Director, GTM Technology

Overview

At Definitive Healthcare (NASDAQ: DH), we’re passionate about turning data, analytics, and expertise into meaningful intelligence that helps our customers achieve success and shape the future of healthcare. We empower them to uncover the right markets, opportunities, and people—paving the way for smarter decisions and greater impact. We’re headquartered in Framingham, Massachusetts, with 3 office locations globally, including locations in Sweden and India.

Since our founding in 2011, we have grown our global client base to 2,400+ and earned multiple workplace honors, including Built In’s 100 Best Places to Work in Boston (2024, 2025) and recognition as a Great Place to Work in India.

We foster a collaborative, inclusive culture where diverse perspectives drive innovation. Through programs like Definitive Cares and our employee-led affinity groups we strive to promote connection, education, and inclusion.

Director of GTM Technology: lead the strategy, architecture, and execution of the technology ecosystem that powers our go-to-market engine across Marketing, Sales, Customer Success, and Partnerships. This leadership role blends technical expertise, operational rigor, and business acumen to ensure our systems, data, and workflows scale with our high growth trajectory. You will oversee our GTM tech stack end-to-end—driving integration excellence, workflow automation, data governance, and cross-functional alignment.

This role is ideal for a systems-minded, data-centric leader who thrives at the intersection of technology and revenue strategy and who is passionate about enabling teams with best-in-class tools and insights.

• GTM Systems Strategy & Architecture
• Own the vision, roadmap, and governance of the full GTM technology ecosystem, including CRM platforms (Salesforce), marketing automation (Hub Spot), sales engagement (Sales Loft & Nooks), customer success platforms, and analytics tools (Databricks & Tableau).
• Design scalable system architectures that support multi-product, multi-segment go-to-market motions.
• Evaluate, procure, and implement technologies that enhance efficiency, data quality, and revenue performance.
• Lead the build, configuration, and ongoing optimization of core systems to support lead management, pipeline execution, forecasting, renewals, and customer lifecycle visibility.
• Establish and enforce best practices for system use, documentation, and change management.
• Partner with enablement teams to train users and ensure adoption of new tools and workflows.
• Workflow Automation & Integrations
• Coordinate with IT Sys Admins to architect and deploy automated workflows that reduce manual effort and increase accuracy (e.g., lead routing, enrichment, account scoring, sales handoffs).
• Ensure all systems operate cohesively to deliver seamless end-to-end GTM processes.
• Data Governance, Quality & Insights
• Establish data governance standards to ensure cleanliness, consistency, and compliance across the GTM tech stack.
• Oversee data pipelines and enrichment workflows using tools like Zoom Info, Gong, Ring Lead and Demand Tools.
• Partner with Rev Ops and lead Analytics teams to deliver accurate dashboards and reporting that drive strategic decisions.
• Cross-Functional Leadership & Collaboration
• Act as the primary technical liaison between Sales, Marketing, IT, Customer Success, Product, and Finance.
• Translate business requirements into scalable technical solutions and project plans.
• Lead cross-functional initiatives that improve funnel conversion, pipeline visibility, forecasting accuracy, and customer lifecycle efficiency.
• Process Innovation & Continuous Improvement
• Identify operational bottlenecks and build long-term, scalable solutions to eliminate friction in GTM execution.
• Stay current on emerging AI, automation, and data technologies and champion their thoughtful adoption.
• Drive a culture of experimentation, measurement, and process excellence.

• Technical Expertise
• 8+ years of experience in GTM Systems, Rev Ops, Sales Ops, Marketing Ops, or related roles supporting high-growth B2B tech companies.
• Advanced understanding with CRM platforms (Salesforce preferred)…