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Senior Go to Market Ops Leader

Spire

Washington DC, USonsite

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About this role

The position purpose

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

• Enable data-driven decision making across GTM teams

• 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.

Pipeline Analytics, Forecasting & Revenue Insights

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)

• Ensuring consistent reporting standards across Sales leadership

• 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:

• Sales leadership

• 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-Driven Sales Operations & Automation

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, Training & Operational Readiness

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

Deliverables

• Pipeline analytics and conversion insights

• Executive performance dashboards

• Bookings reporting and forecasting frameworks

• Budget and plann

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