Director, GTM Operations

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Zapier is the most connected AI orchestration platform, and the way companies discover, adopt and buy it is changing. Work increasingly starts with an agent that picks Zapier, proves itself in production and grows into a company-wide standard. I’m hiring a Director of GTM Operations to reimagine how our go-to-market operates as that shift happens, and to expand Zapier on Zapier, so our own teams showcase what AI orchestration can do at scale.

You’ll own GTM Operations end to end, leading about five direct reports across strategy, program management, and systems and platform architecture, plus operators embedded across Sales, Marketing, Customer Success, Support and Partnerships. You’ll build a lot of the systems yourself, direct bigger builds through your team and our engineering partners, and own what you ship after launch. You’ll report to the Senior Director, Technical Operations and Automation Platform, and work directly with our CRO, Sales and Marketing leaders, Finance and our COO.

Our Sales and Marketing leaders set the targets and the strategy, and Finance owns comp and commissions. You own the systems, data and operating rhythm behind that strategy, and you’re accountable for whether it succeeds. You show leaders what’s working, tell them when the numbers point somewhere else, and bring them proposals for what should change, with the trade-offs laid out.

This is an AI transformation role for GTM. With agents handling more of the routine work, our teams can reach more customers, act faster when prospects show interest, and spend their time where a human makes the difference. You’ll lead that shift: start from what already exists, decide where agents have the most impact, build or direct them, and prove it’s working.

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About You

• You focus on business outcomes. You know the revenue targets, and measure your work by its impact.

• You see across all of GTM. You look across the business, not just one team’s work. When several teams are solving the same problem in different ways, you notice, and drive alignment.

• You build with AI and plan for what comes after launch. You’ve built or led the build of agents, automations and GTM systems such as routing, lead scoring or attribution. You can show what changed as a result. You design for scale from the start: who owns it, how it’s maintained, how it stays secure, and what governance it needs. You build small things yourself, and you understand larger builds well enough to direct engineering and judge whether they’ll hold up.

• You decide what not to build. You start from the business goal and work back to what’s needed. You’d rather do fewer things well, and you retire what isn’t working instead of building around it.

• You’ve owned GTM outcomes in a sales-led business. You’ve been accountable for how leads, pipeline, routing and revenue connect, and measured the results. That experience could come from RevOps, GTM engineering, pre- or post sales, or marketing leadership.

• You’ve supported more than one sales motion at once. For example: self-serve, mid-market and enterprise. Ideally you’ve been through a shift from product-led to sales-led growth. You know where the rules need to differ between motions.

• You work hands-on with data and systems. You write your own SQL, and you’ve worked in HubSpot or Salesforce and a data warehouse such as Databricks or Snowflake. You question numbers that look wrong, and when the data doesn’t support the plan, you say so.

• You influence senior leaders. You’ve worked directly with VP- and executive-level leaders who wanted different things. You’ve laid out the options and trade-offs, helped them reach a decision, and secured people and budget through written proposals.

• You lead distributed teams. You’ve managed people across time zones, including senior individual contributors. You address performance issues early, delegate ownership clearly, and make sure every system other teams rely on has a named owner, regular reviews and a plan for when it fails.

• You drive adoption, not just delivery. You help leaders use their own data and test their own ideas, and you measure whether what you shipped is actually being used.

• You’re comfortable with work that’s still taking shape. Parts of our GTM are experimental. You can support that without locking it into a fixed process too early.

Nice to have

• You’ve got an engineering background. You’ve worked as a software or data engineer, so building and debugging come naturally to you.

• You’ve seen a shift from PLG to SLG. You know what changes when a self-serve business shifts to Enterprise.

• You’ve built lead scoring or prioritisation. You’ve designed ways to rank leads or accounts so reps know where to spend their time and what to do next.

• You’ve used modern GTM tools. You’ve worked hands-on with tools like Clay, Gong or data enrichment platforms, and you know where they help and where they don’t.

