Director of Go To Market Operations, Well
$135-150k
+ Bonus
All-in-one health guidance platform
Job no longer available
All-in-one health guidance platform
201-500 employees
Job no longer available
$135-150k
+ Bonus
201-500 employees
Company mission
To be the world's most effective partner in the advancement of individualized health.
Role
Who you are
- 5+ years of experience in GTM Operations, Sales Operations, Revenue Operations, or related analytical roles
- Experience operating as a Director or senior individual contributor in a high-growth B2B or digital health company selling to large or jumbo employers
- Deep hands-on experience with pipeline management, forecasting, and CRM-driven reporting
- Strong analytical skills with the ability to translate data into clear insights
- Experience supporting executive-level reporting and planning processes
- Proven ability to influence cross-functionally without direct authority
- Excellent judgment and discretion with sensitive information
- Builder mindset with comfort operating in evolving environments
- Collaborative, detail-oriented, and highly reliable partner to GTM leadership
What the job involves
- Reporting to: SVP of Sales / Growth
- Build and run a best-in-class Go To Market (GTM) Operations function that matches a maturing, enterprise-focused growth motion
- Act as an insights-to-action engine, not a reporting function
- Provide continuous, real-time visibility into pipeline health, progress against targets, and risk, enabling leadership to pivot strategy early
- Serve as a critical partner to the CGO, CFO, and GTM management team on forecasting, planning, and board readiness
- Own day-to-day pipeline reporting and visibility across inbound, outbound, consultant-led, and strategic deal motions
- Track and analyze pipeline coverage, velocity, stage conversion, win rates, deal size, and sales cycle performance against established targets
- Build and maintain dashboards and executive-ready views that surface progress, risk, and trends
- Maintain forecasting models and scenario analyses to support leadership discussions and planning
- Identify leading indicators of risk or underperformance and flag insights with clear supporting analysis
- Support quarterly and annual GTM planning processes through data analysis, modeling, and performance insights
- Provide analytical support for capacity planning, headcount modeling, and program effectiveness
- Monitor performance against plans and highlight gaps, constraints, and execution risks
- Partner with GTM leaders to translate goals into measurable operating metrics and execution plans
- Act as an operational partner to Sales, Consultant Relations, Outbound Growth, and Product Marketing to improve execution consistency
- Establish and maintain clear definitions, handoffs, and operating rhythms across market-facing teams
- Ensure GTM data and insights are shared in a timely and usable way to inform messaging, enablement, and prioritization
- Drive adoption of standardized processes and metrics to create a single source of truth
- Own administration, optimization, and ongoing improvement of GTM systems including CRM, forecasting tools, and reporting platforms
- Drive data hygiene, discipline, and system adoption across GTM teams
- Design scalable processes that support complex enterprise deals while maintaining speed and clarity
- Evaluate and pilot automation and AI-enabled workflows to improve efficiency and insight in partnership with leadership
- Prepare GTM performance materials for executive leadership and board-level reviews
- Translate complex pipeline and performance data into clear summaries and insights for senior stakeholders
- Partner closely with Finance on forecasting accuracy, reporting cadence, and performance tracking
- Surface risks early with supporting analysis and clear articulation of implications
- Manage and develop a small GTM Operations team, starting with one associate-level individual contributor
- Set clear priorities, expectations, and quality standards
- Foster a culture of accountability, curiosity, and continuous improvement
Our take
Mobile health-tracking apps have become popular over the last decade, but existing platforms often provide uniform services as opposed to personalizing each user's experience. In addition to this, incentives to regularly use an app are generally focused on mobile notifications and manual tracking systems, features that require manual data entry and are easy to ignore.
Well provides a digital health platform that leverages member health data to provide users with a personalized and all-in-one platform for improving their health. Instead of relying on notifications and uniform systems, member data is used to deliver daily health recommendations from AI clinicians, loyalty rewards, and direct support tools.
With many apps on the market for different health points, the digital health tracking landscape is very saturated, yet Well is taking a unified approach to providing personalized and authentic experiences for users. The platform aims to provide guidance that is actionable and engaging, as opposed to just another mobile app that is used on an occasional health kick.
Freddie
Company Specialist at Welcome to the Jungle
Insights
40% employee growth in 12 months
Glassdoor (3.3)
Company
Funding (last 2 of 5 rounds)
Apr 2025
$30m
LATE VC
Apr 2022
$71.9m
GROWTH EQUITY VC
Total funding: $236.9m
Company benefits
- A hybrid work policy that allows for both in-person and remote work for most roles
- 18 days of paid time off and 9 paid holidays
- Volunteer Time Off program to support individual values and volunteer activities that enhance and serve the communities in which we live and work
- Free coffee and snacks in the office as well as fun social events
- Parental leave for new parents, regardless of gender, whether through birth or adoption of a child, as a benefit of employment in order to support the health and wellbeing of the whole family and equitable opportunity for career advancement
- Health, dental, and vision insurance
- Tax-advantaged HSA or FSA for healthcare, dependent care, and commuter benefits
- 401(k) and short- and long-term disability and life insurance coverage at no cost to the employee
- Learning Time Off each quarter to support learning and career development
Company HQ
Chapel Hill, NC
Leadership
Gary Loveman
(Co-Founder, Chairman & CEO)They started their career as an HBS professor following an Economics Ph.D. at MIT. They worked as EVP of Aetna in Consumer Health Services and as CEO of Caesar's Entertainment Company, before co-founding Well with David.
Salary benchmarks
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