{"id":4217629,"url":"https://alion.io/job/fairmarkit-director-gtm-operations","title":"Director, GTM Operations","company":{"id":178060,"name":"Fairmarkit","domain":"fairmarkit.com","url":"https://alion.io/company/fairmarkit","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":75,"open_postings":3,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":null,"computed_at":"2026-11-14T05:58:10Z"}},"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":["United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":null,"experience_years_min":10,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Google Sheets","optional":false},{"name":"Salesforce","optional":false},{"name":"ServiceNow","optional":false}],"status":"live","first_seen_at":"2026-11-13T00:32:32Z","employer_posted_date":"2026-11-13","last_verified_at":"2026-11-14T12:12:45Z","board_verified":true,"closed_at":null,"days_open":1,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":1},"description":"Fairmarkit is the #1 autonomous sourcing platform revolutionizing the way all organizations buy & sell. Fairmarkit equips procurement teams with automation, AI, and GenAI so they can source more competitively at scale. Our solutions for tail spend and strategic sourcing help innovative procurement teams reduce cycle times, drive out costs, meet ESG/Diversity targets, and provide a better stakeholder experience to internal partners and suppliers. Fairmarkit has been recognized with awards by organizations such as Gartner and IDC, and is backed by strategic investors like Notable Capital, Insight Partners, 1984.VC, and Newfund.\nRole Overview\nWe’re looking for a strategic, hands-on Director of GTM Operations to lead the systems, processes, and insights that improve sales and marketing performance. You’ll own the operational framework across the full acquisition funnel-from account and prospect targeting, campaign engagement, and lead generation through pipeline creation, opportunity progression, and closed-won revenue.\nYou’ll partner closely with Sales, Marketing, Business Development, Deal Desk, and Finance leadership to align priorities, improve execution, and build scalable ways of working. You’ll establish clear attribution and measurement frameworks that connect sales and marketing activity to pipeline and revenue, helping leaders make informed investment decisions.\nYou’ll bring an AI-native approach to operations, embedding AI and automation into how we design workflows, generate insights, and create capacity. Success requires someone who can set direction, influence stakeholders, lead change, and stay close to execution. This role will have one direct report and will align directly with the CFOO.\nKey Responsibilities\nSales & Marketing Operations Leadership\nSet and lead the Sales and Marketing Operations strategy, translating company priorities into a roadmap that improves pipeline generation, sales productivity, and revenue performance.\nAdvise Sales, Marketing, and Business Development leaders on operational priorities, investment decisions, and opportunities to improve execution.\nEstablish shared performance expectations, decision-making frameworks, and accountability across Sales and Marketing.\nLead cross-functional change, building alignment among stakeholders and resolving competing priorities to deliver measurable business outcomes.\nAnticipate operational needs as the business scales and proactively evolve processes, systems, and capabilities.\nFull Funnel Operations & Attribution\nDefine and own the operational framework across the full acquisition funnel-from account and prospect targeting through closed-won revenue.\nEstablish consistent funnel definitions, qualification criteria, routing logic, and handoff expectations that align Sales, Marketing, and Business Development.\nLead the attribution strategy, connecting marketing campaigns and sales activities to pipeline and revenue to measure ROI and guide investment decisions.\nGuide investment and prioritization decisions through analysis of campaign effectiveness, acquisition efficiency, conversion, and funnel velocity.\nIdentify systemic barriers to performance and lead initiatives that improve pipeline quality, conversion rates, and sales cycle efficiency.\nSales Performance & Planning\nLead the operational framework for pipeline management and forecasting, strengthening predictability and informing Sales leadership decisions and financial planning.\nEnhance performance scorecards and leadership review cadences that translate insights into decisions, clear ownership, and action.\nPartner with Finance and Sales leadership to maintain impactful sales commission plans that align incentives with strategic initiatives and business goals.\nLead territory, coverage, and capacity strategy in partnership with Sales leadership, aligning organizational design and resource investment with market opportunity and long-term growth objectives.\nSales & Marketing Systems Strategy\nSet the sales and marketing technology strategy and roadmap, balancing business needs, scalability, cost, and adoption.\nLead the design and evolution of integrations across Salesforce and connected platforms to enable reliable data flow and effective workflows.\nEstablish standards for system design, access, documentation, and change management in coordination with other system stakeholders.\nEvaluate technology investments against measurable business value, driving adoption and consolidating or replacing tools where appropriate.\nAI-Native Operations & Transformation\nDefine and lead an AI-native approach to Sales and Marketing Operations, making AI and automation core to how work is designed and delivered.\nBuild and prioritize a portfolio of AI and automation initiatives that improve team capacity, campaign execution, lead prioritization, and sales productivity.