Director of GTM Tech and Automation, Ivo

• Hybrid of architect and operator — you own both vision and execution. Strategic enough to design the system, hands-on enough to ship it
• AI First Augmentation - you engage with LLM before you engage with humans. Your prompting is an art form with output as concise rivaling MBB decks
• 5–10 years in B2B SaaS GTM operations or revenue technology, with at least 2 years at a high-growth company (Series B–D). You've seen the growth to $100M before
• Deep experience owning and automating CRMs at scale. Strong SFDC administration — complex flows, custom objects, field governance. You can audit a broken org and rebuild it
• Strong SQL. You write production queries that power dashboards you designed (Looker at this point in time) or equivalent that leadership uses to make decisions
• You ship code fast. You use AI copilots (Claude, Cursor, your choice) to accelerate development, and you can spot architecture errors in LLM-produced code from a mile away. You know when to trust the output and when to rewrite it
• Analytical and data-driven, building end-to-end automation pipelines across the full GTM stack. You connect SFDC, HubSpot, BigQuery, and whatever else needs connecting to make the data flow cleanly
• Cross-functional communication — you bridge technical depth with business context. You translate between engineers and sales leaders without losing either audience
• Obsessed with automation and eliminating manual work. You don't optimize a broken process — you replace it

Desirable

• You'll build, automate, and operate the systems that power Ivo's entire go-to-market engine, and you'll do it AI-first
• Every workflow you design starts with the question: can an agent do this
• Every manual process is a failure state waiting to be automated
• You'll architect the tech stack, deploy AI-powered workflows, and build the infrastructure that turns us into a $100M+ business
• Our products, Contract Review and Intelligence/Repository, are winning head-to-head against competitor in enterprise legal
• The constraint isn't product-market fit, it's operational infrastructure
• You fix that
• Reporting to the VP Revenue Strategy & Operations, you'll own the full GTM systems layer: CRM architecture, cross-platform integrations, workflow automation, and the data pipes that connect product usage to revenue
• You'll own and scale direct and adjacent functions, partnering with Deal Desk to transition manual contract operations into automated workflows
• As our pricing evolves toward usage-based and API consumption models, you'll build the operational backbone: metering, threshold triggers, consumption-based forecasting linked to product telemetry
• You'll wire it from the start
• In 90 days: SFDC is accurate, order forms are automated, and the GTM team trusts the data for the first time
• What success looks like in 12 months:
• Usage-based pricing infrastructure is operational — product telemetry pipes into revenue systems, consumption forecasting models are live, expansion triggers fire automatically
• You've evaluated and shipped AI-augmented workflows that eliminate manual GTM tasks and are measured on tangible revenue impact
• The systems you built are scaling with the business
• We no longer talk about CRM being broken