Director, Go To Market Operations

Overview

Job Type: Full-time

Job Description: Director, Go To Market Operations

Company: Well

Location: Chapel Hill, NC;
Minneapolis, MN;
Newton, MA;
New York, NY. Remote candidates considered.

Position Title: Director, Go To Market Operations

Reporting to: SVP of Sales / Growth

Compensation: Director, Go To Market Operations ($135,000 - $150,000), depending on qualifications, plus bonus potential and benefits

• Build and run a best-in-class Go To Market (GTM) Operations function that matches a maturing, enterprise-focused growth motion.
• Act as an insights-to-action engine, not a reporting function.
• Provide continuous, real-time visibility into pipeline health, progress against targets, and risk, enabling leadership to pivot strategy early.
• Serve as a critical partner to the CGO, CFO, and GTM management team on forecasting, planning, and board readiness.

• Pipeline Intelligence and Forecasting
  • Own day-to-day pipeline reporting and visibility across inbound, outbound, consultant-led, and strategic deal motions.
  • Track and analyze pipeline coverage, velocity, stage conversion, win rates, deal size, and sales cycle performance against established targets.
  • Build and maintain dashboards and executive-ready views that surface progress, risk, and trends.
  • Maintain forecasting models and scenario analyses to support leadership discussions and planning.
  • Identify leading indicators of risk or underperformance and flag insights with clear supporting analysis.
• GTM Planning Support and Performance Management
  • Support quarterly and annual GTM planning processes through data analysis, modeling, and performance insights.
  • Provide analytical support for capacity planning, headcount modeling, and program effectiveness.
  • Monitor performance against plans and highlight gaps, constraints, and execution risks.
  • Partner with GTM leaders to translate goals into measurable operating metrics and execution plans.
• Cross-Functional GTM Execution
  • Act as an operational partner to Sales, Consultant Relations, Outbound Growth, and Product Marketing to improve execution consistency.
  • Establish and maintain clear definitions, handoffs, and operating rhythms across market-facing teams.
  • Ensure GTM data and insights are shared in a timely and usable way to inform messaging, enablement, and prioritization.
  • Drive adoption of standardized processes and metrics to create a single source of truth.
• Systems, Tools, and Process Excellence
  • Own administration, optimization, and ongoing improvement of GTM systems including CRM, forecasting tools, and reporting platforms.
  • Drive data hygiene, discipline, and system adoption across GTM teams.
  • Design scalable processes that support complex enterprise deals while maintaining speed and clarity.
  • Evaluate and pilot automation and AI-enabled workflows to improve efficiency and insight in partnership with leadership.
• Executive Reporting and Finance Partnership
  • Prepare GTM performance materials for executive leadership and board-level reviews.
  • Translate complex pipeline and performance data into clear summaries and insights for senior stakeholders.
  • Partner closely with Finance on forecasting accuracy, reporting cadence, and performance tracking.
  • Surface risks early with supporting analysis and clear articulation of implications.
• Team Leadership
• Manage and develop a small GTM Operations team, starting with one associate-level individual contributor.
• Set clear priorities, expectations, and quality standards.
• Foster a culture of accountability, curiosity, and continuous improvement.

• 5+ years of experience in GTM Operations, Sales Operations, Revenue Operations, or related analytical roles.
• Experience operating as a Director or senior individual contributor in a high-growth B2B or digital health company selling to large or jumbo employers.
• Deep hands-on experience with pipeline management, forecasting, and CRM-driven reporting.
• Strong analytical skills with the ability to translate data into clear insights.
• Experience supporting executive-level reporting and planning processes.
• Proven ability to influence cross-functionally without direct authority.
• Excellent…