Director, GTM Business Operations
Dialpad, Tempe, AZ, United States
Director, GTM Business Operations
About Dialpad Dialpad is the leading AI-powered customer communications platform, transforming how businesses communicate with their customers. More than 50,000 companies around the globe including Netflix, RE/MAX, Uber, Randstad, and Tractor Supply rely on Dialpad to build stronger customer connections using real-time, AI-driven insights. Being a Dialer At Dialpad, you'll be part of a collaborative team working toward our shared mission of making our customers and their employees wildly successful. We believe that every conversation matters, and we're elevating each one with a platform that drives real-time insights and automation for our customers. We thrive on continuous evolution, where every employee leverages industry-leading AI to constantly refine our platform and our own skills. We seek individuals who not only meet our high standards but go beyond them. Our ambition is significant, and achieving it requires a team that operates at the highest level. We look for individuals who are not just ambitious but who also possess the traits that are fundamental to our success: Scrappy, Curious, Optimistic, Persistent, and Empathetic. Your Role As a Director, GTM Business Operations, you'll be the execution leader for Dialpad's pre-close revenue engine. This role owns forecast integrity, pipeline governance, deal inspection rigor, go-to-market readiness, and pre-sales capacity alignment across Enterprise, Mid-Market, Commercial, Small Business, Professional Services, and Solution Engineering. You will lead a team of Revenue Operations Managers and serve as the operational bridge between Sales, Product, Marketing, Product Marketing and Executive leadership to ensure new initiatives translate into measurable revenue outcomes. You will be accountable for improving win rates, reducing late-stage slippage, and elevating operational discipline across the revenue organization. This is a highly visible role working directly with Sales, Solution Engineering, and executive leadership. This position reports to our VP, Revenue Operations and has the opportunity to be based in our Austin or Tempe offices. What You'll Do Forecast Integrity & Predictability
Own forecast methodology and inspection standards Improve forecast accuracy across segments Identify and address systemic forecasting gaps Strengthen executive confidence in revenue projections Pipeline Governance & Deal Rigor
Establish structured pipeline councils across segments Enforce stage discipline and inspection standards Reduce late-stage slippage and improve conversion Elevate execution quality in complex and strategic deals Campaign & SPIFF Execution
Translate campaign objectives into measurable pipeline execution plans Ensure campaign performance is visible and inspectable Operationalize SPIFF mechanics in partnership with Revenue Performance & Governance Monitor incentive-driven behavior and flag unintended consequences Segment Operational Performance
Lead Revenue Operations support across: Upmarket (Enterprise, Mid-Market, Client Sales/Expansion) Downmarket (Commercial & Small Business) Channel & International Professional Services & Solution Engineering Voice of Seller
Establish structured feedback loops from Sales and SE Identify recurring friction points across process, tools, and product Translate seller feedback into operational improvements Ensure insights are communicated clearly to Product and executive stakeholders Solution Engineering & Pre-Sales Alignment
Align SE capacity with pipeline demand Proactively manage capacity constraints impacting close rates Ensure operational rigor in high-value deal support New Product Introduction (NPI) & Product Interlocks
Operationalize new product launches within Sales motions Define pipeline visibility and inspection standards for new offerings Partner with Product to ensure launch readiness across segments Monitor adoption, attach rates, and early performance signals Serve as the RevOps lead in product interlock forums Skills You'll Bring 1012+ years in Revenue Operations, Sales Strategy, or GTM Operations Experience supporting multi-segment SaaS organizations Deep expertise in enterprise deal cycles and pipeline mechanics Proven experience leading operational teams Strong executive presence with the ability to challenge constructively Structured, data-driven decision maker with high accountability standards We believe in investing in our people. Dialpad offers competitive benefits and perks, alongside a robust training program that helps you reach your full potential. We have designed our offices to be inclusive, offering a vibrant environment to cultivate collaboration and connection. Our exceptional culture, recognized repeatedly as a certified Great Place to Work, ensures every employee feels valued and empowered to contribute to our collective success. Don't meet every single requirement? If you're excited about this role and you possess the fundamental traits, the drive, and strong ambition we seek, but your experience doesn't satisfy every qualification, we encourage you to apply. Dialpad is an equal-opportunity employer. We are dedicated to creating an inclusive environment, free of discrimination and harassment.
