GTM Technology and Operations Team Lead, Coalition
$130-163k
Cyber insurance and security for businesses
Open for applications
Cyber insurance and security for businesses
501-1000 employees
Open for applications
$130-163k
501-1000 employees
Company mission
To protect the unprotected from technology failures and cyber-attacks, helping manage risk online so they can focus on growth.
Role
Who you are
- You are an experienced GTM operator—either a senior individual contributor or a hands-on first-line manager—adept at supporting high-impact, cross-functional projects
- Your expertise enables GTM field teams, aligns executive priorities, and transforms business requirements into scalable workflows and systems
- You’re passionate about leveraging new technology, data, and processes to drive business outcomes across the GTM funnel
- This role requires a data-driven, resourceful, collaborative leader with strong ownership, who thrives in a fast-evolving environment and is committed to continuous learning and results
- 8+ years experience in Sales Operations, Revenue Operations, Sales Technology, or similar process-improvement roles
- Insurance Industry or SaaS/software experience, including direct and two-tier channel sales models
- Functional knowledge of quote-to-cash (QTC) processes and systems
- Advanced proficiency with CRM and GTM support tools (Salesforce, JIRA, Confluence, Outreach, Marketo)
- Metrics-driven decision maker with expertise in GTM functions, AI-automation and change management
- Proven ability to scale processes and technology in fast-growth environments
- Strong influencer and collaborator; excels at driving cross-functional initiatives
What the job involves
- As our Team Lead, GTM Technology and Operations, you will own and drive the technological strategy and operational excellence behind Coalition’s go-to-market functions
- You’ll collaborate deeply across Sales, Underwriting, Marketing, Customer Success, and IT, overseeing technology and process improvements, adoption of new tools and solutions, and the prioritization of initiatives that enable business growth at scale
- Own the technological strategy and implement management best practices that support growth and scale for all GTM functions
- Design and manage the Tech Ops Team’s prioritization frameworks to address points of friction identified by Executive Leadership, ensuring solutions are aligned with evolving business needs
- Conduct regular audits and analysis of tool utilization to maximize efficiency, drive adoption, address tech debt, and ensure the tech stack supports business goals
- Support and collaborate on a unified approach to data management and warehouse strategy across the GTM funnel, contribute to best practices for data governance, accuracy, compliance, and data hygiene to drive growth optimization and visibility
- Advance Coalition’s adoption of AI and emerging technologies to improve how we engage, acquire, and retain brokers and policyholders
- Sales Tech Stack: Own the adoption and use case of CRM (e.g., Salesforce) and integrated sales tools (e.g., sales engagement platforms, analytics dashboards), supporting vendor selection, implementation, and integration
- Process Optimization: Design, implement, and refine end-to-end sales processes (lead routing, deal reviews, proposal workflows) to drive efficiency and reduce friction
- Automation & Scalability: Identify and implement opportunities across GTM operations to automate routine tasks and scale infrastructure to support organizational growth
- Lead requirements gathering, documentation, and oversee deployment and adoption of system and process changes
- Compliance & Governance: Ensure sales activities—which include quoting, underwriting, and approvals—adhere to defined policies while mitigating risk and maintaining internal controls
- Leverage data and process intelligence to drive continuous improvement and revenue outcomes
- Work cross-functionally to prioritize and deliver on enhancements that accelerate GTM performance. KPI Development & Partnership: Define, track, and report on KPIs (e.g., GWP, ACV, churn, upsell, pipeline coverage) in close partnership with Data Engineering, ensuring data sources are interconnected and reliable
- Business Insights: Translate operational and sales data into actionable analysis informing strategy, such as market experimentation, territory realignments, and target account planning
- Serve as subject matter expert and collaborative partner to stakeholders across Sales, Marketing, Support, IT, and Product to deliver end-to-end process optimization and enhancement
- Create and deliver Technology and Process training and enablement materials for GTM field and leadership teams
- Mentor and supervise a small team, supporting prioritization, deliverables, and performance management
- Foster a culture of accountability, open communication, and continuous improvement
Our take
The cybersecurity industry has been going through a record-breaking period of investment. This trend has emerged as more companies move to cloud-based networks following the increase of out-of-office work, thus increasing the risk of cyber attacks. However, many cutting-edge cyber defences are too expensive for many companies.
Coalition’s joint offering of cyber security tools, a risk management platform, and cyber insurance allows companies to manage the ever-present risk of cyber threats.
The company has made a strong start since its 2017 launch, raising nearly $800 million in funding. There are a number of other fast-growth startups in the cybersecurity space, including Wiz and Orca Security, but Coalition’s shrewd insurance-based model is what sets it apart from the competition. The company has set out on a path toward global expansion, branching out from the US and Canadian markets to bring its solutions to the UK, whilst also acquiring smaller competitors like JUMBO.
Steph
Company Specialist at Welcome to the Jungle
Insights
100% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Jul 2022
$250m
SERIES F
Sep 2021
$205m
SERIES E
Total funding: $770m
Company benefits
- Paid parental leave
- 401k plan
- Stock option plan
- Open vacation days
- Flexible working hours
- Work from home opportunities
- Health insurance
Company HQ
Financial District, San Francisco, CA
Leadership
Joshua Motta
(CEO)After studying at the University of Chicago, Joshua worked at Goldman Sachs for a year before moving to Private Equity at Francisco Partners, and working as an IGNIA Partners Investor. He left his role at Cloudflare to co-found Coalition in March 2017.
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