing deal desk
• Ability to document, systematize, and automate processes
• Undergraduate degree in STEM, Finance, or Economics

Qualifications

• Experience scaling through $100M ARR with expansion as a primary growth lever
• Experience with usage-based or consumption revenue models
• Experience standing up a Deal Desk function

Skills

• AI-native workflow
• Manual processes are a failure state

Benefits

Not specified

Pay

USD salary range for this role is $200-250K. Final offer amounts are determined by multiple factors, including experience and expertise.

Schedule

Not specified