Director of Central GTM Strategy & Operations, Ivo

• AI-native workflow. You use Claude, ChatGPT, Cursor daily to accelerate your own work and expect your team to do the same. Manual processes are a failure state
• 7–10 years in revenue operations, customer operations, or GTM ops at a high-growth B2B SaaS company. You've built expansion and renewal motions before — not inherited them
• Management consulting foundation (MBB or equivalent) combined with operating experience. We don't need a consultant. We need someone who used to be one and then chose to operate
• Management experience. You've led ICs, managed contractors, and held people accountable for output. The team needs a player-coach, not a peer
• Renewal and expansion operations depth: forecasting, pipeline management, white space identification, health scoring, trigger criteria, CSM assignment logic, AM account allocation. You know the mechanics of net retention
• Analytical: you write SQL (or direct a copilot to do so), build a front-end, dig into the data why a number moved, and tell us what to do
• SFDC operational fluency
• Deal desk coordination — contract operations, pricing approvals, order form workflows. You've worked with or managed deal desk before
• You document, systematize, and automate. You turn tribal knowledge into accessible and repeatable playbooks
• Undergrad in STEM, Finance or Economics

Desirable

• You'll run the operational engine that turns Ivo's GTM vision into reality. Renewals, expansion, customer operations, deal desk
• Reporting to the VP Revenue Strategy & Operations, you'll be the internal owner for our strategic consulting engagement's deliverables (renewal automation, ARR infrastructure, health scoring), steward then own (and improve) what they built
• You'll partner with CSM leadership on customer execution. You'll build out Deal Desk and Growth and Customer Ops
• As pricing evolves toward usage-based and API models, you'll build the operational infrastructure for consumption-based renewals and expansion triggers. You'll use AI aggressively to augment your impact and automate what traditional ops teams needed weeks and months to accomplish
• You will also own standing up our EMEA GTM Ops
• What success looks like:
• In 90 days: Expansion pipeline visible for 80%+ of install base. Renewal forecast accurate within 10%
• In 12 months:
• AEs, AMs, and CSMs are delighted how smooth things work
• Expansion motion is running and contributing measurably to ARR
• Renewal operations are automated
• CSM assignment is rules-based. Customer onboarding is streamlined
• Your team operates at a velocity that would require 2x headcount without AI-augmented workflows pre-2023
• You've built systems that reduced operational load across the GTM org