Director of Funnel Operations & Strategy

Summary

Join Shelf as the Director of Funnel Operations and Strategy and become a critical partner to the executive team, driving strategic alignment, operational excellence, and revenue growth across the customer lifecycle. Bridge the strategic vision with tactical execution across Marketing, Sales, Product, and Customer Success, optimizing each funnel stage for predictable growth. This high-impact role requires a blend of strategic acumen, systems thinking, and a builder's mindset. You will advise the CEO and work directly on Salesforce to improve campaigns and sales processes. Your work will influence company growth, retention, and efficiency, making you a key driver of Shelf's market leadership. If you are a high-impact operator with a proven track record of scaling SaaS revenue, this is the ideal opportunity for you. The role focuses on revenue acceleration and requires a deep understanding of GTM operations and strategy.

Requirements

• 5–7+ years in Revenue/GTM Operations, Strategy, or Executive Enablement in B2B SaaS
• Experience scaling revenue motions and GTM systems in high-growth environments
• Deep expertise in Salesforce and GTM tooling (Pardot, ZoomInfo, etc.)
• Strategic thinker with a strong sense of execution and operational rigor
• Excellent written and verbal communication; strong documentation mindset
• Comfortable working with executive stakeholders and cross-functional teams
• Bachelor’s degree in Business or related field required; MBA/graduate degree a plus

Responsibilities

• Act as a trusted partner to the CEO in translating company goals into cross-functional execution
• Coordinate strategic initiatives across Marketing, Sales, Product, and Customer Success
• Ensure executive alignment with leadership priorities
• Design and manage full-funnel GTM processes from lead generation to expansion
• Define lifecycle stages, SLAs, territory rules, and segmentation strategies
• Eliminate friction in the buyer journey and increase funnel efficiency
• Own and evolve KPI frameworks, dashboards, and reporting infrastructure
• Drive pipeline forecasting accuracy, transparency, and executive-level insights
• Lead ROI modeling and performance tracking for GTM programs
• Oversee and optimize the GTM tech stack (Salesforce, Pardot, ZoomInfo, etc.)
• Drive system integration, data hygiene, and automation initiatives
• Collaborate with engineering and analytics to maintain unified GTM data
• Lead cross-functional growth initiatives with strong project rigor
• Track outcomes, manage blockers, and communicate across stakeholders
• Create and maintain documentation and project artifacts for operational clarity
• Lead annual and quarterly planning (territories, quotas, goals)
• Partner with Sales Enablement and Marketing Ops to deliver insights and tools
• Ensure consistent GTM alignment through structured enablement and feedback loops

Preferred Qualifications

• Increase funnel conversion and velocity by 20–30%
• Improve sales forecasting accuracy to within 5–10%
• Reduce CAC by 15–25% through process and system optimization
• Launch full lifecycle dashboards with clear attribution and reporting standards
• Drive consistent GTM data quality and process adoption across functions

Benefits

• Competitive salary: $150,000 - $180,000
• Generous equity grant in the form of company stock options
• Open PTO
• Comprehensive health and wellness packages