{"id":1424215,"url":"https://alion.io/job/consensus-director-gtm-operations","title":"Director, GTM Operations","company":{"id":1855198,"name":"Consensus","domain":"consensus.com","url":"https://alion.io/company/consensus-com","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":70,"open_postings":12,"ghost_share":0.5,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":null,"computed_at":"2026-10-01T05:45:00Z"}},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":null,"work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":175000,"max":190000,"currency":"USD","period":"year","gross":null,"usd_annual":190000},"salary_estimate":null,"experience_years_min":10,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[{"name":"AWS","optional":false},{"name":"FedRAMP","optional":false},{"name":"HIPAA","optional":false},{"name":"NLP","optional":false},{"name":"Salesforce","optional":false},{"name":"SOC 2","optional":false},{"name":"Tableau","optional":false}],"status":"live","first_seen_at":"2026-09-14T22:28:40Z","employer_posted_date":"2026-09-22","last_verified_at":"2026-10-01T03:32:24Z","board_verified":true,"closed_at":null,"days_open":16,"trust":{"level":"ok","repost_count":0,"flags":["company_stale"],"days_open":16},"description":"Consensus Cloud Solutions is a publicly traded, leading digital cloud fax and interoperability solutions organization in the United States and globally, focusing on connecting and empowering healthcare providers, payers, care teams, and technology innovators to unify multiple systems that wouldn’t otherwise talk to each other. Consensus is a trailblazer in our industry and believes that data transformation will reshape the world of healthcare.\nFounded over 25 years ago, Consensus leverages its technology heritage to move from simple digital documents to advanced healthcare standards (HL7/FHIR) for secure data transport, as well as Natural Language Processing (NLP) and Artificial Intelligence (AI) to convert unstructured to structured, analytics-ready data, helping users unveil information that is meaningful and actionable for better patient care. \nConsensus leads the industry in data exchange solutions and we’re only getting started! With exciting new initiatives on the horizon, we are continuing our strategic expansion and we are looking to add to our diverse team of innovators. \nNow is the ideal time to join us in our mission to solve healthcare’s biggest challenges, and work collaboratively with a diverse team of like-minded self-starters and partners to accomplish it. \nConsensus Cloud Solutions is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive and equitable environment for all employees. We offer many remote and hybrid career opportunities.\nHow you will impact the organization…\nThe Director, GTM Operations is a critical strategic player within the GTM team, responsible for driving the commercial success of our direct and partner-led sales motions. Reporting directly to the VP of Revenue Operations, this role serves as the central operational authority for Public Sector Deal Desk management, Pricing and Commercial Strategy, and Proposal Writing, as well as our overall Partner Operations. This position requires a highly analytical, detail-oriented, and collaborative professional who can seamlessly navigate complex enterprise deals across both public sector and commercial markets.\nThis role will be pivotal in accelerating sales cycles by structuring profitable, non-standard deals, and ensuring pricing frameworks align with corporate objectives. Furthermore, the Director, GTM Operations will own the operational life cycle of our partner ecosystem-tracking partner revenue, facilitating timely revenue share (rev share) payouts, and analyzing usage growth to uncover expansion opportunities.\nAdditionally, this individual will lead the end-to-end development of Requests for Proposals (RFPs) and Rough Order of Magnitude (ROM) estimates, serving as the bridge between Sales, Legal, Finance, Product, and external partners to deliver compelling, compliant, and highly competitive proposals to both public sector agencies and commercial enterprises.\nThe value you will deliver…\nDeal Desk & Commercial Management\nServe as the primary Deal Desk advisor to the sales organization, guiding Account Executives and Sales Directors through complex deal structuring, pricing negotiations, and commercial terms.\nServe as the subject matter expert for public sector contract vehicles (e.g., GSA schedules, GWACs) and ensure all deal structures align with government procurement regulations.\nReview, approve, and process non-standard pricing requests, ensuring alignment with organizational margin requirements, discount matrices, and compliance policies.\nCollaborate cross-functionally with Legal, Finance, and Product teams to resolve bottlenecks in contract negotiations and accelerate the quote-to-cash cycle.\nMaintain and optimize Configure, Price, Quote (CPQ) workflows, ensuring accurate product catalog representations, pricing rules, and quoting processes within the CRM.\nPartner Operations\nAct as the primary program manager for partner ecosystem integration, driving cross-functional initiatives to streamline partner onboarding, data flow, and reporting.\nManage the end-to-end financial operations for the partner ecosystem, including value-added resellers, systems integrators, and technology alliances.\nManage the operational integration of partner billing systems and oversee the generation and distribution of regular partner performance reporting.\nCalculate, reconcile, and process accurate and timely partner revenue share (rev share) payouts in coordination with the Finance department.\nMonitor and analyze partner usage metrics, platform consumption, and revenue trends, providing actionable insights to the Channel Sales team to drive usage growth and retention.