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Code Metal is the leader in automated software engineering, using AI and formal methods to produce provably correct code. The company serves defense and enterprise customers including the U.S. Air Force, L3Harris, RTX, and Toshiba. Founded in 2023 with offices in Boston and San Francisco, Code Metal is backed by Accel, Salesforce Ventures, B Capital, and others.
The Director, GTM Operations is the accountable owner of Code Metal's go-to-market operating engine, with primary focus on driving new business growth. This senior, hands-on leadership role requires both strategic thinking and operational rigor. You will partner closely with GTM leadership to translate company and product priorities into coordinated execution, owning the processes, systems, and operating rhythms that drive pipeline creation, conversion, and new logo acquisition.
Key responsibilities include:
- Own the acquisition funnel from leads through closed-won, with accountability for pipeline health, conversion, and new logo attainment. Identify and address bottlenecks across the end-to-end GTM motion and rep productivity.
- Translate company and product priorities into focused, executable sales plays and programs. Establish clear objectives, success metrics, owners, and milestones. Continuously assess performance and make pragmatic calls to scale, adjust, or stop initiatives.
- Partner with GTM-focused analysts to ensure visibility into pipeline health. Translate data into actionable insights connecting program activity to pipeline, conversion, and revenue outcomes.
- Own prioritization across GTM Operations, making clear tradeoffs and aligning team capacity to highest-impact opportunities.
- Define and manage the operating cadence across forecasting, pipeline reviews, and business reviews. Establish and improve processes across lead management, qualification, routing, and handoffs.
- Own the performance and evolution of the GTM tech stack, including Salesforce, marketing automation, and sales engagement tools. Partner with technical teams on core infrastructure while defining requirements and prioritization.
- Orchestrate execution across Sales, Marketing, Product, and Customer Success. Establish clear accountability and actively resolve gaps, dependencies, and competing priorities.
- Drive adoption of GTM processes and operating standards across Sales, Marketing, and CS. Influence behavior change and ensure initiatives deliver impact.
- Lead and develop a high-performing team across Ops and Systems. Set priorities, manage capacity, and elevate the team from reactive support to proactive ownership.
QUALIFICATIONS:
Required/Preferred:
- 8+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, GTM Strategy, or related field, preferably within B2B SaaS or enterprise technology
- Comfort operating across both marketing and sales ops simultaneously
- Proven track record of owning and improving GTM funnel performance, including pipeline generation, conversion, and revenue outcomes
- Strong understanding of revenue models, pipeline mechanics, and technical or complex B2B sales motions
- Demonstrated track record of taking GTM initiatives from strategy through execution and measurable business impact, ideally in fast-paced or startup environment
- Comfortable making progress with incomplete information and evolving priorities
- Experience leading and developing cross-functional operations and analytics teams, including hiring, coaching, and performance management
- Demonstrated ability to translate data and insights into business decisions and drive execution
- Experience establishing prioritization frameworks and managing competing initiatives in fast-paced environments
- Strong technical acumen across GTM systems, including Salesforce, marketing automation, sales engagement, and attribution tools
- Excellent communication and stakeholder management skills, with ability to influence senior leaders, challenge assumptions, and drive alignment
- Experience leading change management initiatives and driving adoption of new processes, systems, and ways of working
- Ability to operate at both strategic and tactical levels, balancing long-term system design with near-term execution
