Note: The job is a remote job and is open to candidates in USA. Finite State is a fast-growing series-B company that partners with product security teams to create transparency for connected devices and supply chains. The Director, GTM Operations will drive operational excellence and strategic alignment across sales, marketing, customer success, and partner functions, ensuring efficient execution of go-to-market strategies.
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
Skills
- 5+ years in GTM, sales operations, revenue operations, customer operations, or related roles within a SaaS or high-growth technology company
- Proficiency in Salesforce and HubSpot required
- Proven ability to design, implement, and scale go-to-market strategies and processes
- Strong analytical skills with a focus on metrics, reporting, and actionable insights
- Demonstrated experience in developing and optimizing workflows across sales, marketing, and customer success
- Exceptional leadership, stakeholder management, and cross-functional collaboration skills
- Experience integrating AI and emerging technologies into operations
- Excellent communication skills with the ability to convey complex ideas to diverse audiences
- 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
- Preferred in Clay, Warmly, Salesloft, and similar GTM tools
Company Overview