\nAudit and resolve partner billing discrepancies, ensuring all partner-led transactions comply with underlying partner agreements and service level commitments.\nRFP & Proposal Management\nLead the project management, writing, and delivery of RFPs, RFIs, and ROMs for both commercial enterprise and public sector prospects.\nTranslate technical specifications, security postures, and complex service capabilities into clear, persuasive, and compliant proposal narratives.\nMaintain and continuously update a centralized content library/knowledge base of approved proposal responses, ensuring accuracy of technical, legal, and pricing information.\nAnalyze public sector solicitation requirements (including basic knowledge of FAR/DFARS applicability) to ensure proposal compliance and mitigate contractual risk.\nPerform other duties and responsibilities as assigned or required to support GTM Operations.\nPerform other duties and responsibilities as required, assigned, or requested. Consensus reserves the right to add or change duties at any time.\nWhat you will bring to the table…\nMinimum of 10 years of progressive experience in Deal Desk, Revenue Operations, Contracts Management, or Commercial Operations within a B2B technology environment.\nPrior experience working within both Commercial and Public Sector Go-To-Market motions.\nFamiliarity with federal procurement processes and channel partner teaming agreements.\nExperience managing contracts and proposals involving cloud communications, cybersecurity, or data compliance (e.g., FedRAMP, HIPAA, SOC 2).\nProven track record of structuring complex enterprise deals, managing discount matrices, and accelerating the quote-to-cash process.\nDemonstrated experience in managing partner operations, specifically related to channel pipeline, usage growth analysis, and calculating revenue share payouts.\nDirect experience serving as the primary author and project manager for RFPs and ROMs, overseeing the process from initial triage to final submission.\nStrong working knowledge of SaaS revenue recognition principles and subscription/usage-based billing models.\nAdvanced proficiency with CRM platforms (Salesforce preferred) and quoting/CPQ tools.\nBachelor’s degree from an accredited college or university in Business Administration, Finance, Operations, or a related field.(An equivalent combination of relevant education, specialized training, and progressively responsible professional experience may be considered in place of the bachelor’s degree requirement.\nOptional but preferred: Certifications in Contract Management (e.g., CPCM, CFCM) or Salesforce/CPQ administration.)\n\nYou will stand out if you also have…\nExperience implementing or optimizing RFP automation tools\nExperience transacting and managing contracts through cloud marketplaces (e.g., AWS Marketplace) including quoting, private offers, and channel partner private offers (CPPO).\nDemonstrated program management experience overseeing the operational integration of partner systems, including billing workflows and automated reporting, without requiring deep software engineering expertise.\nSystems & Tool Proficiency: Expertise in CRM systems (e.g., Salesforce), CPQ solutions (e.g., Salesforce), Google Suite, Tableau, and RFP automation software.\nTechnical & AI Proficiency: Highly analytical and technologically savvy, bringing an \"AI-first\" mentality to complex problem-solving, process optimization, and scaling GTM motions\nRemote Roles\nLocation requirements: Fully remote within the U.S. (Los Angeles or Las Vegas preferred.)\nTravel requirements: Up to 10% travel. \nPhysical requirements: Must be able to sit for long periods, as well as, handle long periods of screen time.\nTechnology requirements: Reliable, high speed internet\nEligible for sponsorship: No\nThis position is contingent upon satisfactory completion of a more extensive background check through the Federal Government as a Public Trust Position. Requirements include (subject to change), but are not limited to, active U.S. Citizenship or green card holder residing in the U.S. for a minimum of 3 consecutive years and working location is in the U.S.\nSalaried Roles\nThe salary range for this role is $175,000-$190,000 annually. The total compensation package for this position is negotiable and may also include annual performance bonus, ESPP, enhanced time off packages and benefits. This job doesn't have an expiration date and will remain open until a qualified candidate is hired. \nWe are not accepting agency submissions for this role.\nTo learn more about us visit consensus.com","description_format":"text","description_chars":9240,"description_truncated":false,"requirements":{"experience_years_min":10,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":false},"security_clearance":true,"languages":[]},"benefits":[],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Artificial Intelligence","Government","Health Care","Health Data & Interoperability"],"lifecycle":[{"event":"open","at":"2026-09-28T23:15:17Z"}],"liveness":{"score":59,"band":"ok","label":"Likely open","p_open":1,"p_active":0.651,"p_room":0.9,"age_days":16,"expected_fill_days":42,"reasons":["conf:2","stale_co","urgency","win:mid"],"computed_at":"2026-10-01T05:45:00Z"},"pay":{"stated_usd_annual":190000,"is_top_pay":false},"html_url":"https://alion.io/job/consensus-director-gtm-operations","json_url":"https://alion.io/job/consensus-director-gtm-operations.json","meta":{"generated_at":"2026-10-01T21:18:52Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","usage":{"tier":"crawler","counted_by":"address","units_charged":1,"used_today":3961,"day_limit":5000,"remaining_today":1039,"minute_limit":60,"resets_at":"2026-10-02T00:00:00Z"}}}