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Job description
As Go-To-Market Operations Leader , you are responsible for ensuring operational excellence across Spire’s Marketing and Sales organizations through scalable processes, integrated tools, actionable insights, and disciplined performance governance.
You are a hands‑on operational leader who translates Spire’s Go‑To‑Market strategy into reliable execution. You ensure that Sales and Marketing teams operate on accurate data, efficient workflows, and a fully integrated revenue technology stack that supports predictable growth across Commercial and Government segments.
As part of Spire’s Growth Marketing and GTM leadership team, you act as the central operational partner to Sales leadership, Marketing, Finance, and Product teams. Your mission is to ensure that the organization can plan, execute, measure, and improve revenue performance with confidence and transparency.
Success in this role is measured by sales efficiency, pipeline transparency, forecast accuracy, and operational scalability.
Role focus
Provide leadership with reliable pipeline visibility and forecasting accuracy
Ensure operational excellence across Sales and Marketing
Build and maintain an integrated SalesTech and MarTech ecosystem
Establish governance across CRM, reporting, processes, and revenue operations
Act as the operational partner to Sales, Marketing and Finance leadership
Core responsibilities
Sales Operations Governance & Process Excellence
You define and enforce the operational standards that enable scalable booking and revenue execution. Responsibilities include:
Designing and maintaining standardized Sales Operations processes across regions and segments
Defining pipeline stages, qualification standards, and performance metrics
Establishing governance across CRM usage, reporting standards, and operational workflows
Driving alignment between Sales, Marketing, Customer Success, and Product teams
Ensuring consistent operating models across Commercial and Government sales motions
Revenue Technology Stack Ownership (SalesTech & MarTech)
You own the evolution and operational integrity of the GTM technology ecosystem. Responsibilities include:
Defining and executing the SalesTech and MarTech roadmap
Ensuring integration across core platforms such as CRM (e.g., Salesforce), marketing automation (HubSpot), analytics, and enablement tools
Automating business processes wherever possible to reduce manual work and improve data reliability
Working closely with IT and engineering teams on system integrations and architecture
Continuously evaluating and improving the GTM tech stack to support growth and efficiency
This role requires a hands‑on operator who understands both the technical and business implications of GTM systems.
You ensure leadership has full transparency into revenue performance. Responsibilities include:
Owning pipeline analytics, conversion metrics, and coverage analysis
Managing forecasting processes and improving forecast accuracy
Delivering performance dashboards for Sales leadership and executive teams
Providing insights into pipeline health, sales efficiency, and revenue risks
Supporting Finance with bookings tracking, forecasting alignment, and revenue planning inputs
Business Reviews & Performance Cadence
You establish the operational rhythm of Spire’s Sales & Marketing organization. Responsibilities include:
Owning the operational framework for:
Weekly pipeline reviews
Monthly performance reviews
Quarterly business reviews (QBRs)
Providing structured insights to support executive and board‑level discussions
Enabling Sales leadership to make fast, informed decisions based on reliable data
Cross‑Functional Leadership & Stakeholder Management
You serve as a central partner across Spire’s leadership team. Responsibilities include:
Partnering closely with:
Marketing leadership
Finance
Product Management
Customer Success
Aligning revenue operations with corporate planning and budgeting cycles
Driving transparency and accountability across GTM performance
Coordinating cross‑functional initiatives that improve revenue execution
AI and Operational Intelligence
You leverage modern AI capabilities to improve operational intelligence and efficiency. Responsibilities include:
Identifying and implementing AI‑driven analytics and automation across the revenue lifecycle
Supporting Sales teams with AI‑enhanced tools for pipeline management and decision support
Continuously evaluating emerging AI capabilities across the GTM (Marketing & Sales) technology stack
Sales Enablement
You ensure that Sales teams operate with the tools, knowledge, and operational discipline required to execute consistently across markets. Responsibilities include:
Designing and maintaining structured Sales training formats and training kits aligned with Spire’s GTM motions
Delivering operational training on pipeline management, forecasting discipline, CRM usage, and reporting standards
Ensuring Sales teams understand and adopt SalesTech and MarTech tools used across the revenue lifecycle
Partnering with Marketing and Product teams to ensure Sales collateral and messaging are correctly applied in customer conversations
Supporting onboarding and ramp‑up of new Sales team members through standardized operational training programs
This function ensures that Sales Operations not only provides tools and data, but also drives the operational discipline required for predictable revenue execution.
Pipeline analytics and conversion insights
Bookings reporting and forecasting frameworks
Budget and planning insights for Finance
Governance of CRM, SalesTech, MarTech, and reporting standards
Sales training program including formats and enablement kits
Sales collateral and pitch frameworks aligned with GTM positioning
Desired skillset
10+ years of experience in Sales Operations, Revenue Operations, or GTM Operations in technology‑driven B2B environments supporting SaaS and DaaS recurring revenue business models
Proven experience designing and scaling SalesTech and MarTech ecosystems
Deep expertise with CRM systems (e.g., Salesforce, HubSpot) and revenue analytics tools
Strong experience with pipeline analytics, forecasting models, and performance reporting by developing SaaS and DaaS KPIs and proactively managing and holding teams accountable
Demonstrated ability to work directly with Sales leadership, Finance, and executive stakeholders
Hands‑on experience implementing automation and AI‑driven insights in revenue operations
Strong analytical, structured, and problem‑solving capabilities
Ability to balance strategic planning with operational execution
Experience managing cross‑functional and technical projects
Excellent stakeholder management and communication skills
Spire operates a hybrid work model, and this position will require you to work a minimum of three days per week in the office.
Access to US export‑controlled software and/or technology may be required for this role. If needed, Spire will arrange the necessary licenses—this is not something candidates need to have before applying.
Base Salary Range: $130,000 USD - $145,000 USD
We are proud to be an equal opportunity employer and are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or veteran status.
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Worksite address
washington, DC, 20022, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.