About the Role

The Director of GTM Operations is the accountable owner of Tebra’s go-to-market operating engine, with a primary focus on driving new business growth. This role is responsible for the performance of the acquisition system—spanning Marketing and Sales—and its contribution to company growth targets.

You will partner closely with GTM leadership to translate business strategy into execution, owning the processes, systems, and operating rhythms that drive pipeline creation, conversion, and new logo acquisition, while maintaining strong alignment across the broader customer lifecycle.

This is a senior leadership role requiring both strategic thinking and operational excellence. You will lead a cross-functional team across Sales Ops, Marketing Ops, and GTM Systems and serve as a core operator within the Growth organization—owning outcomes, shaping priorities, and influencing how the business executes.

Your Area of Focus

• New Business Performance Engine: Own the acquisition funnel from lead through closed won, with accountability for pipeline health, conversion, and new logo attainment. Identify and address bottlenecks across lead quality, routing, speed-to-lead, and rep productivity in partnership with Sales and Marketing leadership.
• Analytics & Insights: Partner with the GTM focused Analysts to ensure clear visibility into funnel performance and pipeline health. Translate data into actionable insights and drive alignment to ensure measurable business impact.
• Prioritization & Resource Allocation: Own prioritization across GTM Operations, making clear tradeoffs and aligning team capacity to the highest-impact opportunities. Serve as a key input into broader GTM prioritization and investment decisions.
• GTM Operating Model & Execution: Define and manage the operating cadence across forecasting, pipeline reviews, and MBRs. Establish and improve processes across lead management, qualification, routing, and handoffs to ensure consistent execution across teams and segments.
• Systems & Process Ownership: Own the performance and evolution of the GTM tech stack, including Salesforce and engagement tools. Partner with Business Systems on core infrastructure while defining requirements and prioritization to support scale.
• GTM System Design: Continuously evaluate and redesign GTM processes, workflows, and handoffs to improve performance, scalability, and efficiency.
• Change Management & Adoption: Drive adoption of GTM processes and operating standards across Sales, Marketing, and CS. Influence behavior change and ensure initiatives are fully adopted and delivering impact.
• Team Leadership & Development: Lead and develop a high-performing team across Ops & Systems. Set priorities, manage capacity, and elevate the team from reactive support to proactive ownership.
• Cross-Functional Alignment: Partner with Sales, Marketing, and CS leadership to ensure alignment across acquisition and downstream workflows, supporting areas that impact new business performance.

Your Professional Qualifications

• 8–12+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, or a related field, preferably within B2B SaaS.
• Comfort operating across both marketing and sales ops simultaneously, not just one side.
• Proven track record of owning and improving GTM funnel performance, including pipeline generation, conversion, and revenue outcomes.
• Strong understanding of SaaS revenue models, pipeline mechanics, and SMB go-to-market motions.
• Experience leading and developing cross-functional operations and analytics teams, including hiring, coaching, and performance management.
• Demonstrated ability to translate data and insights into business decisions and drive execution against those decisions.
• Experience establishing prioritization frameworks and managing competing initiatives in fast-paced environments.
• Strong technical acumen across GTM systems, including Salesforce, marketing automation, sales engagement, and attribution tools.
• Excellent communication and stakeholder management skills, with the ability to influence senior leaders, challenge assumptions, and drive alignment across functions.
• Experience leading change management initiatives and driving adoption of new processes, systems, and ways of working.
• Ability to operate at both strategic and tactical levels, balancing long-term system design with near-term execution.

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