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Principal, Revenue Operations & GTM Execution

3 weeks, 5 days ago
United States
Full-time
Lead
Sales Operations
Sales and Business Development
CRM Cybersecurity HubSpot Salesforce
Apply Now
Coalfire

Coalfire

Coalfire is a cybersecurity advisor that helps organizations avert threats, reduce risk, and turn security into a competitive advantage, fueling their success.

Internet Software & Services
251-1K
Founded 2001
$9M raised
View All Jobs 20

Description

  • Own the MQL-to-opportunity handoff process and ensure leads are routed, followed up on, and tracked appropriately.
  • Partner with marketing to define lead quality standards, MQL definitions, conversion benchmarks, and service levels.
  • Monitor pipeline generation weekly, identify gaps, and escalate risks to Sales Leadership before they affect forecasts.
  • Coordinate with forecasting and revenue analytics to connect top-of-funnel metrics to pipeline and bookings forecasts.
  • Align marketing, offering management, delivery, and sales on enablement needs such as pricing, bid sheets, proposal templates, and value messaging.
  • Maintain and sequence Coalfire’s master GTM calendar across campaigns, events, launches, partner programs, SDR plays, AE activity, and training.
  • Manage Coalfire’s outsourced SDR vendor relationship, including performance expectations, KPI setting, activity alignment, and contract oversight.
  • Ensure SDR activity supports GTM priorities, segment coverage, and pipeline quality requirements across regions.
  • Drive accountability across cross-functional teams for GTM commitments, resolving or escalating gaps, conflicts, and missed handoffs.
  • Provide regular updates on GTM activity, risks, and priorities to the VP of Sales Operations and CRO.

Requirements

  • 10+ years of experience in Revenue Operations, Sales Operations, or a senior GTM operational role in a B2B environment.
  • Demonstrated experience owning pipeline health and marketing-to-sales alignment at a senior level.
  • Experience managing an outsourced or in-house SDR or BDR program.
  • Proven ability to drive cross-functional alignment and accountability without direct authority.
  • Proficiency in Salesforce and familiarity with marketing automation platforms.
  • Bachelor’s degree in Business, Marketing, or a related field.
  • Deep understanding of the B2B sales funnel from demand generation and MQL through opportunity creation, pipeline management, and close.
  • Experience owning lead routing, MQL definitions, and marketing-to-sales handoff processes in a complex B2B environment.
  • HubSpot, Marketo, or equivalent marketing automation experience is a plus.
  • Experience coordinating GTM enablement content across marketing, product, and sales without directly owning the content.
  • Strong program management skills for managing a complex GTM calendar with multiple workstreams and stakeholders.
  • Comfort presenting to and influencing Sales Leadership.
  • MBA or advanced degree is a plus, but not required.

Benefits

  • Flexible work model with the option to work from home or the office.
  • Paid parental leave.
  • Flexible time off.
  • Certification and training reimbursement.
  • Digital mental health and wellbeing support membership.
  • Comprehensive insurance options.
  • Opportunities to join employee resource groups and participate in in-person and virtual events.

Interested in this position?

Apply directly on the company website

Apply Now

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