Director of GTM Operations, Finite State
Product security for embedded systems
Be an early applicant
Product security for embedded systems
21-100 employees
Be an early applicant
21-100 employees
Company mission
To protect our connected world.
Role
Who you are
- The ideal candidate will have a proven track record of aligning cross-functional teams, improving operational workflows, and scaling business systems to deliver customer value and organizational success
- Experience: 5+ years in GTM, sales operations, revenue operations, customer operations, or related roles within a SaaS or high-growth technology company
- Technical Expertise: Proficiency in Salesforce and HubSpot required; preferred in ChurnZero, Salesloft, ZoomInfo, Monday.com, and similar GTM tools
- Strategic Thinking: Proven ability to design, implement, and scale go-to-market strategies and processes
- Data-Driven Approach: Strong analytical skills with a focus on metrics, reporting, and actionable insights
- Process Optimization: Demonstrated experience in developing and optimizing workflows across sales, marketing, and customer success
- Leadership & Collaboration: Exceptional leadership, stakeholder management, and cross-functional collaboration skills
- Tool & Technology Knowledge: Experience integrating AI and emerging technologies into operations
- Communication: Excellent communication skills with the ability to convey complex ideas to diverse audiences
- Project Management: Ability to manage multiple projects, prioritize initiatives, and meet deadlines in a fast-paced environment
- Bachelor’s Degree in business, operations, or a related field
What the job involves
- The Director, GTM (Go-to-Market) Operations will play a pivotal role in driving operational excellence, strategic alignment, and measurable growth across the organization’s sales, marketing, customer success, and partner functions
- Reporting to the Chief Revenue Officer (CRO), this individual will design, optimize, and oversee processes, tools, and metrics that enable efficient execution of our go-to-market strategies
- GTM Strategy Development: Partner with leadership to design and implement scalable go-to-market strategies that drive revenue growth, improve customer satisfaction, and align with business objectives
- Process Optimization: Identify and improve workflows across sales, marketing, and customer success to enhance efficiency and productivity
- Sales Enablement: Develop and maintain GTM playbooks, training programs, and tools to support the success of sales teams. Ensure alignment between sales and marketing initiatives
- Performance Metrics & Reporting: Track, analyze, and report on key GTM metrics such as pipeline health, sales performance, customer acquisition cost, and retention rates
- Forecasting & Planning: Lead forecasting processes, territory planning, and resource allocation to ensure accurate and data-driven business decisions
- Contract & Compensation Management: Optimize contract lifecycle processes, manage compensation programs, and support quoting workflows for efficiency
- Systems & Tools Management: Oversee the administration and optimization of GTM tools and platforms, including Salesforce (SFDC), HubSpot, ChurnZero, Salesloft, ZoomInfo, and Monday.com. Drive system hygiene, reporting, and automation
- Cross-Functional Collaboration: Serve as a bridge between sales, marketing, product, and customer success teams to align initiatives, resolve operational challenges, and drive consistent execution
- Budget Management: Manage GTM operations budgets, providing oversight for spend allocation, ROI analysis, and cost optimization
- Training & Development: Create and oversee onboarding programs, training schedules, and materials to enable team readiness and continuous improvement
- Insights & Analysis: Conduct win/loss analysis, customer feedback reviews, and competitive research to uncover opportunities for improvement and growth
Our take
Widespread adoption of technologies such as the Internet of Things and embedded systems are on the rise. However, this surge in technological integration brings with it a growing concern over potential vulnerabilities within the supply chain. Addressing this issue head-on is Finite State, specializing in providing security solutions for infrastructure and connected devices, primarily by offering comprehensive and transparent insights into the supply chains and files associated with firmware production.
The spotlight on cyber threats has increasingly turned to firmware, with a staggering five-fold rise in firmware attacks in recent years. Finite State asserts that its approach to countering this escalating threat is unparalleled in the market, potentially giving the company a significant advantage over other startups in the competition. Finite State has already carved out a distinctive reputation, notably through its 2019 exposé highlighting numerous vulnerabilities in Huawei's networking products.
Despite the growing awareness among enterprises regarding the looming threat of firmware attacks, reports suggest that most companies are currently underinvesting in firmware security. However, as the threat landscape evolves, a shift in this trend is anticipated. Should this change materialize, Finite State's offerings position the company to capitalize on emerging opportunities in the realm of firmware security.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
57% employee growth in 12 months
Company
Company benefits
- The Usuals: We offer competitive salary and equity for everyone. Medical, dental, vision covered, 401k, short and long-term disability, and life insurance
- Work-life synergy: We take time off and flexibility seriously. Our team is fully remote all across the US, enjoys unlimited PTO, and is entitled to 12 weeks of parental leave
- Mission driven team: We are a team of experts and dedicated professionals—but more than that, we are a diverse group of individuals who support one another in our work and in our mission
- Transparent culture: With bi-weekly business updates, an open-door policy with the executive team, a fireside chat series with our board and other stakeholders, we make sure that everyone on the team has access to what’s going on throughout the company
- Social & supportive environment: We work hard to ensure that Finite State is a fun, comfortable place to work no matter your background. Teams work together to ensure that everyone feels supported and has their needs met, and our vibrant social calendar gives us a myriad of opportunities to kick back and have a good time
Company values
- Transparency
- Results
- Accountability
- Customer Dedication
- Courage
Company HQ
Short North Arts District, Columbus, OH
Articles
Leadership
Matt Wyckhouse
(CEO)Studied Computer Science at Ohio State. Was CTO of Cyber Innovations at Battelle, and then Product Manager at Redacted.
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