Principal, Revenue Operations – GTM Execution

Coalfire

Principal leader in Revenue Operations at Coalfire, ensuring coordinated execution across marketing, sales, and partners while managing the pipeline and outsourced SDR program.

Posted 6/26/2026full-timeRemote • 🇺🇸 United StatesLead💰 $104,000 - $179,600 per yearWebsite

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Hard Skills

Revenue OperationsSales Operationspipeline health managementmarketing-to-sales alignmentSDR program managementcross-functional alignmentSalesforcemarketing automation platforms

Soft Skills

accountabilityleadershipcommunicationproblem-solving

Tools & Technologies

Salesforcemarketing automation platforms

Industry Keywords

B2B environmentMQLGTM calendarforecastingrevenue analytics

About the role

Key responsibilities & impact

Own the MQL to opportunity handoff process — ensuring leads are routed correctly, followed up on promptly, and that no lead goes unactioned.
Partner with marketing to define and maintain lead quality standards, MQL definitions, and conversion benchmarks; hold both sides accountable to agreed service levels.
Monitor pipeline generation against targets on a weekly basis; identify gaps and hold teams accountable to commitments.
Serve as the primary point of escalation when pipeline generation is at risk — proactively surfacing issues to Sales Leadership before they become forecast problems.
Partner with the Director, Forecasting & Revenue Analytics to ensure top-of-funnel metrics connect to pipeline and bookings forecasts.
Coordinate across marketing, offering management, and delivery to ensure the field has the tools and content needed to execute — including pricing, bid sheets, scoping tables, proposal templates, and value messaging.
Own the relationship with Coalfire’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
Own and maintain Coalfire’s master GTM calendar — coordinating activity across marketing campaigns, events, offering launches, partner programs, SDR plays, AE activity, and training.
Travel as required by leadership — generally less than 20%

Requirements

What you’ll need

10+ years of experience in Revenue Operations, Sales Operations, or a senior GTM operational role in a B2B environment
Demonstrated experience owning pipeline health and marketing-to-sales alignment at a senior level
Experience managing an outsourced or in-house SDR / BDR program
Proven ability to drive cross-functional alignment and accountability without direct authority
Proficiency in Salesforce and familiarity with marketing automation platforms
Bachelor’s degree in Business, Marketing, or a related field

Benefits

Comp & perks

paid parental leave
flexible time off
certification and training reimbursement
digital mental health and wellbeing support membership
comprehensive insurance options