Director, GTM Strategy & Operations
1 day ago
Richmond
inforcer is one of the fastest growing technology organisations in the world and a leading provider of cutting‑edge cybersecurity and AI solutions to support the SMB market. We provide MSPs (Managed Service Providers) with the fundamental technology they need to manage and secure Microsoft 365 at scale and deliver AI services. Our mission is to be inforced in every MSP! This is a foundational leadership hire for inforcer. As Director of GTM Strategy & Operations, you will own the architecture of how inforcer goes to market - from the tools our revenue teams rely on, to how we structure compensation, assign territory, and use AI to drive operational efficiency. You will build and lead a cross‑functional GTM Operations function spanning pre‑sales, post‑sales, marketing, and implementation, reporting directly to the VP of Global Sales. We are looking for a senior GTM Operations leader who has done this before - someone who thrives in high‑volume, SMB and mid‑market SaaS environments, is deeply proficient in HubSpot, and brings a genuine, hands‑on approach to AI adoption across the revenue function. • Own and evolve inforcer’s GTM tech stack across sales, marketing, and customer success, making sure everything is integrated, optimised, and actually used day to day, • Evaluate and streamline tooling, removing duplication and improving adoption across the revenue function, • Define and maintain a clear single source of truth for revenue data, reporting, and performance tracking, • Build and scale a high‑performing GTM Operations team from scratch, covering pre‑sales, post‑sales, marketing ops, and implementation support, • Define team structure, hiring plans, and ways of working in partnership with the VP of Global Sales, • Put in place clear processes, documentation, and standards that support a fast‑growing global team, • Lead the AI agenda across the GTM function, identifying, testing, and scaling tools that drive real efficiency gains, • Embed AI into prospecting, pipeline management, customer engagement, and internal workflows, • Upskill teams on practical, hands‑on use of AI rather than keeping it purely strategic, • Design and own commission structures across AE, BDR, and PSM roles, • Create plans that are commercially sound, easy to understand, and aligned to the right behaviours, • Model different scenarios, assess cost of sales impact, and evolve plans as the business scales, • Design and manage a data‑driven global territory model, • Own segmentation, capacity planning, and territory carve as the team grows, • Run regular reviews to ensure territories stay balanced and aligned to market opportunity, • Build out reporting, dashboards, and pipeline visibility that leadership can rely on, • Own the weekly forecast process alongside the VP of Global Sales, • Identify trends, gaps, and opportunities across the funnel, and turn them into clear operational priorities Steep Learning curve: We believe people leave organisations when learning stops. We promise a steep and continuous learning curve to both challenge and develop our people. You are responsible for your own learning, but you’ll be surrounded by exceptional people and strong enablement, if you choose to lean into it, in an environment where it’s safe to make mistakes, try new things, and improve. Real impact: We operate in a high‑trust and autonomous environment where you can make a real impact and difference in your role and across the company. Transparency and Honesty: We believe honest and clear communication creates a highly collaborative culture. It gives you the “why” we make decisions and allows you to effectively make your own. We won’t pull the wool over your eyes, we are a fast‑growing start‑up that comes with its own unique challenges, but we all work hard to solve them, together, as a team. A+ Global Team: Our people power every part of our business, and we look for individuals who bring genuine passion to their role and operate at their very best. A-players thrive when surrounded by other A-players. Our level of growth and rate of change can be hard work and challenging, but you’ll be surrounded with exceptional people that are always happy to help. Regular Team Socials: We celebrate our team, our milestones, promotions and achievements with social events every month. Employee Recognition: Programs to recognise and reward our top contributors for their achievements and efforts. We live our company values every day and reward those people who embody them. • Strong GTM Operations leadership experience at a senior level, ideally within a high‑growth SaaS environment, • Proven track record of building or scaling cross‑functional GTM ops teams across pre‑sales, post‑sales, marketing, and implementation, • Deep, hands‑on expertise with HubSpot, including reporting, pipeline management, workflows, and integrations, • Experience working in high‑volume, transactional sales environments, ideally selling into SMB and mid‑market segments, • Confident, practical use of AI in day‑to‑day work, with a clear understanding of where it drives real GTM impact, • Experience designing and managing commission plans across multiple roles, with a solid grasp of commercial implications, • Strong commercial mindset, able to turn performance data into clear operational actions and priorities, • Experience within the MSP, IT channel, or cybersecurity space, • Familiarity with tools such as Fathom, Vidyard, Cognism, LinkedIn Sales Navigator, or similar GTM tooling Inforcer is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. #J-18808-Ljbffr
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