deskbird

Director of GTM Operations

deskbird

full-time

Posted on:

Location Type: Hybrid

Location: Berlin • Germany

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Job Level

Lead

Tech Stack

SQL

About the role

  • Own Revenue Truth (Data, Definitions & Reporting)
  • Define and maintain: Funnel stages (Lead → MQL → SQL → Opportunity → Closed Won), stage entry/exit criteria, attribution logic, ARR and pipeline reporting standards.
  • Establish a single source of truth across all GTM teams.
  • Own pipeline reporting, forecasting infrastructure & performance dashboards.
  • Ensure that when leadership asks: “Are we hitting plan?” There is one clear, trusted answer.
  • Design the Revenue Engine (Structure & Planning)
  • Own the design and evolution of: Territory models (regional structure), segment logic (SMB vs Mid-Market), lead routing and ownership rules & pipeline coverage requirements.
  • Lead: Quota modeling (in partnership with Sales leadership), capacity planning (headcount vs revenue targets), annual and quarterly GTM planning.
  • Support Finance and leadership with: Scenario modeling & growth planning assumptions.
  • Optimize Revenue Velocity (Process & Funnel Performance)
  • Identify and remove bottlenecks across the funnel: Marketing → BDR → Sales handoffs, qualification processes & deal progression.
  • Define and enforce: SLAs between teams, qualification frameworks (e.g. MEDDPIC or similar) & pipeline hygiene standards.
  • Own: Deal review processes, funnel conversion optimization & experiment tracking.
  • Own GTM Systems & Infrastructure
  • Own architecture and governance of: CRM (e.g. HubSpot), marketing automation, sales tools & integrations.
  • Ensure: Clean data flows across systems, scalable, efficient workflows, high data quality & hygiene.
  • Define: Tool stack strategy, system usage standards, documentation and training
  • Drive Revenue Intelligence & Decision Support
  • Deliver insights that guide leadership decisions: Channel performance & ROI, CAC and payback analysis, cohort analysis, win/loss analysis, segment profitability.
  • Identify: Growth opportunities, efficiency gaps, forecast risks.
  • Move the organization from: reactive reporting → proactive decision-making
  • Enable GTM Teams
  • Build and scale enablement across Marketing, BDR, and Sales: Process documentation, tool training, onboarding frameworks.
  • Ensure teams: Understand how the system works, follow defined processes & can operate efficiently within it.

Requirements

  • 8–12+ years in RevOps / GTM Ops / Sales Ops in B2B SaaS.
  • Proven experience building or scaling revenue operations in a growth-stage company.
  • Deep experience with CRM systems (HubSpot, Salesforce, etc.).
  • Strong background in: Funnel design, forecasting, data analysis & process optimization.
  • Skills & Mindset: Highly analytical and structured thinker.
  • Strong systems designer, understands how all pieces connect.
  • Comfortable working across Marketing, Sales, and Finance.
  • High ownership and accountability mindset.
  • Able to balance strategic thinking with operational execution.
  • Strong communicator, can translate complexity into clarity.
Benefits
  • Grow fast: Join Europe’s leading workplace management software company and accelerate your career development.
  • Annual company summit: Meet the whole team at our yearly summit in inspiring locations across Europe (check out the video from our last summit).
  • Team “Bursts”: Unlimited opportunities to collaborate with your team in person.
  • Home office support: Financial contribution to set up a comfortable, productive home office.
  • Learning & development: Annual budget for coaching, certifications, and conferences.
  • Hub visit: Yearly sponsored trip to one of our hubs.
  • Generous annual leave: Plenty of time off to recharge.
  • Joy budget: Annual budget to spend on activities that spark joy, connection, and shared energy.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
revenue operationsfunnel designforecastingdata analysisprocess optimizationquota modelingcapacity planningpipeline reportingscenario modelingpipeline conversion optimization
Soft Skills
analytical thinkingstructured thinkingownership mindsetaccountabilitystrategic thinkingoperational executioncommunicationclarity in complexitycollaborationenablement