Director, GTM Operations

Finite State partners with product security teams, the guardians of our connected world, to create transparency for their connected devices and supply chains. Our platform handles connected devices and embedded systems across all industries, including those found in enterprises, healthcare, utilities, connected vehicles, manufacturing facilities, critical infrastructure, and government entities. We are a fast-growing series-B company with a fully distributed workforce. Led by a team of seasoned experts, we are a mission-driven team passionate about arming our customers with the actionable insights, critical vulnerability data, and remediation guidance necessary to mitigate product risk and protect the connected attack surface. We are committed to a remote first culture. Role Summary: The Director, GTM (Go-to-Market) Operations will play a pivotal role in driving operational excellence, strategic alignment, and measurable growth across the organization’s sales, marketing, customer success, and partner functions. Reporting to the Chief Revenue Officer (CRO), this individual will design, optimize, and oversee processes, tools, and metrics that enable efficient execution of our go-to-market strategies. The ideal candidate will have a proven track record of aligning cross-functional teams, improving operational workflows, and scaling business systems to deliver customer value and organizational success. Responsibilities: GTM Strategy Development: Partner with leadership to design and implement scalable go-to-market strategies that drive revenue growth, improve customer satisfaction, and align with business objectives. Process Optimization: Identify and improve workflows across sales, marketing, and customer success to enhance efficiency and productivity. Sales Enablement: Develop and maintain GTM playbooks, training programs, and tools to support the success of sales teams. Ensure alignment between sales and marketing initiatives. Performance Metrics & Reporting: Track, analyze, and report on key GTM metrics such as pipeline health, sales performance, customer acquisition cost, and retention rates. Forecasting & Planning: Lead forecasting processes, territory planning, and resource allocation to ensure accurate and data-driven business decisions. Contract & Compensation Management: Optimize contract lifecycle processes, manage compensation programs, and support quoting workflows for efficiency. Systems & Tools Management: Oversee the administration and optimization of GTM tools and platforms, including Salesforce (SFDC), HubSpot, Clay, Avoma, Salesloft, Warmly, and Sequence. Drive system hygiene, reporting, and automation. Cross-Functional Collaboration: Serve as a bridge between sales, marketing, product, and customer success teams to align initiatives, resolve operational challenges, and drive consistent execution. Budget Management: Manage GTM operations budgets, providing oversight for spend allocation, ROI analysis, and cost optimization. Training & Development: Create and oversee onboarding programs, training schedules, and materials to enable team readiness and continuous improvement. Insights & Analysis: Conduct win/loss analysis, customer feedback reviews, and competitive research to uncover opportunities for improvement and growth. Requirements: Experience: 5+ years in GTM, sales operations, revenue operations, customer operations, or related roles within a SaaS or high-growth technology company. Technical Expertise: Proficiency in Salesforce and HubSpot required; preferred in Clay, Warmly, Salesloft, and similar GTM tools. Strategic Thinking: Proven ability to design, implement, and scale go-to-market strategies and processes. Data-Driven Approach: Strong analytical skills with a focus on metrics, reporting, and actionable insights. Process Optimization: Demonstrated experience in developing and optimizing workflows across sales, marketing, and customer success. Leadership & Collaboration: Exceptional leadership, stakeho