GTM Operations Lead
GTM Operations Lead
GTM Operations Lead
Promise
Promise is a company focused on modernizing government and utility support for individuals in financial difficulty through innovative technology. The GTM Operations Lead will play a crucial role in building and scaling operational processes for sales, marketing, and customer success, directly impacting service access for millions.
Qualification
- Experience in GTM operations or revenue operations in a high-growth environment.
- Strong analytical skills with experience in pipeline management and forecasting.
- Familiarity with deal qualification frameworks such as BANT and MEDDIC.
- Experience in designing compensation plans and understanding of pricing strategies.
- Ability to collaborate effectively with cross-functional teams including Finance, Product, and Customer Success.
- Proficiency in marketing automation tools and CRM systems.
- Strong communication skills and ability to present data-driven insights to stakeholders.
- Experience in customer success and account management models.
Responsibility
- Own GTM operations across the full customer lifecycle, from demand generation to renewals and expansion.
- Define and maintain ICP segmentation (federal, state, local, utilities) and ensure alignment across GTM functions.
- Establish and lead pipeline review, including deal qualification frameworks (BANT, MEDDIC, etc.), forecasting methodology, data hygiene, and pipeline/quota coverage.
- Stand up a Deal Desk function for strategy, approvals, and RFP responses, partnering with Finance, Product, and GTM leaders on pricing and ROI models.
- Partner with Finance and leadership to design compensation plans aligned to company goals.
- Define and operationalize sales to delivery handoffs to ensure seamless customer onboarding.
- Support definition of CS/AM models and track renewals, expansions, gross/net retention.
- Implement marketing automation, lead capture, and scoring systems to improve funnel efficiency.
