Well

Operations

• Build and run a best-in-class Go To Market (GTM) Operations function that matches a maturing, enterprise-focused growth motion.
• Act as an insights-to-action engine, not a reporting function.
• Provide continuous, real-time visibility into pipeline health, progress against targets, and risk, enabling leadership to pivot strategy early.
• Serve as a critical partner to the CGO, CFO, and GTM management team on forecasting, planning, and board readiness.
• Own day-to-day pipeline reporting and visibility across inbound, outbound, consultant-led, and strategic deal motions.
• Track and analyze pipeline coverage, velocity, stage conversion, win rates, deal size, and sales cycle performance against established targets.
• Build and maintain dashboards and executive-ready views that surface progress, risk, and trends.
• Maintain forecasting models and scenario analyses to support leadership discussions and planning.
• Identify leading indicators of risk or underperformance and flag insights with clear supporting analysis.
• Support quarterly and annual GTM planning processes through data analysis, modeling, and performance insights.
• Provide analytical support for capacity planning, headcount modeling, and program effectiveness.
• Monitor performance against plans and highlight gaps, constraints, and execution risks.
• Partner with GTM leaders to translate goals into measurable operating metrics and execution plans.
• Act as an operational partner to Sales, Consultant Relations, Outbound Growth, and Product Marketing to improve execution consistency.
• Establish and maintain clear definitions, handoffs, and operating rhythms across market-facing teams.
• Ensure GTM data and insights are shared in a timely and usable way to inform messaging, enablement, and prioritization.
• Drive adoption of standardized processes and metrics to create a single source of truth.
• Own administration, optimization, and ongoing improvement of GTM systems including CRM, forecasting tools, and reporting platforms.
• Drive data hygiene, discipline, and system adoption across GTM teams.
• Design scalable processes that support complex enterprise deals while maintaining speed and clarity.
• Evaluate and pilot automation and AI-enabled workflows to improve efficiency and insight in partnership with leadership.
• Prepare GTM performance materials for executive leadership and board-level reviews.
• Translate complex pipeline and performance data into clear summaries and insights for senior stakeholders.
• Partner closely with Finance on forecasting accuracy, reporting cadence, and performance tracking.
• Surface risks early with supporting analysis and clear articulation of implications.
• Manage and develop a small GTM Operations team, starting with one associate-level individual contributor.
• Set clear priorities, expectations, and quality standards.
• Foster a culture of accountability, curiosity, and continuous improvement.

Director – Go To Market Operations