[Hiring] Director, GTM Operations @Consensus Cloud Solutions

Role Description

The Director, GTM Operations is a critical strategic player within the GTM team, responsible for driving the commercial success of our direct and partner-led sales motions. Reporting directly to the VP of Revenue Operations, this role serves as the central operational authority for:

• Public Sector Deal Desk management
• Pricing and Commercial Strategy
• Proposal Writing
• Overall Partner Operations

This position requires a highly analytical, detail-oriented, and collaborative professional who can seamlessly navigate complex enterprise deals across both public sector and commercial markets.

This role will be pivotal in:

• Accelerating sales cycles by structuring profitable, non-standard deals
• Ensuring pricing frameworks align with corporate objectives
• Owning the operational life cycle of our partner ecosystem
• Tracking partner revenue and facilitating timely revenue share payouts
• Analyzing usage growth to uncover expansion opportunities

Additionally, this individual will lead the end-to-end development of Requests for Proposals (RFPs) and Rough Order of Magnitude (ROM) estimates, serving as the bridge between Sales, Legal, Finance, Product, and external partners.

Qualifications

• Minimum of 10 years of progressive experience in Deal Desk, Revenue Operations, Contracts Management, or Commercial Operations within a B2B technology environment.
• Prior experience working within both Commercial and Public Sector Go-To-Market motions.
• Familiarity with federal procurement processes and channel partner teaming agreements.
• Experience managing contracts and proposals involving cloud communications, cybersecurity, or data compliance (e.g., FedRAMP, HIPAA, SOC 2).
• Proven track record of structuring complex enterprise deals, managing discount matrices, and accelerating the quote-to-cash process.
• Demonstrated experience in managing partner operations, specifically related to channel pipeline, usage growth analysis, and calculating revenue share payouts.
• Direct experience serving as the primary author and project manager for RFPs and ROMs.
• Strong working knowledge of SaaS revenue recognition principles and subscription/usage-based billing models.
• Advanced proficiency with CRM platforms (Salesforce preferred) and quoting/CPQ tools.
• Bachelor’s degree from an accredited college or university in Business Administration, Finance, Operations, or a related field.
• (An equivalent combination of relevant education, specialized training, and progressively responsible professional experience may be considered in place of the bachelor’s degree requirement.)
• Optional but preferred: Certifications in Contract Management (e.g., CPCM, CFCM) or Salesforce/CPQ administration.

Requirements

• Experience implementing or optimizing RFP automation tools.
• Experience transacting and managing contracts through cloud marketplaces (e.g., AWS Marketplace).
• Demonstrated program management experience overseeing the operational integration of partner systems.
• Systems & Tool Proficiency: Expertise in CRM systems (e.g., Salesforce), CPQ solutions (e.g., Salesforce), Google Suite, Tableau, and RFP automation software.
• Technical & AI Proficiency: Highly analytical and technologically savvy.

Benefits

• The salary range for this role is $175,000-$190,000 annually.
• The total compensation package for this position is negotiable and may also include annual performance bonus, ESPP, enhanced time off packages and benefits.
• This job doesn't have an expiration date and will remain open until a qualified candidate is hired.

Remote Roles

• Location requirements: Fully remote within the U.S. (Los Angeles or Las Vegas preferred).
• Travel requirements: Up to 10% travel.
• Physical requirements: Must be able to sit for long periods, as well as handle long periods of screen time.
• Technology requirements: Reliable, high speed internet.
• Eligible for sponsorship: No.