Director, GTM Strategy and Operations

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

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.