Director, GTM Operations

Company: Finite State
Location: Fully Distributed Workforce (Remote First)

About Finite State:
Finite State partners with product security teams to create transparency for connected devices and supply chains across all industries. Our platform provides visibility into firmware and software components, identifying vulnerabilities and offering remediation guidance. We are a fast-growing, mission-driven company committed to a remote-first culture.

Role Summary:
The Director, GTM Operations will drive operational excellence, strategic alignment, and measurable growth across sales, marketing, customer success, and partner functions. Reporting to the Chief Revenue Officer (CRO), you will design, optimize, and oversee processes, tools, and metrics to enable efficient execution of go-to-market strategies. The ideal candidate has a proven track record of aligning cross-functional teams, improving workflows, and scaling business systems.

Responsibilities:

• GTM Strategy Development: Partner with leadership to design and implement scalable go-to-market strategies.
• Process Optimization: Identify and improve workflows across sales, marketing, and customer success for enhanced efficiency.
• Sales Enablement: Develop GTM playbooks, training programs, and tools to support sales teams and ensure alignment with marketing.
• Performance Metrics & Reporting: Track, analyze, and report on key GTM metrics (pipeline health, sales performance, CAC, retention rates).
• Forecasting & Planning: Lead forecasting processes, territory planning, and resource allocation.
• Contract & Compensation Management: Optimize contract lifecycle processes and manage compensation programs.
• Systems & Tools Management: Oversee administration and optimization of GTM tools (Salesforce, HubSpot, Clay, Avoma, Salesloft, Warmly, Sequence), driving system hygiene and automation.
• Cross-Functional Collaboration: Act as a liaison between sales, marketing, product, and customer success teams.
• Budget Management: Manage GTM operations budgets, overseeing spend allocation and ROI analysis.
• Training & Development: Create and oversee onboarding and training programs.
• Insights & Analysis: Conduct win/loss analysis, customer feedback reviews, and competitive research.

Requirements:

• 5+ years in GTM, sales operations, revenue operations, or related roles within a SaaS or high-growth technology company.
• Proficiency in Salesforce and HubSpot required; preferred experience with Clay, Warmly, Salesloft, and similar GTM tools.
• Proven ability to design, implement, and scale go-to-market strategies and processes.
• Strong analytical skills with a focus on metrics, reporting, and actionable insights.
• Demonstrated experience in developing and optimizing cross-functional workflows.
• Exceptional leadership, stakeholder management, and cross-functional collaboration skills.
• Experience integrating AI and emerging technologies into operations.
• Excellent communication skills.
• Ability to manage multiple projects, prioritize initiatives, and meet deadlines.
• Bachelor’s Degree in business, operations, or a related field.

Finite State Values (CLARITY): Customer first, Leverage, Agency, Results, Integrity, Transparency, Why. We are committed to bold innovation and a remote-first culture. We are proud to be an Equal Employer Opportunity employer.