Your mission
As part of deskbird, a fast-growing workplace tech company backed by a $23M Seri****es B and trusted by leading global brands, you’ll work alongside an ambitious, high-performing teams with a proven product and a clear strategy.
We are building a segment- and region-aligned revenue organization designed for predictable, scalable growth.
The Director of GTM Operations will act as the** revenue nerve center,** owning the infrastructure, systems, and intelligence that power the entire go-to-market engine across Marketing and Sales.
This role ensures that:
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Revenue performance is measurable, reliable, and transparent.
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The funnel operates with clarity, consistency, and efficiency.
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Strategic decisions are driven by data, not assumptions.
This is a **high-impact, strategic operator role **combining analytical depth, system design, and cross-functional leadership.
In this role you will
1. Own Revenue Truth (Data, Definitions & Reporting)
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Define and maintain: Funnel stages (Lead → MQL → SQL → Opportunity → Closed Won), stage entry/exit criteria, attribution logic, ARR and pipeline reporting standards.
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Establish a single source of truth across all GTM teams.
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Own pipeline reporting, forecasting infrastructure & performance dashboards.
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Ensure that when leadership asks: “Are we hitting plan?” There is one clear, trusted answer.
**2. Design the Revenue Engine (Structure & Planning)
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Own the design and evolution of: Territory models (regional structure), segment logic (SMB vs Mid-Market), lead routing and ownership rules & pipeline coverage requirements.
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Lead: Quota modeling (in partnership with Sales leadership), capacity planning (headcount vs revenue targets), annual and quarterly GTM planning.
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Support Finance and leadership with: Scenario modeling & growth planning assumptions.
**3. Optimize Revenue Velocity (Process & Funnel Performance)
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Identify and remove bottlenecks across the funnel: Marketing → BDR → Sales handoffs, qualification processes & deal progression.
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Define and enforce: SLAs between teams, qualification frameworks (e.g. MEDDPIC or similar) & pipeline hygiene standards.
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Own: Deal review processes, funnel conversion optimization & experiment tracking.
**4. Own GTM Systems & Infrastructure
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Own architecture and governance of: CRM (e.g. HubSpot), marketing automation, sales tools & integrations.
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Ensure: Clean data flows across systems, scalable, efficient workflows, high data quality & hygiene.
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Define: Tool stack strategy, system usage standards, documentation and training
5. Drive Revenue Intelligence & Decision Support
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Deliver insights that guide leadership decisions: Channel performance & ROI, CAC and payback analysis, cohort analysis, win/loss analysis, segment profitability.
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Identify: Growth opportunities, efficiency gaps, forecast risks.
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Move the organization from: reactive reporting → proactive decision-making
6. Enable GTM Teams
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Build and scale enablement across Marketing, BDR, and Sales: Process documentation, tool training, onboarding frameworks.
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Ensure teams: Understand how the system works, follow defined processes & can operate efficiently within it.
What you need to be successful
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8–12+ years in RevOps / GTM Ops / Sales Ops in B2B SaaS.
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Proven experience building or scaling revenue operations in a growth-stage company,
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Deep experience with CRM systems (HubSpot, Salesforce, etc.).
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Strong background in: Funnel design, forecasting, data analysis & process optimization.
Skills & Mindset
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Highly analytical and structured thinker.
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Strong systems designer, understands how all pieces connect.
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Comfortable working across Marketing, Sales, and Finance.
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High ownership and accountability mindset.
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Able to balance strategic thinking with operational execution.
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Strong communicator, can translate complexity into clarity.
Bonus
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Experience in multi-region GTM organizations.
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Experience supporting both SMB and Mid-Market motions.
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Familiarity with modern marketing and sales tech stacks.
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Experience partnering closely with Finance on planning and modeling.
What’s in it for you?
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**Grow fast: **Join Europe’s leading workplace management software company and accelerate your career development.
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Annual company summit: Meet the whole team at our yearly summit in inspiring locations across Europe (check out the video from our last summit).
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**Team “Bursts”: **Unlimited opportunities to collaborate with your team in person.
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**Home office support: **Financial contribution to set up a comfortable, productive home office.
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Learning & development: Annual budget for coaching, certifications, and conferences.
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**Hub visit: **Yearly sponsored trip to one of our hubs.
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**Generous annual leave: **Plenty of time off to recharge.
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Joy budget: Annual budget to spend on activities that spark joy, connection, and shared energy.