Director, GTM Strategy and Operations
Sureify· Insurance· Sep 15, 2026 · 1mo ago
United States
Remote
Full-time
Director
$145K–$175K est.
7+ years exp
Job description
About the Role
We're looking for a Director of GTM Strategy and Operations to be the operational engine behind our go-to-market team. We know our market — now we need to win it faster. This role is about building the infrastructure, automation, and analytics that compress our sales cycle, increase pipeline velocity, and give leadership the visibility to forecast with confidence.
You'll sit at the intersection of sales operations, marketing operations, and revenue intelligence — owning the systems, data, and workflows that turn our GTM strategy into repeatable, measurable execution. This is not a "keep the lights on" role. You'll identify gaps, design solutions, and drive adoption across the team.
What You'll Do
Revenue Operations & Automation
Own and evolve the GTM tech stack — Salesforce, HubSpot, and the surrounding ecosystem — ensuring clean data flow, tight integrations, and minimal manual work
Design and implement automation across the funnel: lead routing, handoff workflows, enrichment pipelines, follow-up sequences, and deal stage triggers
Build and maintain integrations between revenue tools (CRM, MAP, sequencing platforms, data enrichment, BI) so teams operate from a single source of truth
Identify and eliminate process friction that slows deals down — from first touch through closed-won
Partner with technical resources to architect scalable RevOps infrastructure; you set the strategy and requirements, others execute the builds
Sales Operations & Cycle Optimization
Operationalize the sales process — MEDDPICC adoption, stage exit criteria, deal inspection frameworks — so reps are consistent and managers have real visibility
Build and maintain pipeline management cadences: weekly reviews, deal health scoring, and escalation triggers that surface risk early
Analyze sales cycle data to identify where deals stall, drop, or slow — then build fixes into the process and tooling
Partner with Sales leadership on territory management, quota modeling, and capacity planning
Support call review and coaching workflows to surface winning patterns and replicate them across the team
Data, Tracking & Analytics
Define and own the GTM data model: what we track, how we track it, and how it flows between systems
Build dashboards and reporting that give leadership real-time visibility into pipeline health, velocity, conversion rates, and forecast accuracy
Create predictive models and lead/deal scoring frameworks that help reps and managers prioritize where to spend their time
Establish win/loss tracking and analysis to feed continuous learning back into sales and marketing strategy
Ensure data hygiene across CRM and marketing platforms — standardized fields, enforced inputs, reliable reporting
Marketing Operations
Partner with Marketing on campaign attribution, lead lifecycle tracking, and MQL-to-SQL conversion optimization
Own the lead routing and handoff process between marketing and sales — clean, fast, and accountable
Build closed-loop reporting between marketing activity and revenue outcomes
Support segmentation models that power targeted campaigns, personalized outreach, and account prioritization
What We're Looking For
Must-Haves
7+ years in revenue operations, sales operations, or GTM strategy at a B2B SaaS company
Deep hands-on experience with Salesforce and HubSpot — you know how to configure, integrate, and get the most out of both
Proven track record building automation and workflow systems that measurably improved sales team efficiency or cycle time
Strong analytical skills — you can build a model, interpret pipeline data, and translate findings into clear recommendations for leadership
Experience building or owning forecasting and pipeline visibility frameworks
Excellent communicator who can work across Sales, Marketing, and the C-suite without losing clarity or speed
A bias toward automation: if you do something twice, you build a system for it
Comfort with AI/LLM tooling for GTM use cases — you've used it to save time and you'll bring that mindset to the team
Nice-to-Haves
Experience with enrichment and data tools: Clay, Apollo, Clearbit, ZoomInfo, or similar
Familiarity with workflow automation platforms like Zapier, n8n, or Make
Experience with BI/reporting tools (Tableau, Looker, or similar)
Background in or exposure to the insurance or insurtech space
Why This Role
You'll have direct access to C-level leadership and real ownership over the systems and strategy that drive revenue. This is a build role — we have the foundation, the market, and the product. We need someone who can operationalize it all and make our GTM team run faster and smarter. If you want the seat where those decisions get made, this is it.
90-Day Success Milestones
Systems audit and roadmap — document current state of the GTM stack, identify integration gaps, data quality issues, and automation opportunities; deliver a prioritized roadmap
Pipeline visibility and forecasting — build or rebuild the dashboards and cadences leadership uses to inspect pipeline health and call the number
Quick wins on automation — identify and ship 2–3 high-impact automation improvements (lead routing, handoff workflows, follow-up sequences, or similar)
Win/loss framework — design and stand up a structured win/loss program that feeds insights back to sales and marketing on a recurring basis
Base annual salary $180,000 — $215,000 USD
Our Guiding Principles
Our products are for nothing if their creators are not fulfilled in their work. We want our employees to flourish at Sureify. We do not fawn over status or titles, instead, we honor effort and intelligence. The best idea wins no matter which colleague proposed it. We do not shortcut our mission with overblown claims or false promises. Sticking to the truth is both a strategy and a principle for us.
Sureify is an Equal Opportunity Employer committed to diversity. Qualified applicants will receive consideration for employment without regard to race, color, national origin, citizenship, ancestry, religion, sex, sexual orientation, gender perception or identity, age, disability, veteran or military status, or any other basis prohibited by law.
If you are a California resident, please be aware Sureify collects personal information from you during the application process, which may include your name, contact details, employment history, and educational background, in accordance with the California Consumer Privacy Act (CCPA). We use this information solely to evaluate your candidacy for employment and may share it with internal hiring personnel as needed.
Application prep
Use the role’s language and application details while tailoring your materials.
Keywords to mirror
gosqlaillm
- Platform
- greenhouse
- Effort
- quick