Jobbörse

Director of GTM Operations

Veröffentlicht am 17. Okt. 2026

Im Job Fit analysieren

Paessler GmbH

Nürnberg

EnglischDeutsch nicht nötig

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Gehalt in der Anzeige

63.000 € bis 84.000 €

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Introduction

We're looking for a Director of GTM Operations to lead the operational backbone of our revenue engine - across direct sales, channel sales, and sales enablement. This is a high-visibility role for someone who thrives in fast paced environment, is fluent in data, and enjoys forming and testing hypotheses about what actually drives revenue growth.

You'll own the processes, and analytics that let our direct and channel sales teams sell efficiently and predictably, while building the enablement programs that make reps and partners productive faster. This is a PE-backed company, so precision, speed, and a bias toward measurable impact matter.

YOUR TASKS

Sales Operations (Direct)

Territory design, quota setting, and pipeline/forecast management
Sales process design, CRM administration and data governance (Salesforce or equivalent)
Deal desk support, pricing/quoting operations, and approvals workflows
Sales productivity reporting and funnel/conversion analysis

Channel Operations

End-to-end operations for our partner ecosystem: onboarding, deal registration, partner tiering, MDF administration, and partner incentive programs
Partner performance analytics and health scoring
Systems and process alignment between direct and channel motions to avoid channel conflict and reporting gaps
Partner comp/rebate structuring in coordination with Finance

Sales Enablement

Onboarding and ramp programs for both direct reps and channel partners
Content, playbooks, and certification programs tied to measurable rep/partner performance outcomes

Daily/weekly operating cadence: pipeline reviews, forecast accuracy, funnel health, and revenue-driver analysis
Building and maintaining dashboards and reporting that hold up under scrutiny from executive and PE sponsor stakeholders
Partnering with Finance/HR on sales compensation plan design, quota-to-comp alignment, and plan modeling; supporting comp plan rollout and dispute resolution
Generating and testing hypotheses on what levers (pricing, territory, partner tiering, enablement investment, etc.) most affect revenue and following through with data to prove or disprove them

8+ years in Sales/Revenue Operations, with direct ownership of channel or partner operations at some point in your career, not just direct sales ops
PE-backed experience: at a PE-owned or PE-backed SaaS company, or a similarly fast-paced, metrics-driven environment where you had to move quickly with imperfect data
Comp planning experience: demonstrated experience with sales compensation planning, plan design, modeling, or administration
Strong analytical thinking and proficient in Excel or BI tools; should be comfortable pulling and interrogating your own data daily, not waiting on an analyst
Skilled in assessing business process problems and ideating on enterprise systems solutions
Shows a strong ability to form a hypothesis, designing a lightweight test or analysis, and acting on the result. This role is as much “analyst who can build” as it is “operator who can manage”
Experience managing or influencing cross-functional stakeholders (Sales, Finance, Marketing, Partner/Channel teams) without direct authority over all of them
Prior people management experience (this role will likely have direct reports/analysts)

Many possibilities to further develop your individual skillset
Innovative and creative work environment with plenty of room for new ideas
A structured onboarding phase with experienced colleagues
Flexible working hours and a family-friendly environment
Permanent employment contract
A great working atmosphere in an enthusiastic international team with flat hierarchies
Paessler is a fast-growing midsized company that has been in the market for 20 years.
The company is focused on long-term goals and is currently comprised of 400+ employees

And at the end, a very important note: For us, diversity is more than just a word - it's a commitment. Our job posts are geared towards all people, regardless of their gender, sexual orientation, background, faith, or physical abilities. We value diversity and strive to create a work environment that prioritizes equal opportunities and inclusion. At Paessler, we're determined to break down barriers and provide everyone with the chance to develop their full potential. Please feel free to let us know if you believe there are ways we can improve the wording of our jobs posts or our overall recruitment approach. Let's work together to create a more colorful and inclusive corporate culture!

Director of GTM Operations

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