\nLead experimentation from initial use case through implementation and adoption, with clear measures of quality, efficiency, and business impact.\nRecommend workflow (re)design to capture the benefits of AI and automation, challenging existing processes and simplifying how teams work.\nInfluence leaders and users to adopt new capabilities, establishing practical standards for responsible use, output validation, and ongoing improvement.\nData Strategy, Insights & Enablement\nEstablish the sales and marketing measurement framework, aligning leaders on trusted metrics, data definitions, and ownership. \nOwn the quality and reliability of sales and marketing data, addressing root causes and establishing sustainable governance.\nDeliver executive-level insights that explain performance, surface emerging risks and opportunities, and recommend action.\nSet the reporting and analytics roadmap, prioritizing visibility that improves decisions and accountability.\nRecommend enablement and adoption strategies that embed systems, processes, and insights into how Sales and Marketing operate.\nQualifications\n10+ years of progressive experience in Sales Operations, Marketing Operations, or related roles in B2B SaaS, including experience setting operational direction and leading cross-functional initiatives.\nDemonstrated ownership across both sales and marketing operations, with full-funnel experience spanning pre-pipeline activity through closed-won revenue.\nProven expertise in campaign measurement, attribution models, funnel analytics, and connecting sales and marketing investments to pipeline and revenue outcomes.\nStrong systems expertise, with experience shaping technology strategy and designing scalable platforms, integrations, and automation.\nExperience managing marketing automation, sales engagement, data enrichment, forecasting, and reporting platforms.\nDemonstrated use of AI and automation to improve workflows, with sound judgment around data quality, output validation, and adoption.\nStrong analytical skills, including proficiency with Excel/Google Sheets, dashboard development, and translating complex data into clear recommendations.\nAbility to influence leaders, align stakeholders, and lead change across teams without relying on direct authority.\nA strategic perspective paired with the willingness and technical ability to build, troubleshoot, and execute.\nExcellent communication, prioritization, and project leadership skills in a remote, fast-paced environment.\nRemote work opportunities may be limited to designated states. The compensation range for this position is $162,000 - $245,000 (including bonus) + equity, and benefits. This range is provided in accordance with applicable U.S. pay transparency laws. Final compensation will be determined based on experience, skills, and location. #LI-remote #LI-YM1\nHeadquartered in Boston, and backed by a $35.6M Series C co-led by OMERS, Highland, Notable Capital, Insight Partners, and ServiceNow. We are looking for exceptional candidates who want to help grow our company into a global enterprise and make their mark on the B2B tech industry. Come soar to new heights with us!\nFairmarkit is an equal opportunity employer, and selects individuals best matched for the job based upon job-related qualifications regardless of race, religion, color, creed, sex, sexual orientation, age, ancestry, national origin, gender identity, genetic information, disability, pregnancy, veteran or military status or any other status or characteristic protected by law.","description_format":"text","description_chars":8395,"description_truncated":false,"requirements":{"experience_years_min":10,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Equity"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["AI Agents","Procurement & Spend Management"],"lifecycle":[{"event":"open","at":"2026-11-13T03:21:04Z"}],"visa":[{"country":"US","licensed_sponsor":true,"adverts_offering_sponsorship_24m":0,"sanctioned_now":false,"evidence":"Filed H-1B visas in the last two years","filings_12m":0,"filings_prev_12m":1,"green_card_filings_12m":0,"median_offered_wage_usd":null,"route":null,"cap_exempt":false,"checked_at":"2026-11-14T07:33:33+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)"],"filings_for_role_12m":0}],"liveness":{"score":90,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.903,"p_room":1,"age_days":1,"expected_fill_days":38,"reasons":["conf:2","velocity","win:early"],"computed_at":"2026-11-14T05:58:10Z"},"pay":null,"html_url":"https://alion.io/job/fairmarkit-director-gtm-operations","json_url":"https://alion.io/job/fairmarkit-director-gtm-operations.json","meta":{"generated_at":"2026-11-14T16:55:34Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":19419,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-15T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.1,"usd":0.01,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":178060},"rest":"https://alion.io/mcp/rest/get_company?id=178060"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Ffairmarkit-director-gtm-operations"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"free","price":{"credits":0,"usd":0},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Ffairmarkit-director-gtm-operations"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.1,"usd":0.01},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Ffairmarkit-director-gtm-operations"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/fairmarkit-director-gtm-operations\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Ffairmarkit-director-gtm-operations"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":4217629}},{"tool":"search_jobs","arguments":{"company":"fairmarkit.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":4217629},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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