VP, Head of GTM Operations, Concord Finance
Salary not provided
SQL
Hubspot
Apollo
Senior and Expert level
Remote from US
Credit administration hub
Be an early applicant
Credit administration hub
201-500 employees
FintechB2BBankingSaaSCapital Markets
Be an early applicant
Salary not provided
SQL
Hubspot
Apollo
Senior and Expert level
Remote from US
201-500 employees
FintechB2BBankingSaaSCapital Markets
Company mission
To accelerate the pace of capital, starting with tools for debt capital borrowers and providers.
Role
Who you are
- The right person brings structure to undefined problems, moves with urgency, holds a clear point of view about how a modern go-to-market engine should run, and raises the standard of everyone who works around them
- 7+ years in revenue, go-to-market, or sales operations, with demonstrated progression in scope and ownership. Trajectory and shipped work matter more to us than years
- Hands-On Builder: You can open Clay, HubSpot, and an enrichment tool and build the scoring model, workflow, or routing logic yourself. You have done it recently and can show it
- Shipped AI Record: You have put AI to work in a go-to-market motion: agents, enrichment, or automation you configured and moved into production
- Quantitative Depth: Pipeline math, coverage ratios, funnel conversion, attribution logic, and the modeling behind capacity and comp. You interrogate a report you did not build rather than take it at face value
- Executive Presence: Credible with a CEO, a CFO, Managing Directors, a private equity sponsor, and boards, and able to defend a number under scrutiny
- Decisive Team Leader: You give clear direction to a lean onshore team and junior nearshore analysts, delegate with tight feedback loops, and make the work around you better
- Industry Fit: Experience in B2B fintech, financial services, or a services-and-software business is a plus
What the job involves
- GTM Operations at Concord Servicing is the infrastructure and strategy layer behind our go-to-market organization. We are actively building that engine: client health scoring across three business units, an ICP-fit scoring model with Clay, our first AI agent for prospect research, deal-level pipeline attribution, and an in-house outbound program. There is a great deal still to build
- Reporting directly to the CMO, the VP, Head of GTM Operations will own that engine end to end and set its direction. You will partner daily with marketing on top-of-funnel campaigns and account-based plays, with the CRO and the sales organization on the outbound motion, and with the Managing Directors who lead our Consumer, Commercial, and Capital Markets business units for embedded base upsell strategies and reporting
- You will lead a lean team, including a Revenue Operations Lead (a hands-on GTM architect) and the analysts in our Mexico City operations center. You will also produce the pipeline and funnel reporting that goes to our private equity sponsor monthly and to our board quarterly, and your numbers will hold up under partner-level scrutiny
- This is an owner-operator role. You open the tools and build. You will be hands-on in Clay tables, HubSpot workflows, enrichment logic, scoring models, and agent configuration, shipping the work in tandem with others and then teach your team to run it. You can defend a number in a board meeting and change a workflow the same afternoon
- This is a leadership role with full ownership of the revenue engine, a small team to build it with, and direct exposure to the executive team and our sponsor
- GTM Systems & Data
- Own the go-to-market stack end-to-end, including HubSpot, Clay, Apollo, Sendoso, Gong, and the tooling around them, with final say on architecture, build-versus-buy, and vendor selection
- Set the standard for data hygiene, lifecycle definitions, and lead and signal routing across all three business units, including the fields a deal must carry to be trusted
- Build personally where it matters most, then hand the pattern to your team to maintain and scale
- Scoring, Signals & AI
- Own the scoring layer: the ICP-fit model in Clay, client health scoring across Consumer, Commercial, and Capital Markets, and the engagement scoring now in build
- Extend agentic workflows beyond Rex, our first GTM AI agent, into research, enrichment, routing, and reporting, measured in hours saved and cleaner data
- Keep the signal infrastructure current: the buyer personas and the account universe the outbound motion runs on
- Demand Generation & ABM
- Partner with marketing on top-of-funnel campaigns and the outbound sales motion: the target accounts, the segments and asset classes we go after, and the systems underneath
- Own the ABM strategy with marketing: account selection, tiering, scoring, and the plays we run against priority accounts
- Own data enrichment and prospect research for the go-to-market team: account and contact data, list builds, and the research that feeds every campaign and sequence
- Measurement & Board Reporting
- Own marketing-sourced revenue reporting on a definition the board trusts. This is a number of record
- Own deal-level pipeline attribution and the reporting behind it, so the answer to where pipeline originates holds up when leadership pushes on it
- Produce the pipeline and funnel analytics for monthly sponsor reviews and quarterly board decks, plus the weekly metrics the executive team runs on: coverage, conversion, meetings, and SQLs
- Own the systems and governance behind the win-loss program, and drive forecast accuracy up quarter over quarter
- Process & Rules of Engagement
- Set how the revenue motion runs, from how an account gets owned to how a lead is qualified to how a deal moves stage to stage, and hold the go-to-market team to that standard
- Define the rules of engagement, qualification criteria, and handoff SLAs across marketing, business development, sales, and implementation, with your team maintaining them day to day
- Partner with sales leadership on the outbound engine: they own the team and the coaching, you own the model it runs on, including targeting, the qualification bar, cadence standards, and how performance is measured
- Lead change management when the model changes, from the executive team through to the people who work in it every day
- Planning & Executive Partnership
- Bring the operational inputs to annual and quarterly planning: coverage ratios, funnel math, capacity, and territory and comp assumptions, in partnership with Finance
- Serve as the operations partner to the CEO, CFO, and the business-unit Managing Directors. When a number moves, you know why before the meeting starts
- Help revenue and marketing leadership decide which plays we run next, and what we set down to make room for them
- Team Leadership
- Lead the Revenue Operations Lead and the analysts in our Mexico City operations center with clear direction and tight feedback loops rather than layers of process
- Review the team’s work, teach the craft, and raise the standard of what ships
- Hire and develop as the function scales, and build a bench that can own what you build
- The engine you build here will set how this go-to-market organization operates as it scales
Our take
Legacy credit administration hub Concord Finance has served the financial sector for more than three decades. Connecting investors, consumers and loan originators with technology-driven software solutions, the company services over $60 billion across 5 million accounts.
The company’s services span across collateral management, custodial services and credit facility administration, and it’s only set to grow. With the high-profile acquisitions of Finley and Orion First, Concord is unifying its consumer and commercial brands into one operating model. With its finger still firmly on the pulse of fintech innovation, it’s an exciting new frontier for the credit management company.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 3 rounds)
Jan 2023
$17m
SERIES A
Jun 2021
$3m
SEED
Total funding: $20.2m
Company benefits
- Open, collaborative workplace - We learn from each other every day, and we believe great products start with great teams
- Competitive salary and benefits - From compensation to company retreats, we're committed to helping you thrive
- Remote-friendly - Come to the office—or not. We believe you should work where you're most effective
Company HQ
Entertainment District, Scottsdale, AZ
Leadership
Dhruv Vakharia
(CEO)Previously COO at Vervent, CFO at ARS National and was GCB at Bank of America Merill Lynch.
Kyle Derry
(COO)Was previously VP at Concord and was Director of Business Development at Concord Servicing Corporation.
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