Director, GTM Operations
About this role
Lead Zapier’s go-to-market operations and AI transformation, improving how teams manage leads, data, systems, and operating processes. This role combines hands-on systems work with strategic leadership and accountability for measurable business outcomes.
About the company
Zapier is a web-based automation tool that connects various applications, enabling users to automate workflows and streamline processes without requiring coding skills. The company serves individuals and businesses looking to enhance productivity through integration and automation solutions.
The team
Customer Operations; leads about five direct reports across strategy, program management, and systems and platform architecture, plus embedded operators across GTM teams. Reports to the Senior Director, Technical Operations and Automation Platform.
Stack
What you'll do
- Audit and retire outdated GTM programs, tools, reports, and workflows.
- Identify, build, and govern AI agents and automations for GTM work.
- Own lead routing, prioritization, and flow across the customer journey.
- Establish trusted GTM metrics, attribution, and experiment measurement.
- Own the GTM Operations roadmap and coordinate intake and delivery.
- Lead and develop a distributed GTM Operations team.
- Partner with AI Engineering, Data, Revenue Enablement, Finance, and Business Operations.
What we're looking for
- Experience owning GTM outcomes in a sales-led business, including lead flow, pipeline, routing, and revenue.
- Experience supporting multiple sales motions, such as self-serve, mid-market, and enterprise.
- Hands-on SQL skills and experience with HubSpot or Salesforce and a data warehouse.
- Experience building or leading AI agents, automations, or GTM systems and measuring their impact.
- Experience influencing senior leaders and securing alignment, resources, and budget.
- Experience leading distributed teams and driving adoption of delivered systems.
Nice to have
- Software or data engineering background.
- Experience with a shift from product-led to sales-led growth.
- Experience building lead scoring or account prioritization.
- Hands-on experience with modern GTM tools such as Clay, Gong, or data enrichment platforms.
Hiring process
- Application includes written questions about AI-enabled GTM work, lead routing, and multiple sales motions.
- Live interviews are expected to be completed without AI assistance.