Team Lead, GTM Technology and Operations

Summary

Join Coalition as our Team Lead, GTM Technology and Operations, and own the technological strategy and operational excellence behind Coalition’s go-to-market functions. Collaborate across various departments, overseeing technology and process improvements, and prioritizing initiatives that enable business growth. As an experienced GTM operator, you will support high-impact projects, align executive priorities, and transform business requirements into scalable workflows and systems. Leverage new technology, data, and processes to drive business outcomes across the GTM funnel. This role requires a data-driven, resourceful, collaborative leader with strong ownership, thriving in a fast-evolving environment and committed to continuous learning and results. You will lead a small team, supporting prioritization, deliverables, and performance management, fostering a culture of accountability, open communication, and continuous improvement. The position offers competitive compensation and advancement opportunities.

Requirements

• 8+ years experience in Sales Operations, Revenue Operations, Sales Technology, or similar process-improvement roles
• Insurance Industry or SaaS/software experience, including direct and two-tier channel sales models
• Functional knowledge of quote-to-cash (QTC) processes and systems
• Advanced proficiency with CRM and GTM support tools (Salesforce, JIRA, Confluence, Outreach, Marketo)
• Metrics-driven decision maker with expertise in GTM functions, AI-automation and change management
• Proven ability to scale processes and technology in fast-growth environments
• Strong influencer and collaborator; excels at driving cross-functional initiatives

Responsibilities

• Own the technological strategy and implement management best practices that support growth and scale for all GTM functions
• Design and manage the Tech Ops Team’s prioritization frameworks to address points of friction identified by Executive Leadership, ensuring solutions are aligned with evolving business needs
• Conduct regular audits and analysis of tool utilization to maximize efficiency, drive adoption, address tech debt, and ensure the tech stack supports business goals
• Support and collaborate on a unified approach to data management and warehouse strategy across the GTM funnel, contribute to best practices for data governance, accuracy, compliance, and data hygiene to drive growth optimization and visibility
• Advance Coalition’s adoption of AI and emerging technologies to improve how we engage, acquire, and retain brokers and policyholders
• Own the adoption and use case of CRM (e.g., Salesforce) and integrated sales tools (e.g., sales engagement platforms, analytics dashboards), supporting vendor selection, implementation, and integration
• Design, implement, and refine end-to-end sales processes (lead routing, deal reviews, proposal workflows) to drive efficiency and reduce friction
• Identify and implement opportunities across GTM operations to automate routine tasks and scale infrastructure to support organizational growth
• Lead requirements gathering, documentation, and oversee deployment and adoption of system and process changes
• Ensure sales activities—which include quoting, underwriting, and approvals—adhere to defined policies while mitigating risk and maintaining internal controls
• Leverage data and process intelligence to drive continuous improvement and revenue outcomes
• Work cross-functionally to prioritize and deliver on enhancements that accelerate GTM performance
• Define, track, and report on KPIs (e.g., GWP, ACV, churn, upsell, pipeline coverage) in close partnership with Data Engineering, ensuring data sources are interconnected and reliable
• Translate operational and sales data into actionable analysis informing strategy, such as market experimentation, territory realignments, and target account planning
• Serve as subject matter expert and collaborative partner to stakeholders across Sales, Marketing, Support, IT, and Product to deliver end-to-end process optimization and enhancement
• Create and deliver Technology and Process training and enablement materials for GTM field and leadership teams
• Mentor and supervise a small team, supporting prioritization, deliverables, and performance management
• Foster a culture of accountability, open communication, and continuous improvement

Benefits

• 100% medical, dental, and vision coverage
• Flexible PTO
• Annual home office stipend and WeWork access
• Mental & physical health wellness programs like Headspace, Lumino, and more!
• Competitive compensation and opportunity for advancement