Sr. Director, GTM Operations (SF)

We are Route

Buying stuff online can get messy once you hit that “order” button. Managing dozens carrier tracking links, dealing with lost or damaged packages, and resolving issues with customer support can feel like a wild goose chase. That’s why we created the Route  — to make the post-purchase experience for consumers like you, and the brands you love, as seamless as possible. 

Route is on a mission to connect the world’s commerce. Through our network of millions of Route App users and thousands of merchants, we’re making it easier than ever for consumers to track, insure, and discover their favorite products in one place — which connects the world’s best direct-to-consumer brands to happy, repeat customers.

Since Route launched in 2018, we’ve been on a journey to build innovative products that empower our customers, all while fostering a people-first, values-driven company culture. We’re looking for talented people across the ecommerce space to join us on the next steps of this adventure.

Don’t just take our word for it! Discover what life at Route has to offer.

The team

The Go to Market Operations team collaborates closely with various groups, including Ops, Go-To-Market, Sales, Marketing Ops, and Customer Success (CS). Their core focus is to drive the discovery, onboarding, and nurturing of partnerships with global, innovative brands seeking to establish modern customer relationships, spanning from checkout to delivery and beyond. 

The opportunity 

As a Sr Director of the GTM Operations team, you play a key role in strategic planning, revenue forecasting, performance analysis. You have the opportunity to collaborate with our SVP customer success and support to help identify and drive improvements in metrics centered around retention and satisfaction. 

What you’ll do

• Strategic Planning: Develop and implement comprehensive GTM strategies that align with the company’s growth objectives. This includes market analysis, segmentation, and developing tactics to penetrate target markets.
• Revenue Forecasting and Analysis: Oversee revenue forecasting and analyze performance metrics to identify opportunities for growth and improvement. 
• Customer Success and Support Analysis: Help identify and drive improvements in key metrics around customer retention and satisfaction.
• Sales and Marketing Alignment: Ensure alignment between sales and marketing teams, optimize lead generation, and the conversion processes.
• Process Optimization: Review and enhance sales and marketing processes to increase efficiency and effectiveness. 
• Team Leadership: Manage and mentor a team of revenue operations professionals, fostering a culture of high performance and continuous learning.
• Technology and Tools: Oversee the selection and implementation of tools and technologies to support GTM and revenue operations, including CRM systems (Salesforce) and data analytics platforms (tableau, etc.).
• Stakeholder Collaboration: Work closely with other department heads, such as product development, customer service, and finance, to ensure cohesive efforts across the company.
• Reporting and Insights: Provide regular reports to senior management on revenue performance, market trends, and operational insights.

What we’re looking for

• 8+ years  of experience in a role focused on GTM Operations
• Bachelor’s degree in Business, Marketing, or a related field, master’s degree preferred but not required
• Proven experience in go-to-market strategy development and execution
• Expertise in project management, overseeing multifaceted initiatives, and ensuring timely and successful project delivery
• Experience with Salesforce, Tableau or other CRM/ analytics platforms 
• Able to articulate complex ideas and strategies to key stakeholders
• Strong analytical skills with the ability to interpret complex data and make strategic decisions
• Demonstrated success in driving growth for an organization with a revenue exceeding $100 million with the focus on business expansion

Equal opportunity for all

Route is an Equal Opportunity Employer. We embrace diversity and equal opportunity in a serious way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.

Total Rewards

We know our team works best when everyone feels happy, healthy, and supported. We offer to pay 100% of your health insurance premiums on a $0 deductible plan for you and your family, remote or hybrid work arrangements, unlimited PTO, 401k matching, formalized growth opportunities, learning & development, DEI programs & events, and so much more.

Pay Transparency

Salary for this role: $246,000 – $258,000

The cash compensation above includes base salary, and is not reflective of potential commission for employees in eligible roles, or annual bonus targets under Route’s bonus plan for eligible roles. In addition to cash compensation, all Route employees are eligible to participate in Routes equity incentive plan to receive stock options per the terms of the agreement. Some roles may also be eligible for overtime pay. Individual compensation packages are based on a few different factors unique to each candidate, including their career level, skills, experience, specific geographic location qualifications and other job-related reasons.