Glassbox is seeking a dynamic and results-oriented leader to fill the newly created role of GTM Programs & Revenue Operations Director.

This pivotal position will be responsible for driving strategic Go-To-Market (GTM) initiatives while simultaneously building and optimizing the revenue operations engine that fuels our growth.

We are Glassbox, and our mission is to reveal the insights that empower organizations to deliver exceptional digital customer experiences.

We are growing and have been recognized by G2 as one of 2024's Top 50 Software Companies in the world.

Our customers are the best of the best and include six out of the ten largest global banks, the world's largest hotel chain, the largest healthcare, and the largest telecommunications company in the U.S.

If you are a dynamic, successful, experienced metrics-driven leader, Glassbox might be a great fit.

Will you join us on this journey?

What you will do ?

GTM Program Leadership:

• Define, develop, and execute strategic GTM programs aligned with Glassbox's overall business objectives and growth targets.
• Collaborate with Sales, Marketing, Product, and Customer Success leadership to identify opportunities for GTM optimization and new program development.
• Lead cross-functional teams to implement GTM initiatives, ensuring clear goals, timelines, and accountability.
• Oversee the planning and execution of key GTM projects, such as market expansion initiatives, new product launches, and strategic partnerships.
• Establish frameworks and processes for measuring the effectiveness and ROI of GTM programs, providing regular updates to leadership.
• Stay abreast of industry best practices and emerging trends in GTM strategy and program management.
  
  

Revenue Operations Leadership:

• Manage and mentor a high-performing team of Revenue Operations professionals.
• Design, build, and continuously optimize sales processes, pipeline management methodologies, and forecasting models to support predictable revenue growth.
• Partner closely with the CRO to translate strategic objectives into actionable operational plans for quota attainment and performance tracking.
• Own and enhance our Salesforce platform to ensure data integrity, accurate reporting, and efficient automation of key processes.
• Develop and implement scalable workflows for lead management, opportunity progression, and renewals, ensuring a seamless customer journey.
• Serve as the primary owner of revenue-related reporting, dashboards, and insightful analytics for executive leadership and sales teams.
• Conduct in-depth analysis of sales performance metrics (win rates, conversion rates at each stage, sales cycle times) to identify trends, bottlenecks, and areas for improvement.
• Provide accurate and timely pipeline and revenue forecasting reports to sales leadership and the executive team.
• Monitor key SaaS metrics, including Annual Recurring Revenue (ARR), customer retention rates, and churn, providing actionable recommendations to drive growth and minimize attrition.
• Continuously streamline and enhance revenue operations processes to improve overall efficiency, effectiveness, and scalability.
• Evaluate, implement, and manage the GTM technology stack, ensuring optimal utilization and return on investment.
• Foster seamless integration and data flow between sales, marketing, and customer success technology platforms.
  
  

What you will need ?

• 10+ years of progressive experience in Sales Operations, Revenue Operations, or GTM Program Management, with at least 5 years in a leadership role.
• specializes in Enterprise SaaS.
• Proven track record of developing and executing successful GTM strategies and programs in a SaaS environment.
• Deep expertise in building and optimizing revenue operations functions, including sales process design, pipeline management, and forecasting.
• Extensive experience managing and customizing Salesforce, with a strong understanding of its capabilities and best practices.
• Strong analytical skills with the ability to interpret data, identify trends, and translate findings into actionable recommendations.
• Excellent communication, presentation, and interpersonal skills, with the ability to effectively collaborate with cross-functional teams and executive leadership.
• Experience building and leading high-performing teams.
• Strong understanding of key SaaS metrics and their impact on business performance.
• Proficiency in evaluating and managing various GTM and sales technology solutions.
• Bachelor's degree in Business Administration, Sales, Marketing, or a related field; MBA or advanced degree preferred.