GTM Lead driving innovation and growth for OpenTable, managing competitive intelligence and strategic initiatives. Collaborating with sales and product teams to enhance market positioning.
About the role
- Individual contributor driving operations and strategy to optimize top-of-funnel pipeline for Business Development team at Ironclad. Collaborating with Marketing and Sales leadership for go-to-market success.
Responsibilities
- Manage and drive core operating rhythms such as performance tracking, capacity planning and process design. Evaluate performance drivers to shape investment priorities and identify future opportunities informed by metrics and market insights
- Develop and manage KPIs and Dashboards that give insight into the health and performance of the Business Development organization. Drive the scalability and maturity of the SBDR operations, acting as a key advisor to leadership.
- Analyze metrics around activity, signals and pipeline performance to establish quotas for Business Development teams.
- Ensure the Business Development teams have the necessary enablement, reporting and tools to exceed targets.
- Understand the different streams and contributions to the pipeline and seek ways to enhance its value creation.
- Understand trends and performance of the pipeline as it progresses through the sales cycle across our various segments and team and be able to share proposals that can influence how we manage our pipeline.
- Model out different sales-based scenarios (capacity, attainment, pipeline, etc) to support decision making on current org and process design and as well as future design.
- Work closely with departments across GTM and Finance such as Sales, Marketing, and Compensation to ensure implementation of processes and strategies that align to Ironclad’s annual plans and overall business strategy.
- Collaborate with Business Intelligence to build reports and dashboards that highlight productivity trends and surface insights to inform coaching and performance improvements.
- Understand the end-to-end lead flow process to assist in ensuring seamless lead routing and follow up efficiency.
- Act as the main point of contact for all Business Development technology requests. Engage with our systems teams to ensure they are most effectively supporting our sales motion.
Requirements
- 3-5 years of Operations, Sales Strategy, Management Consulting, or GTM-Focused role, preferably with companies scaling beyond $150M ARR.
- Operational excellence to develop and manage multiple processes and maintain accountability.
- Previous experience with Salesforce to drive lead flow processes and build reports and dashboards.
- Experience with a sales or business development team and understanding of the end-to-end process of building, executing, and measuring annual planning.
- Data-driven approach with fluidity in modeling across multiple scenarios and an understanding of how different sales and business variables impact each other.
- Ability to partner with cross functional teams (marketing, sales operations, finance, business intelligence), capable of conveying recommendations and outcomes to senior leaders.
- Strong communicator and project manager, able to prioritize initiatives and clearly communicate timelines to your team and stakeholders.
- Brings intellectual curiosity and proactively explores the business to uncover opportunities for improvement.
Benefits
- 100% health coverage for employees (medical, dental, and vision), and 75% coverage for dependents with buy-up plan options available
- Market-leading leave policies, including gender-neutral parental leave and compassionate leave
- Family forming support through Maven for you and your partner
- Paid time off - take the time you need, when you need it
- Monthly stipends for wellbeing, hybrid work, and (if applicable) cell phone use
- Mental health support through Modern Health, including therapy, coaching, and digital tools
- Pre-tax commuter benefits (US Employees)
- 401(k) plan with Fidelity with employer match (US Employees)
- Regular team events to connect, recharge, and have fun
- And most importantly: the opportunity to help build the company you want to work at
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