Director, GTM Operations
Rippling, Atlanta, GA, United States
Job Overview
Harver is looking for a Director of GTM Operations to lead and scale the operating backbone of our revenue engine across Sales, Marketing, and Customer Success as we grow our enterprise SaaS business. This role partners closely with GTM and executive leadership to bring structure, governance, and predictability to how we generate, close, retain, and expand revenue.
In this role, you will own Sales Operations, Marketing Operations, and Customer Operations—ensuring the full revenue funnel and customer lifecycle is visible, measurable, and scalable. You will translate data into clear decisions, and decisions into operating programs that support durable growth.
This is a “build” role. We're looking for someone who will reimagine how GTM ops works, not inherit a playbook.
In this role you get to GTM Operations
Champion AI adoption across the GTM organization, identifying and deploying AI-powered tools and workflows that increase rep productivity, reduce manual operations overhead, and accelerate revenue outcomes
Integrate AI-driven insights into core GTM processes, including pipeline forecasting, lead scoring, churn prediction, and customer health monitoring, ensuring teams act on signal rather than intuition
Evaluate and govern the use of AI tools across the GTM tech stack, partnering with Sales, Marketing, CS, and IT to ensure tools are adopted responsibly, integrated cleanly with Salesforce, and delivering measurable ROI
Drive automation of repetitive operational workflows using AI and no-code/low-code tooling to free up GTM teams to focus on high-value selling, retention, and expansion activities
Enablement of entire go-to-market operations including Sales, Customer Success, Marketing and the overall GTM tools and technology stack
Own end-to-end administration of sales commission and incentive compensation programs across sales team
Manage the framework evaluating and supporting customer return-on-investment (ROI) and return-on-talent investment (ROTI)
Ensure clean handoffs and shared accountability between Marketing, Sales, and CS
Partner with Finance and FP&A teams on top-line ARR forecasting and GTM expenses
Lead and develop a high-performing Revenue Operations team
Act as connective tissue across Sales, Marketing, Customer Success, Finance, Product, and Legal
Lead Sales Revenue Operations to drive pipeline health, bookings, and forecast accuracy
Own end-to-end sales operational programs from pipeline strategy through close
Design and run weekly, monthly, and quarterly forecasting cadences with Sales and Finance
Lead territory design, account segmentation, coverage models, and capacity planning
Own pricing and discount governance with Finance and Legal
Support complex, enterprise, and non-standard deal approvals
Establish and enforce Salesforce pipeline discipline and inspection rigor
Marketing Operations
Own Marketing Operations in partnership with Marketing leadership
Define and operationalize lead lifecycle stages, routing, and qualification criteria
Establish full-funnel visibility from lead through close and expansion
Partner on campaign measurement, attribution modeling, and ROI analysis
Maintain data integrity across marketing systems and Salesforce
Support ICP definition, segmentation, and targeting strategy
Customer Success and Retention Operations
Own Customer Operations across onboarding, adoption, renewals, and expansion support
Partner with Customer Success leadership on lifecycle stages, health scoring, and risk signals
Design and maintain renewal forecasting with timing, probability, and risk visibility
Establish operating metrics for Gross Retention, Net Revenue Retention, churn, and expansion
Ensure clean, auditable customer, contract, and entitlement data
Support renewal and expansion deal structures with CS, Sales, Finance, and Legal
Build reporting that surfaces churn drivers and expansion opportunities
Own the end-to-end reporting across the customer success teams including expansion and retention and renewal calculations
GTM Systems and Tool Stack
Own the end-to-end revenue operations systems architecture with Salesforce as the system of record
Maintain a single source of truth across pipeline, funnel, customers, contracts, and renewals
Drive Salesforce improvements, automation, and scalable workflows
Partner with GTM teams on all tooling decisions
We’re looking for people who have:
8–12+ years of experience in Revenue Operations, GTM Operations, or related roles within B2B SaaS
Demonstrated experience designing and deploying AI-powered workflows that changed how a GTM team operates (not just using tools, but building systems)
Director-level experience in a scaling SaaS environment
Proven ownership across Sales Ops, Marketing Ops, and Customer Ops
Strong background in forecasting, funnel analytics, and revenue reporting
Hands‑on experience supporting renewals, retention, and expansion motions
Deep expertise in Salesforce; marketing automation, CPQ, and BI tools a strong plus
Experience partnering closely with CRO, CFO, FP&A and GTM leadership
Strong analytical, operational, and executive communication skills
Benefits
Discretionary paid time off
Flexible benefit plan options
Retirement savings programs
Bonus opportunities and employee referral rewards
Harver is an equal opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
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In this role, you will own Sales Operations, Marketing Operations, and Customer Operations—ensuring the full revenue funnel and customer lifecycle is visible, measurable, and scalable. You will translate data into clear decisions, and decisions into operating programs that support durable growth.