What you'll do

• Start with an audit. Review what already exists, including programs that have stalled, underutilized or abandoned tools, and reports and workflows that no longer serve the strategy. Once leaders agree, retire them, so new work isn’t built on top of old problems.

• Reimagine GTM work with agents. Find where agents would make the biggest difference, build or direct them, measure what changes, and own them after launch, including maintenance, security and governance.

• Own lead flow end to end. Make routing clear and reliable. Be the person who can explain how it works, and change it quickly when needed to drive outcomes. Define what counts as a misrouted lead, and track it weekly.

• Deliver real-time lead routing and prioritization as your first major project. Every new lead gets sorted in real time so it reaches the right team for its likely deal size, and ranked so reps know which leads to act on first.

• Own target account lists. Take the criteria Sales and Marketing leaders set, work with our data and enrichment vendors to build the lists, and keep them current.

• Create one trusted set of GTM numbers. Build a standard set of metrics, with filters and drill-downs, that Sales and Marketing leaders use in their own business reviews.

• Show what’s working. Build attribution across GTM so we can see what a deal was worth at the start, what changed, who worked on it, and which tactics made the difference.

• Measure experiments. When a team tries something new, set up a simple way to tell whether it worked, and make sure the results reach the people who need them.

• Turn decisions into delivery. When GTM leaders have agreed on what to do and how they’ll measure it, get it built through your team. You own the GTM Operations roadmap.

• Run intake across GTM. Every request has a clear owner, a priority and a path. Balance day-to-day requests, larger roadmap projects and quick experiments so nothing important stalls.

• Lead GTM Operations. Manage about five direct reports across strategy, program management, and systems and platform architecture, plus operators embedded across Sales, Marketing, Customer Success, Support and Partnerships. Set direction, remove blockers and develop the team.

• Partner across teams. Work with our AI engineering team on larger builds, a dedicated data partner on analysis, Revenue Enablement on rep coaching, and Finance and Business Operations on comp, commissions and deal desk.

• Work transparently. Document decisions and trade-offs, and write the proposals that get leaders to agree and commit people and budget.

Impact matters more than tenure. You’ve led people, whether as a manager or a hands-on lead. You’ve set clear direction, made ownership clear, helped people grow, and addressed performance when it mattered. Beyond that, show us the best thing you’ve built or led with AI. Tell us what business problem it solved and why it was the right thing to build, including what you chose not to build. Tell us how you designed it to scale: who owns it, how it’s maintained and secured, and how it’s governed. And tell us what changed for the business, who uses it, and how you know it’s working.

At Zapier, we believe that diverse perspectives and experiences make us better, which is why we have a non-standard application process designed to promote inclusion and equity. We're looking for the best fit for each of our roles, regardless of the type of companies in your background, so we encourage you to apply even if your skills and experiences don’t exactly match the job description. All we ask is that you answer a few in-depth questions in our application that would typically be asked at the start of an interview process. This helps speed things up by letting us get to know you and your skillset a bit better right out of the gate. Please be sure to answer each question; the resume and CV fields are optional.

Education is not a requirement for our roles; however, if you receive an offer, you will need to include your most recent educational experience as part of our background check process.

After you apply, you are going to hear back from us—even if we don’t see an immediate fit with our team. In fact, throughout the process, we strive to never go more than seven days without letting you know the status of your application. We know we’ll make mistakes from time to time, so if you ever have questions about where you stand or about the process, just ask your recruiter!

Zapier is an equal-opportunity employer and we're excited to work with talented and empathetic people of all identities. Zapier does not discriminate based on someone's identity in any aspect of hiring or employment as required by law and in line with our commitment to Diversity, Inclusion, Belonging and Equity. Our code of conduct provides a beacon for the kind of company we strive to be, and we celebrate our differences because those differences are what allow us to make a product that serves a global user base. Zapier will consider all qualified applicants, including those with criminal histories, consistent with applicable laws.

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The anticipated application window is 30 days from the date job is posted, unless the number of applicants requires it to close sooner or later, or if the position is filled.

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