About G2 - Our People
G2 was founded to create a place where people will love to work. We strive to create meaning in work and provide more than just a job: a true calling. At the heart of our community and culture are our people. Our global G2 team comes from a wide range of backgrounds and experiences, and that's what makes our G2 community strong and vibrant. We want everyone to bring their authentic selves to work, and we do this through our company and team events, our G2 Gives charitable initiatives, and our Employee Resource Groups (ERGs).
Our employee-led, leadership-supported ERGs celebrate the diversity of our team, foster inclusivity and belonging, and create a space to connect to each other. Through connections and understanding, we build a stronger and more dynamic global team and help every person reach their personal peak.
We support our employees by offering generous benefits, such as flexible work, ample parental leave, and unlimited PTO. Click here to learn more about our benefits.
About G2 - The Company
When you join G2, you join the global team behind the largest and most trusted software marketplace. Every month, 5.5 million people come to G2 to inform smarter software decisions based on honest peer reviews. Authenticity is our focus, and every day we help thousands of companies, and hundreds of employees, propel their potential. Ready for meaningful work that starts and ends with compassion and heart? You've come to the right place.
G2 is going through exciting growth! We've recently secured our Series D funding of $157 million, which will further allow us to grow and develop our product and people. Read about it here!
About The Role
In this role, you will be responsible for ensuring G2's Revenue Organization & cross-functional teams have the data, processes and tools to operate at their best. While this function has responsibility for many tactical/ongoing responsibilities, the VP of Go-To-Market (GTM) Operations role has a strategic focus centered on best-in-class business operations, long term revenue strategy development and supporting the long-term direction for GTM department.
The VP of GTM Operations will be an integral member of our Revenue Leadership team, partnering with Sales, Customer Success, Partnerships and Marketing teams to align on annual/quarterly objectives, implement performance metrics, and influence alignment. This role will drive revenue effectiveness by establishing measurable processes to improve sales & marketing efficiency and determine growth goals. You will drive GTM performance, producing actionable reporting and analysis while documenting and building strong relationships across the leadership team to influence decision making.
This role requires passion for operational excellence, exceptional attention to detail, and a proven ability to deliver fast and reliable results in a fast-paced, high-growth environment.
Responsibilities:
Business Performance & Operations:

• Partner with revenue and senior leadership to monitor and report on the sales funnel, direct operational priorities, ensure quality, accuracy, and consistency in planning, forecasting and budgeting.
• Shape and guide the overall GTM Operations strategy by leveraging benchmarking insights and revenue best practices, focusing on cross-functional aspects of processes, technology, enablement, skills, and teams.
• Collaborate with other departments on pricing optimization, quota assignment, territory planning, and contract efficiencies.
• Establish and track key revenue performance metrics, utilizing reports and dashboards to monitor progress and communicate results to leadership and the wider organization.
• Develop and communicate a clear revenue growth strategy aligned with the organization's business goals, informed by market trends, customer needs, and competitive insights.
• Analyze market trends, competitive landscapes, and customer insights to inform GTM strategies.

Process Optimization:

• Utilize data analytics to optimize revenue operations, streamline processes, ensure seamless communication, evaluate sales effectiveness, and develop revenue forecasting models.
• Design, implement, and continuously improve GTM processes across marketing, sales, and customer success functions.
• Identify bottlenecks and inefficiencies in GTM workflows and implement solutions to streamline operations.

Team Leadership:

• Build and develop a high-performing GTM operations team, providing leadership, mentorship, and guidance to team members.
• Foster a culture of innovation, collaboration, accountability and continuous learning across the GTM Operations team and other teams involved in the GTM process.

Requirements:

• 15 years experience in Go-To-Market Operations with a focus on enterprise/global companies driving and implementing revenue growth initiatives.
• Experience in the software, technology, advertising, or digital marketing industry
• 5 years of demonstrated success in building and leading high-performing revenue operations teams, particularly in high-growth SaaS businesses
• Experience managing monthly, quarterly & annual performance against company initiatives leveraging standard SaaS sales metrics and benchmarking.
• Proven ability to make challenging decisions and set priorities based on imperfect information.
• A track record of leading operations teams through periods of transformation, growth, or organizational change.
• Strong communication and presentation skills, with the ability to influence and collaborate with stakeholders at all levels of the organization.
• Strong technical expertise with Salesforce, Clari, and other commercial tools, with a deep understanding of how to use these systems effectively to support revenue operations.

Our Commitment to Inclusivity and Diversity
At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here.
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