Director, GTM Operations

Summary

Join Finite State, a fast-growing series-B company with a fully distributed workforce, as the Director, GTM (Go-to-Market) Operations. Reporting to the CRO, you will be pivotal in driving operational excellence and growth across sales, marketing, customer success, and partner functions. You will design, optimize, and oversee processes, tools, and metrics for efficient GTM strategy execution. The ideal candidate possesses a proven track record of aligning cross-functional teams, improving workflows, and scaling business systems. This role requires strong leadership, analytical skills, and experience with various GTM tools. Finite State offers a remote-first culture and a commitment to a transparent, collaborative, and supportive work environment.

Requirements

• Experience: 5+ years in GTM, sales operations, revenue operations, customer operations, or related roles within a SaaS or high-growth technology company
• Technical Expertise: Proficiency in Salesforce and HubSpot required
• Strategic Thinking: Proven ability to design, implement, and scale go-to-market strategies and processes
• Data-Driven Approach: Strong analytical skills with a focus on metrics, reporting, and actionable insights
• Process Optimization: Demonstrated experience in developing and optimizing workflows across sales, marketing, and customer success
• Leadership & Collaboration: Exceptional leadership, stakeholder management, and cross-functional collaboration skills
• Tool & Technology Knowledge: Experience integrating AI and emerging technologies into operations
• Communication: Excellent communication skills with the ability to convey complex ideas to diverse audiences
• Project Management: 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

Responsibilities

• Partner with leadership to design and implement scalable go-to-market strategies that drive revenue growth, improve customer satisfaction, and align with business objectives
• Identify and improve workflows across sales, marketing, and customer success to enhance efficiency and productivity
• Develop and maintain GTM playbooks, training programs, and tools to support the success of sales teams. Ensure alignment between sales and marketing initiatives
• Track, analyze, and report on key GTM metrics such as pipeline health, sales performance, customer acquisition cost, and retention rates
• Lead forecasting processes, territory planning, and resource allocation to ensure accurate and data-driven business decisions
• Optimize contract lifecycle processes, manage compensation programs, and support quoting workflows for efficiency
• Oversee the administration and optimization of GTM tools and platforms, including Salesforce (SFDC), HubSpot, ChurnZero, Salesloft, ZoomInfo, and Monday.com. Drive system hygiene, reporting, and automation
• Serve as a bridge between sales, marketing, product, and customer success teams to align initiatives, resolve operational challenges, and drive consistent execution
• Manage GTM operations budgets, providing oversight for spend allocation, ROI analysis, and cost optimization
• Create and oversee onboarding programs, training schedules, and materials to enable team readiness and continuous improvement
• Conduct win/loss analysis, customer feedback reviews, and competitive research to uncover opportunities for improvement and growth

Preferred Qualifications

Technical Expertise: preferred in ChurnZero, Salesloft, ZoomInfo, Monday.com, and similar GTM tools