About the Role

The Director of GTM Technology is a pivotal Player-Coach leadership role within Tebra's Growth team. You are both a strategic business partner and the lead technical architect of our complete Go-To-Market technology ecosystem—spanning from top-of-funnel marketing execution to closed-won sales infrastructure.

To be successful here, you cannot build in a vacuum. You will be deeply embedded in the day-to-day operations of the GTM organization, acting as a strategic sounding board for both sales and marketing leadership. You must intimately understand the "why" behind our evolving GTM motion, pipeline mechanics, and revenue targets in order to architect the "how" of our systems.

This role is designed for an elite operator who possesses high-level business acumen but thrives on executing the build. You will lead a specialized team of doers, but make no mistake: you are the senior technical escalation point and the most capable systems builder in the GTM organization. You will clear technical debt, deploy advanced AI GTM technologies, and directly configure the systems that bring Tebra's revenue strategy to life.

Your Area of Focus

• Embedded Strategy & Trend Analysis: Partner directly with Sales/Marketing leadership and our Analytics Manager to diagnose funnel trends, conversion bottlenecks, and pipeline mechanics. You know how to look at a drop in MQL-to-SQO conversion rates or broken campaign attribution and instantly know which system processes need to be investigated and rebuilt.
• Hands-On Salesforce Architecture: Serve as the primary technical authority for Salesforce within the GTM org. Dive into the tech backlog, directly build complex flows, fix routing logic, and clear technical debt to immediately unblock the revenue team.
• Full-Funnel Stack Governance: Command a dual-layered tech environment. Directly own and configure our agile GTM "edge" tools (Marketo,, Outreach, Lead Routing, AI platforms, and more), while acting as the Technical Product Manager alongside central Business Systems for core enterprise infrastructure (CPQ, Quotes, Sales & Marketing workflow).
• Team Leadership & Mentorship: Lead a high-potential team of 5 ops professionals spanning Marketing Ops, GTM General Ops, AI Ops, and Sales Ops/TAM Architecture + Highly skilled contractors to support as needed. Upskill your generalists on system architecture, establish clear sprint planning, & ensure projects & priorities are aligned with company goals & deliver results & impact.
• Lead AI Integration: Drive the deployment and optimization of AI sales technologies (e.g., call intelligence with Momentum, performance management with Atrium, skills platforms like Hyperbound).
• Data Architecture & Hygiene: Ensure the foundational data structure within Salesforce and our engagement platforms is pristine, enabling our Analytics team and AI tools to operate on highly accurate inputs.

Your Professional Qualifications

• 8+ years in sales, revenue operations, or marketing operations (SaaS preferred; B2B SMB a plus).
• Strong understanding of sales processes, technology, and best practices, with experience managing CRM systems (e.g., Salesforce) and sales engagement platforms.
• Business & Analytical Acumen: Deep understanding of SaaS revenue mechanics. You know how to look at a drop in Lead-to-SQO conversion rates and instantly know which system processes need to be investigated.
• Technical acumen with GTM technology expertise. Specifically: Salesforce, Sales Engagement Technology (Outreach, Qualified, ChiliPiper, Lead Routing Tools) Analytics solutions, and familiarity learning new technologies as needed.
• Strong analytical/data-driven decision-making skills; ability to connect technology to business outcomes.
• Excellent leadership and communication skills; ability to collaborate, influence, and inspire confidence.
• Strong project/change management skills; ability to lead cross-functional initiatives and manage multiple priorities.
• Innovative/continuous improvement mindset; focus on leveraging technology to enhance GTM performance and efficiency.

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