About Dialpad Dialpad is the leading AI-powered customer communications platform, transforming how businesses communicate with their customers. More than 50,000 companies around the globe including Netflix, RE/MAX, Uber, Randstad, and Tractor Supply rely on Dialpad to build stronger customer connections using real-time, AI-driven insights. Being a Dialer At Dialpad, you'll be part of a collaborative team working toward our shared mission of making our customers and their employees wildly successful. We believe that every conversation matters, and we're elevating each one with a platform that drives real-time insights and automation for our customers. We thrive on continuous evolution, where every employee leverages industry-leading AI to constantly refine our platform and our own skills. We seek individuals who not only meet our high standards but go beyond them. Our ambition is significant, and achieving it requires a team that operates at the highest level. We look for individuals who are not just ambitious but who also possess the traits that are fundamental to our success: Scrappy, Curious, Optimistic, Persistent, and Empathetic. Your Role As a Director, GTM Business Operations, you'll be the execution leader for Dialpad's pre-close revenue engine. This role owns forecast integrity, pipeline governance, deal inspection rigor, go-to-market readiness, and pre-sales capacity alignment across Enterprise, Mid-Market, Commercial, Small Business, Professional Services, and Solution Engineering. You will lead a team of Revenue Operations Managers and serve as the operational bridge between Sales, Product, Marketing, Product Marketing and Executive leadership to ensure new initiatives translate into measurable revenue outcomes. You will be accountable for improving win rates, reducing late-stage slippage, and elevating operational discipline across the revenue organization. This is a highly visible role working directly with Sales, Solution Engineering, and executive leadership. This position reports to our VP, Revenue Operations and has the opportunity to be based in our Austin or Tempe offices. What You'll Do Forecast Integrity & Predictability
Own forecast methodology and inspection standards Improve forecast accuracy across segments Identify and address systemic forecasting gaps Strengthen executive confidence in revenue projections Pipeline Governance & Deal Rigor
Establish structured pipeline councils across segments Enforce stage discipline and inspection standards Reduce late-stage slippage and improve conversion Elevate execution quality in complex and strategic deals Campaign & SPIFF Execution
Translate campaign objectives into measurable pipeline execution plans Ensure campaign performance is visible and inspectable Operationalize SPIFF mechanics in partnership with Revenue Performance & Governance Monitor incentive-driven behavior and flag unintended consequences Segment Operational Performance
Lead Revenue Operations support across: Upmarket (Enterprise, Mid-Market, Client Sales/Expansion) Downmarket (Commercial & Small Business) Channel & International Professional Services & Solution Engineering Voice of Seller
Establish structured feedback loops from Sales and SE Identify recurring friction points across process, tools, and product Translate seller feedback into operational improvements Ensure insights are communicated clearly to Product and executive stakeholders Solution Engineering & Pre-Sales Alignment
Align SE capacity with pipeline demand Proactively manage capacity constraints impacting close rates Ensure operational rigor in high-value deal support New Product Introduction (NPI) & Product Interlocks
Operationalize new product launches within Sales motions Define pipeline visibility and inspection standards for new offerings Partner with Product to ensure launch readiness across segments Monitor adoption, attach rates, and early performance signals Serve as the RevOps lead in product interlock forums Skills You'll Bring 1012+ years in Revenue Operations, Sales Strategy, or GTM Operations Experience supporting multi-segment SaaS organizations Deep expertise in enterprise deal cycles and pipeline mechanics Proven experience leading operational teams Strong executive presence with the ability to challenge constructively Structured, data-driven decision maker with high accountability standards We believe in investing in our people. Dialpad offers competitive benefits and perks, alongside a robust training program that helps you reach your full potential. We have designed our offices to be inclusive, offering a vibrant environment to cultivate collaboration and connection. Our exceptional culture, recognized repeatedly as a certified Great Place to Work, ensures every employee feels valued and empowered to contribute to our collective success. Don't meet every single requirement? If you're excited about this role and you possess the fundamental traits, the drive, and strong ambition we seek, but your experience doesn't satisfy every qualification, we encourage you to apply. Dialpad is an equal-opportunity employer. We are dedicated to creating an inclusive environment, free of discrimination and harassment.