Director, GTM Operations

Marqeta

Director, GTM Operations focused on driving operational efficiency and aligning teams at Marqeta's embedded finance platform. Lead AI transformation efforts and manage compensation design for sales.

Posted 5/29/2026full-timeCalifornia, New York • 🇺🇸 United StatesLead💰 $187,000 - $275,000 per yearWebsite

About the role

Key responsibilities & impact

Establish and execute a strong operational cadence, bringing structure and sustainable, scalable processes to support business growth and ensure cross functional alignment
Lead the AI transformation for the RevOps function and go-to-market workflows, championing the change for the RevOps and GTM teams
Drive adoption of AI-powered workflows, automations, and agent-assisted processes that accelerate the team and the functions it supports
Refine and standardize processes, policies, and workflows to scale working with GTM leadership and functional stakeholders
Drive continual assessment of existing sales processes to deliver operational excellence through iterative improvements
Be accountable for the end-to-end operational infrastructure, overseeing the selection and implementation of tools and technologies to support GTM and revenue operations, including CRM systems (Salesforce) and related sales tools (Gong, Loopio, SPIFF etc.)
Drive system consolidation, migration, and implementation projects that improve data quality, reduce operational friction, and unlock new capabilities
Oversee incentive compensation design, working with executive leaders to understand strategic business objectives, assessing the success of current incentives, proposing new incentive designs, securing final decisions and approvals, and communicating new incentives to leaders and employees
Manage regular opex and headcount budget/actuals tracking for the GTM department, driving annual planning process in alignment with corporate planning goals and timelines
Collaborate closely with peers to establish best practices, foster knowledge sharing, and promote skills development across the GTM Operations organization
Manage and mentor a team of revenue operations professionals, fostering a culture of high performance and continuous learning

Requirements

What you’ll need

10+ years of proven experience managing a best-in-class, complex Sales Operations function supporting growth in a FinTech / modern payments sales environment
Strong operational mindset; skilled at building processes to scale
Salesforce expertise
Change agent challenging the status quo and setting new strategic & operational direction based on fact-based, data-driven analysis
Ability to frame a business problem, analyze options and provide recommendations based on data-driven analysis
Experience researching, developing and deploying sales tools, technologies and automation solutions/strategies in the field
Knowledge of typical comp plan structures in enterprise software (quotas, accelerators, pay mix, and on-target earnings)
Deep subject matter expertise and business process knowledge across territory management, sales account coverage, sales crediting and compensation
Outstanding problem solving and analytical skills including talent for conducting research, analyzing data, developing hypotheses, and synthesizing recommendations
Ability to think strategically but follow through in execution and operations
Ability to drive detailed analysis, but also synthesize findings into executive level communications.
Capable of managing a team responsible for supporting $1B+ of revenue.
Proven track record of success in providing strategic guidance and operational oversight in Sales Operations within a fin-tech sales environment.
A proven ability to develop tactical initiatives that improve sales productivity and performance
Heavily results driven and able to operate independently with minimum supervision.

Benefits

Comp & perks

Multiple health insurance options
Flexible time off – take what you need
Retirement savings program with company contribution and after tax contributions
Equity in a publicly-traded company and an Employee Stock Purchase Program
Family-forming benefits, fertility support, and up to 20 weeks of Parental Leave
Free therapy sessions, financial and professional coaching, and legal advice
Monthly stipend to support our remote work model
Annual “development dollars” to support our people growth and development

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Hard Skills & Tools

SalesforceAI-powered workflowsautomation solutionsdata analysisprocess standardizationincentive compensation designsales tools developmentterritory managementsales account coveragesales crediting

Soft Skills

operational mindsetchange agentproblem solvinganalytical skillsstrategic thinkingteam managementcommunicationcollaborationmentoringresults driven