Director, GTM Operations

Finite State partners with product security teams, the guardians of our connected world, to create transparency for their connected devices and supply chains. Our platform handles connected devices and embedded systems across all industries, including those found in enterprises, healthcare, utilities, connected vehicles, manufacturing facilities, critical infrastructure, and government entities. 

We are a fast-growing series-B company with a fully distributed workforce. Led by a team of seasoned experts, we are a mission-driven team passionate about arming our customers with the actionable insights, critical vulnerability data, and remediation guidance necessary to mitigate product risk and protect the connected attack surface. We are committed to a remote first culture.

Role Summary:

The Director, GTM (Go-to-Market) Operations will play a pivotal role in driving operational excellence, strategic alignment, and measurable growth across the organization’s sales, marketing, customer success, and partner functions. Reporting to the Chief Revenue Officer (CRO), this individual will design, optimize, and oversee processes, tools, and metrics that enable efficient execution of our go-to-market strategies. The ideal candidate will have a proven track record of aligning cross-functional teams, improving operational workflows, and scaling business systems to deliver customer value and organizational success.

Responsibilities:

• GTM Strategy Development: Partner with leadership to design and implement scalable go-to-market strategies that drive revenue growth, improve customer satisfaction, and align with business objectives.
• Process Optimization: Identify and improve workflows across sales, marketing, and customer success to enhance efficiency and productivity.
• Sales Enablement: Develop and maintain GTM playbooks, training programs, and tools to support the success of sales teams. Ensure alignment between sales and marketing initiatives.
• Performance Metrics & Reporting: Track, analyze, and report on key GTM metrics such as pipeline health, sales performance, customer acquisition cost, and retention rates.
• Forecasting & Planning: Lead forecasting processes, territory planning, and resource allocation to ensure accurate and data-driven business decisions.
• Contract & Compensation Management: Optimize contract lifecycle processes, manage compensation programs, and support quoting workflows for efficiency.
• Systems & Tools Management: Oversee the administration and optimization of GTM tools and platforms, including Salesforce (SFDC), HubSpot, ChurnZero, Salesloft, ZoomInfo, and Monday.com. Drive system hygiene, reporting, and automation.
• Cross-Functional Collaboration: Serve as a bridge between sales, marketing, product, and customer success teams to align initiatives, resolve operational challenges, and drive consistent execution.
• Budget Management: Manage GTM operations budgets, providing oversight for spend allocation, ROI analysis, and cost optimization.
• Training & Development: Create and oversee onboarding programs, training schedules, and materials to enable team readiness and continuous improvement.
• Insights & Analysis: Conduct win/loss analysis, customer feedback reviews, and competitive research to uncover opportunities for improvement and growth.

Requirements:

• Experience: 5+ years in GTM, sales operations, revenue operations, customer operations, or related roles within a SaaS or high-growth technology company.
• Technical Expertise: Proficiency in Salesforce and HubSpot required; preferred in ChurnZero, Salesloft, ZoomInfo, Monday.com, and similar GTM tools.
• Strategic Thinking: Proven ability to design, implement, and scale go-to-market strategies and processes.
• Data-Driven Approach: Strong analytical skills with a focus on metrics, reporting, and actionable insights.
• Process Optimization: Demonstrated experience in developing and optimizing workflows across sales, marketing, and customer success.
• Leadership & Collaboration: Exceptional leadership, stakeholder management, and cross-functional collaboration skills.
• Tool & Technology Knowledge: Experience integrating AI and emerging technologies into operations.
• Communication: Excellent communication skills with the ability to convey complex ideas to diverse audiences.
• Project Management: Ability to manage multiple projects, prioritize initiatives, and meet deadlines in a fast-paced environment.
• Bachelor’s Degree in business, operations, or a related field. 

About Us

Built on two decades of cybersecurity experience, our team of experts understands the hidden risks in today’s enterprise networks, where IoT vulnerabilities are quickly becoming the entry point of choice for cyber attacks.

We have a sense of duty to protect the critical infrastructure we rely on including medical devices, power grids and telecommunication networks. We were founded in 2017 in Columbus, Ohio.

Finite State has a transparent, collaborative and supportive culture - we are looking for people who have a growth mindset, are curious and innovative, and drive results. Our team is smart, but humble, hard working with lots of fun sprinkled in. Above all, our team is driven by our noble mission and we hold ourselves accountable to delivering to our customers every single day.

The Finite State platform brings visibility and control to the supply chains that create connected devices and embedded systems—all in a simple to use platform and at the scale manufacturers need to keep device production on time and on budget. After unpacking and analyzing every file, configuration, and setting in a firmware build, the platform generates a complete bill of materials for software components, identifies known and 0-day vulnerabilities, shows a contextual risk score, and provides actionable insights that product teams can use to secure their software

We are proud to be an Equal Employer Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Finite State is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities.