Responsibilities

• New Business Performance Engine: Own the acquisition funnel from lead through closed won, with accountability for pipeline health, conversion, and new logo attainment. Identify and address bottlenecks across lead quality, routing, speed-to-lead, and rep productivity in partnership with Sales and Marketing leadership.
• Analytics & Insights: Partner with the GTM focused Analysts to ensure clear visibility into funnel performance and pipeline health. Translate data into actionable insights and drive alignment to ensure measurable business impact.
• Prioritization & Resource Allocation: Own prioritization across GTM Operations, making clear tradeoffs and aligning team capacity to the highest-impact opportunities. Serve as a key input into broader GTM prioritization and investment decisions.
• GTM Operating Model & Execution: Define and manage the operating cadence across forecasting, pipeline reviews, and MBRs. Establish and improve processes across lead management, qualification, routing, and handoffs to ensure consistent execution across teams and segments.
• Systems & Process Ownership: Own the performance and evolution of the GTM tech stack, including Salesforce and engagement tools. Partner with Business Systems on core infrastructure while defining requirements and prioritization to support scale.
• GTM System Design: Continuously evaluate and redesign GTM processes, workflows, and handoffs to improve performance, scalability, and efficiency.
• Change Management & Adoption: Drive adoption of GTM processes and operating standards across Sales, Marketing, and CS. Influence behavior change and ensure initiatives are fully adopted and delivering impact.
• Team Leadership & Development: Lead and develop a high-performing team across Ops & Systems. Set priorities, manage capacity, and elevate the team from reactive support to proactive ownership.
• Cross-Functional Alignment: Partner with Sales, Marketing, and CS leadership to ensure alignment across acquisition and downstream workflows, supporting areas that impact new business performance.