Go To Market Director of Operations

Description

Solution reach is executing a commercial turnaround focused on improving retention, restoring predictability, and rebuilding a high-performance go-to-market organization. This role owns the operating system of GTM execution. This leader is responsible for translating strategy into scalable processes, enforcing operating discipline, and ensuring Sales, Marketing, and Customer Success execute as a coordinated system.

This role operates outside the Sales hierarchy and has enterprise-level authority to define standards, drive adoption, and surface execution risk.

Requirements

• Own the end-to-end GTM revenue operations strategy, aligning execution to company growth and retention priorities.
• Serve as a trusted advisor to the executive team on GTM performance, execution risk, and operating gaps.
• Establish scalable GTM processes, governance, and operating cadence across Sales, Marketing, and Customer Success.
• Drive accountability through clear metrics, standardized definitions, and consistent inspection.
• Lead a team of analysts, ensuring high performance and continuous development. Overseeing the design, development, data quality and maintenance of dashboards, reporting systems, and data models.

• Lead the commissions and incentive’s function, including compensation plan and SPIFF design.
• Partner with Sales, Finance, and HR to ensure plans reinforce desired behaviors (retention, expansion, forecast accuracy).
• Ensure commission accuracy, transparency, compliance, and operational rigor.
• Continuously evaluate plan effectiveness and recommend adjustments.

• Own territory design, quota allocation, and capacity planning across all GTM segments.
• Develop data-driven territory and coverage models that balance growth, customer experience, and seller productivity.
• Partner with Sales leadership on annual and in-year territory changes.
• Document and operationalize repeatable territory and coverage processes.

• Lead GTM forecasting processes with an emphasis on accuracy, consistency, and accountability.
• Build forecasting frameworks, dashboards, and operating rhythms that enable proactive decision-making.
• Partner with Finance to align operational forecasts with financial outlooks.
• Maintain executive dashboards and own end‑to‑end funnel, customer lifecycle and revenue analytics.

• Oversee the deal pursuit function supporting complex or strategic opportunities.
• Establish standardized deal review, pricing, and approval processes.
• Partner with Legal, Finance, and Sales to accelerate execution while managing risk.

• Lead annual and in-year GTM planning: segmentation, coverage, capacity, and execution roadmaps.
• Ensure tight alignment across Sales, Marketing, Customer Success, and Product.
• Drive adoption and optimization of GTM tools and systems (CRM, forecasting, analytics).
• Translate data insights into recommendations that improve routing, offer matching, and conversion.

• 5+ years of experience in Revenue Operations, Sales Operations, or GTM Strategy roles including 2+ years managing or mentoring a team.
• Deep experience in forecasting, territory design, compensation, and GTM analytics.
• Proven ability to enforce standards and drive cross‑functional execution.
• Comfortable operating in high‑change or turnaround environments.
• BA/BS degree in business, analytics, data science, finance, IT, engineering, or a related field.
• Strong familiarity with Salesforce and other GTM systems; ability to partner with Business Applications teams.
• Advanced Microsoft Excel skills required, Power BI and SQL experience is preferred.

• Define and enforce GTM operating standards and forecasting methodology.
• Escalate execution risk directly to the executive team.
• Recommend changes to territories, incentives, or GTM programs that materially impact execution quality.

• Predictable GTM execution and operating cadence
• Improved forecast accuracy (±5–10%)
• Clear ownership across…