This is a “build” role. We're looking for someone who will reimagine how GTM ops works, not inherit a playbook.
In this role you get to GTM Operations
Champion AI adoption across the GTM organization, identifying and deploying AI-powered tools and workflows that increase rep productivity, reduce manual operations overhead, and accelerate revenue outcomes
Integrate AI-driven insights into core GTM processes, including pipeline forecasting, lead scoring, churn prediction, and customer health monitoring, ensuring teams act on signal rather than intuition
Evaluate and govern the use of AI tools across the GTM tech stack, partnering with Sales, Marketing, CS, and IT to ensure tools are adopted responsibly, integrated cleanly with Salesforce, and delivering measurable ROI
Drive automation of repetitive operational workflows using AI and no-code/low-code tooling to free up GTM teams to focus on high-value selling, retention, and expansion activities
Enablement of entire go-to-market operations including Sales, Customer Success, Marketing and the overall GTM tools and technology stack
Own end-to-end administration of sales commission and incentive compensation programs across sales team
Manage the framework evaluating and supporting customer return-on-investment (ROI) and return-on-talent investment (ROTI)
Ensure clean handoffs and shared accountability between Marketing, Sales, and CS
Partner with Finance and FP&A teams on top-line ARR forecasting and GTM expenses
Lead and develop a high-performing Revenue Operations team
Act as connective tissue across Sales, Marketing, Customer Success, Finance, Product, and Legal
Lead Sales Revenue Operations to drive pipeline health, bookings, and forecast accuracy
Own end-to-end sales operational programs from pipeline strategy through close
Design and run weekly, monthly, and quarterly forecasting cadences with Sales and Finance
Lead territory design, account segmentation, coverage models, and capacity planning
Own pricing and discount governance with Finance and Legal
Support complex, enterprise, and non-standard deal approvals
Establish and enforce Salesforce pipeline discipline and inspection rigor
Marketing Operations
Own Marketing Operations in partnership with Marketing leadership
Define and operationalize lead lifecycle stages, routing, and qualification criteria
Establish full-funnel visibility from lead through close and expansion
Partner on campaign measurement, attribution modeling, and ROI analysis
Maintain data integrity across marketing systems and Salesforce
Support ICP definition, segmentation, and targeting strategy
Customer Success and Retention Operations
Own Customer Operations across onboarding, adoption, renewals, and expansion support
Partner with Customer Success leadership on lifecycle stages, health scoring, and risk signals
Design and maintain renewal forecasting with timing, probability, and risk visibility
Establish operating metrics for Gross Retention, Net Revenue Retention, churn, and expansion
Ensure clean, auditable customer, contract, and entitlement data
Support renewal and expansion deal structures with CS, Sales, Finance, and Legal
Build reporting that surfaces churn drivers and expansion opportunities
Own the end-to-end reporting across the customer success teams including expansion and retention and renewal calculations
GTM Systems and Tool Stack
Own the end-to-end revenue operations systems architecture with Salesforce as the system of record
Maintain a single source of truth across pipeline, funnel, customers, contracts, and renewals
Drive Salesforce improvements, automation, and scalable workflows
Partner with GTM teams on all tooling decisions
We’re looking for people who have:
8–12+ years of experience in Revenue Operations, GTM Operations, or related roles within B2B SaaS
Demonstrated experience designing and deploying AI-powered workflows that changed how a GTM team operates (not just using tools, but building systems)
Director-level experience in a scaling SaaS environment
Proven ownership across Sales Ops, Marketing Ops, and Customer Ops
Strong background in forecasting, funnel analytics, and revenue reporting
Hands‑on experience supporting renewals, retention, and expansion motions
Deep expertise in Salesforce; marketing automation, CPQ, and BI tools a strong plus
Experience partnering closely with CRO, CFO, FP&A and GTM leadership
Strong analytical, operational, and executive communication skills
Benefits
Discretionary paid time off
Flexible benefit plan options
Retirement savings programs
Bonus opportunities and employee referral rewards
Harver is an equal opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
#J-18808-Ljbffr