Director, GTM Operations at Zapier · LumiJobs

Responsibilities

Start with an audit. Review what already exists, including programs that have stalled, underutilized or abandoned tools, and reports and workflows that no longer serve the strategy. Once leaders agree, retire them, so new work isn’t built on top of old problems.
Reimagine GTM work with agents. Find where agents would make the biggest difference, build or direct them, measure what changes, and own them after launch, including maintenance, security and governance.
Own lead flow end to end. Make routing clear and reliable. Be the person who can explain how it works, and change it quickly when needed to drive outcomes. Define what counts as a misrouted lead, and track it weekly.
Deliver real-time lead routing and prioritization as your first major project. Every new lead gets sorted in real time so it reaches the right team for its likely deal size, and ranked so reps know which leads to act on first.
Own target account lists. Take the criteria Sales and Marketing leaders set, work with our data and enrichment vendors to build the lists, and keep them current.
Create one trusted set of GTM numbers. Build a standard set of metrics, with filters and drill-downs, that Sales and Marketing leaders use in their own business reviews.
Show what’s working. Build attribution across GTM so we can see what a deal was worth at the start, what changed, who worked on it, and which tactics made the difference.
Measure experiments. When a team tries something new, set up a simple way to tell whether it worked, and make sure the results reach the people who need them.
Turn decisions into delivery. When GTM leaders have agreed on what to do and how they’ll measure it, get it built through your team. You own the GTM Operations roadmap.
Run intake across GTM. Every request has a clear owner, a priority and a path. Balance day-to-day requests, larger roadmap projects and quick experiments so nothing important stalls.
Lead GTM Operations. Manage about five direct reports across strategy, program management, and systems and platform architecture, plus operators embedded across Sales, Marketing, Customer Success, Support and Partnerships. Set direction, remove blockers and develop the team.
Partner across teams. Work with our AI engineering team on larger builds, a dedicated data partner on analysis, Revenue Enablement on rep coaching, and Finance and Business Operations on comp, commissions and deal desk.

Qualification

You focus on business outcomesYou see across all of GTMYou decide what not to buildYou work hands-on with data and systemsYou influence senior leadersYou lead distributed teamsYou drive adoptionYou’ve got an engineering backgroundYou’ve seen a shift from PLG to SLGYou’ve used modern GTM tools

Required

You focus on business outcomes. You know the revenue targets, and measure your work by its impact.
You see across all of GTM. You look across the business, not just one team’s work. When several teams are solving the same problem in different ways, you notice, and drive alignment.
You build with AI and plan for what comes after launch. You’ve built or led the build of agents, automations and GTM systems such as routing, lead scoring or attribution. You can show what changed as a result. You design for scale from the start: who owns it, how it’s maintained, how it stays secure, and what governance it needs. You build small things yourself, and you understand larger builds well enough to direct engineering and judge whether they’ll hold up.
You decide what not to build. You start from the business goal and work back to what’s needed. You’d rather do fewer things well, and you retire what isn’t working instead of building around it.
You’ve owned GTM outcomes in a sales-led business. You’ve been accountable for how leads, pipeline, routing and revenue connect, and measured the results. That experience could come from RevOps, GTM engineering, pre- or post sales, or marketing leadership.
You’ve supported more than one sales motion at once. For example: self-serve, mid-market and enterprise. Ideally you’ve been through a shift from product-led to sales-led growth. You know where the rules need to differ between motions.
You work hands-on with data and systems. You write your own SQL, and you’ve worked in HubSpot or Salesforce and a data warehouse such as Databricks or Snowflake. You question numbers that look wrong, and when the data doesn’t support the plan, you say so.
You influence senior leaders. You’ve worked directly with VP- and executive-level leaders who wanted different things. You’ve laid out the options and trade-offs, helped them reach a decision, and secured people and budget through written proposals.
You lead distributed teams. You’ve managed people across time zones, including senior individual contributors. You address performance issues early, delegate ownership clearly, and make sure every system other teams rely on has a named owner, regular reviews and a plan for when it fails.
You drive adoption, not just delivery. You help leaders use their own data and test their own ideas, and you measure whether what you shipped is actually being used.
You’re comfortable with work that’s still taking shape. Parts of our GTM are experimental. You can support that without locking it into a fixed process too early.

Preferred

You’ve got an engineering background. You’ve worked as a software or data engineer, so building and debugging come naturally to you.
You’ve seen a shift from PLG to SLG. You know what changes when a self-serve business shifts to Enterprise.
You’ve built lead scoring or prioritisation. You’ve designed ways to rank leads or accounts so reps know where to spend their time and what to do next.
You’ve used modern GTM tools. You’ve worked hands-on with tools like Clay, Gong or data enrichment platforms, and you know where they help and where they don’t.

Director, GTM Operations

Responsibilities

Qualification

Required

Preferred

Benefits

Company

Zapier

More roles at Zapier