Director of GTM Strategy & Operations

CircleCI is seeking a strategic and analytical Director of GTM Strategy & Operations to spearhead our ambitious revenue growth strategies. The Go-to-Market Strategy & Operations function within CircleCI is a pivotal business function, designed to holistically manage, strategize and facilitate all revenue-related activities within the organization. This function reports to the Chief Revenue Officer and is collectively responsible for revenue strategy, revenue operations, revenue Rhythm of Business (ROB), revenue reporting & forecasting, and sales enablement and training. The sub-functions operate in a highly integrated manner, each contributing uniquely towards the cohesive goal of maximizing CircleCI's revenue growth and profitability.

Responsibilities

GTM Strategy: In this role, you will be personally responsible for developing, implementing and managing strategies that boost the company’s overall revenue. It involves setting strategic pricing, product marketing strategies, and growth initiatives based on market trends, competitive landscapes and company capabilities.

Additionally, you will manage individuals and/or teams responsible for the following:

GTM Rhythm of Business (ROB): Sets and maintains the pace and regular patterns of revenue-generating activities. Ensures the alignment and synchronization of all sales efforts and strategies for optimal efficiency and effectiveness.

GTM Reporting & Forecasting: Prepares insights driven, regular reporting on key performance indicators (KPIs) and operational metrics. It involves data aggregation, analysis, and presentation to assist in decision-making and strategy development.

Sales Enablement & Training: Ensures that the sales team is equipped with essential skills, knowledge, and tools necessary to maximize sales effectiveness. It includes onboarding, ongoing training, coaching, creating sales materials and leveraging technology to enhance sales productivity.

GTM Operations: Ensures the smooth and efficient execution of the go-to-market (GTM) processes and the technology stack. Focuses on managing the sales pipeline, tracking key metrics, and deploying technologies to optimize sales performance.

Qualifications

• Bachelor’s degree in Business Administration, Finance, or a related field. An MBA or related post-graduate qualification is preferred.
• A minimum of 10 years’ experience in sales operations, strategic planning, finance, or a highly analytical role within a fast-paced and growth-oriented environment.
• Proven experience personally developing and executing revenue strategies and managing revenue operations.
• Demonstrable leadership experience, with a track record in managing multi-functional teams and driving cross-functional collaboration.
• Proficiency in financial modeling and revenue-management tools to effectively gauge and enhance revenue performance.
• Solid understanding of GTM strategies, sales enablement practices, and revenue KPIs. Experience with managing a GTM tech stack is preferred.
• Decision-making prowess based on data and analytics. Skilled in data aggregation, trend analysis, and strategic data utilization.
• Strong experience in defining and managing rhythms of business (ROB) and aligning these patterns across organizations for greater efficiency and effectiveness.
• Superior communication and presentation skills - able to simplify complex data and insights for diverse internal audiences.
• Proficiency in CRM software (e.g., Salesforce) and business intelligence tools, along with adaptability to new technologies employed in revenue operations.
• Spirited leadership with effective people management and team building capabilities. A commitment to fostering an environment of continuous learning and growth.
• Acute commercial acumen and ability to make strategic, customer-centric decisions. Familiarity with the market trends, competitive landscapes, and company capabilities is viewed as a plus.
• High level of ambition and drive with demonstrable examples of being a self-starter. Excellent problem-solving abilities and resilience in the face of challenges

About CircleCI