Director of GTM Operations

Your mission:
We are building a segment- and region-aligned revenue organization designed for predictable, scalable growth.

The Director of GTM Operations will act as the revenue nerve center, owning the infrastructure, systems, and intelligence that power the entire go-to-market engine across Marketing and Sales.

This role ensures that:• Revenue performance is measurable, reliable, and transparent.
• The funnel operates with clarity, consistency, and efficiency.
• Strategic decisions are driven by data, not assumptions.

This is a high-impact, strategic operator role combining analytical depth, system design, and cross-functional leadership.

In this role you will:
1. Own Revenue Truth (Data, Definitions & Reporting)• Define and maintain: Funnel stages (Lead → MQL → SQL → Opportunity → Closed Won), stage entry/exit criteria, attribution logic, ARR and pipeline reporting standards.
• Establish a single source of truth across all GTM teams.
• Own pipeline reporting, forecasting infrastructure & performance dashboards.
• Ensure that when leadership asks: “Are we hitting plan?” There is one clear, trusted answer.

2. Design the Revenue Engine (Structure & Planning)
• Own the design and evolution of: Territory models (regional structure), segment logic (SMB vs Mid-Market), lead routing and ownership rules & pipeline coverage requirements.
• Lead: Quota modeling (in partnership with Sales leadership), capacity planning (headcount vs revenue targets), annual and quarterly GTM planning.
• Support Finance and leadership with: Scenario modeling & growth planning assumptions.

3. Optimize Revenue Velocity (Process & Funnel Performance)
• Identify and remove bottlenecks across the funnel: Marketing → BDR → Sales handoffs, qualification processes & deal progression.
• Define and enforce: SLAs between teams, qualification frameworks (e.g. MEDDPIC or similar) & pipeline hygiene standards.
• Own: Deal review processes, funnel conversion optimization & experiment tracking.

4. Own GTM Systems & Infrastructure
• Own architecture and governance of: CRM (e.g. HubSpot), marketing automation, sales tools & integrations.
• Ensure: Clean data flows across systems, scalable, efficient workflows, high data quality & hygiene.
• Define: Tool stack strategy, system usage standards, documentation and training

5. Drive Revenue Intelligence & Decision Support• Deliver insights that guide leadership decisions: Channel performance & ROI, CAC and payback analysis, cohort analysis, win/loss analysis, segment profitability.
• Identify: Growth opportunities, efficiency gaps, forecast risks.
• Move the organization from: reactive reporting → proactive decision-making

6. Enable GTM Teams
• Build and scale enablement across Marketing, BDR, and Sales: Process documentation, tool training, onboarding frameworks.
• Ensure teams: Understand how the system works, follow defined processes & can operate efficiently within it.

What you need to be successful:
• 8–12+ years in RevOps / GTM Ops / Sales Ops in B2B SaaS.
• Proven experience building or scaling revenue operations in a growth-stage company,
• Deep experience with CRM systems (HubSpot, Salesforce, etc.).
• Strong background in: Funnel design, forecasting, data analysis & process optimization.

Skills & Mindset• Highly analytical and structured thinker.
• Strong systems designer, understands how all pieces connect.
• Comfortable working across Marketing, Sales, and Finance.
• High ownership and accountability mindset.
• Able to balance strategic thinking with operational execution.
• Strong communicator, can translate complexity into clarity.

Bonus• Experience in multi-region GTM organizations.
• Experience supporting both SMB and Mid-Market motions.
• Familiarity with modern marketing and sales tech stacks.
• Experience partnering closely with Finance on planning and modeling.

What’s in it for you?:
• Grow fast: Join Europe’s leading workplace management software company and accelerate your career development.
• Annual company summit: Meet the whole team at our yearly summit in inspiring locations across Europe (check out the video from our last summit).
• Team “Bursts”: Unlimited opportunities to collaborate with your team in person.
• Home office support: Financial contribution to set up a comfortable, productive home office.
• Learning & development: Annual budget for coaching, certifications, and conferences.
• Hub visit: Yearly sponsored trip to one of our hubs.
• Generous annual leave: Plenty of time off to recharge.
• Joy budget: Annual budget to spend on activities that spark joy, connection, and shared energy.