Company: Well is a healthcare innovation company with the heart of a services organization and the DNA of a SaaS platform. Our Dynamic Engagement System transforms workforce health by uniting AI, human guidance, and proven behavioral science to reduce costs, improve outcomes, and create resilient, thriving workforces. We partner with the world’s largest, most sophisticated employers and the consultants who advise them. We’re a highly diverse and engaged organization whose employees are passionate about the mission of the company and whose management is passionate about the employees. We promote an employee- and member-centric culture with generous benefits, which you can learn more about here: https://www.well.co/careers.
Position Title: Director, Go To Market Operations
Reporting to: SVP of Sales / Growth
Location: Chapel Hill, NC; Minneapolis, MN; Newton, MA; New York, NY. Remote candidates considered.
Compensation: Director, Go To Market Operations ($135,000 - $150,000), depending on qualifications, plus bonus potential and benefits
Job Summary:
- Build and run a best-in-class Go To Market (GTM) Operations function that matches a maturing, enterprise-focused growth motion.
- Act as an insights-to-action engine, not a reporting function.
- Provide continuous, real-time visibility into pipeline health, progress against targets, and risk, enabling leadership to pivot strategy early.
- Serve as a critical partner to the CGO, CFO, and GTM management team on forecasting, planning, and board readiness.
Key Responsibilities
1. Pipeline Intelligence and Forecasting
- Own day-to-day pipeline reporting and visibility across inbound, outbound, consultant-led, and strategic deal motions.
- Track and analyze pipeline coverage, velocity, stage conversion, win rates, deal size, and sales cycle performance against established targets.
- Build and maintain dashboards and executive-ready views that surface progress, risk, and trends.
- Maintain forecasting models and scenario analyses to support leadership discussions and planning.
- Identify leading indicators of risk or underperformance and flag insights with clear supporting analysis.
2. GTM Planning Support and Performance Management
- Support quarterly and annual GTM planning processes through data analysis, modeling, and performance insights.
- Provide analytical support for capacity planning, headcount modeling, and program effectiveness.
- Monitor performance against plans and highlight gaps, constraints, and execution risks.
- Partner with GTM leaders to translate goals into measurable operating metrics and execution plans.
3. Cross-Functional GTM Execution
- Act as an operational partner to Sales, Consultant Relations, Outbound Growth, and Product Marketing to improve execution consistency.
- Establish and maintain clear definitions, handoffs, and operating rhythms across market-facing teams.
- Ensure GTM data and insights are shared in a timely and usable way to inform messaging, enablement, and prioritization.
- Drive adoption of standardized processes and metrics to create a single source of truth.
4. Systems, Tools, and Process Excellence
- Own administration, optimization, and ongoing improvement of GTM systems including CRM, forecasting tools, and reporting platforms.
- Drive data hygiene, discipline, and system adoption across GTM teams.
- Design scalable processes that support complex enterprise deals while maintaining speed and clarity.
- Evaluate and pilot automation and AI-enabled workflows to improve efficiency and insight in partnership with leadership.
5. Executive Reporting and Finance Partnership
- Prepare GTM performance materials for executive leadership and board-level reviews.
- Translate complex pipeline and performance data into clear summaries and insights for senior stakeholders.
- Partner closely with Finance on forecasting accuracy, reporting cadence, and performance tracking.
- Surface risks early with supporting analysis and clear articulation of implications.
6. Team Leadership
- Manage and develop a small GTM Operations team, starting with one associate-level individual contributor.
- Set clear priorities, expectations, and quality standards.
- Foster a culture of accountability, curiosity, and continuous improvement.
Preferred Qualifications
- 5+ years of experience in GTM Operations, Sales Operations, Revenue Operations, or related analytical roles.
- Experience operating as a Director or senior individual contributor in a high-growth B2B or digital health company selling to large or jumbo employers.
- Deep hands-on experience with pipeline management, forecasting, and CRM-driven reporting.
- Strong analytical skills with the ability to translate data into clear insights.
- Experience supporting executive-level reporting and planning processes.
- Proven ability to influence cross-functionally without direct authority.
- Excellent judgment and discretion with sensitive information.
- Builder mindset with comfort operating in evolving environments.
- Collaborative, detail-oriented, and highly reliable partner to GTM leadership.
Additional Job Information
Well is on a mission to redefine the healthcare experience. This is an opportunity to re-shape healthcare for America. We are developing solutions to improve the quality and affordability of healthcare. We welcome team members who are passionate about that mission. We embrace diversity and are committed to building an inclusive team.
Well is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status. We seek diversity and encourage individuals from underrepresented groups to apply.
