Director, Go-To-Market Technology

Responsibilities

• Lead Performance & Funnel Integrity
• Monitor lead performance across regions, segments, and channels - proactively surfacing conversion drops, routing failures, or scoring anomalies before they are escalated to you.
• Own the full funnel metrics program: track stage conversion rates from visit through opportunity, identify what is suppressing each stage, fix it, and report on it.
• Own data hygiene across the funnel - lead and contact records, campaign attribution, UTM coverage, and funnel stage accuracy.
• Ensure strong attribution coverage so marketing and sales investment decisions are based on reliable data.
• Marketing & Sales System Integration
• Own the end-to-end lead flow architecture: Apollo intent signal or Ad action → Zapier → Salesforce → Pardot scoring → Chili Piper routing → BDR action in Nooks or marketing nurture in Pardot.
• Build and maintain the integrations that surface Apollo's intent and deanonymized visitor data to the right BDR at the right time.
• Own lead scoring logic in Pardot - define and calibrate rules against actual conversion data; keep them current as our ICP and product mix evolve.
• Ensure all outbound actions triggered by intent or behavioral signals are GDPR-compliant.
• Maintain clear, documented architecture for every integration - input, output, logic, and owner.
• Lead Routing & Operations
• Own lead routing accuracy end to end - from routing rule design to regular QA to systemic error elimination.
• Lead the transition to Chili Piper Distro as our primary routing engine.
• Partner with Sales Ops to keep routing rules current as territories, products, and team structures change.
• Resolve routing failures at the root cause, not by applying manual patches.
• Chat Experience
• Own the Chili Piper Chat experience across all markets and pages - routing rules, qualification logic, scripts, and CRM handoff.
• Evaluate and potentially deploy Chili Piper Chat AI to improve self-serve resolution, response speed, and lead qualification.
• Email Deliverability & Automation
• Own email deliverability as a technical infrastructure responsibility: SPF/DKIM/DMARC alignment, subdomain reputation, inbox placement, and bounce/complaint management.
• Oversee the Pardot automation infrastructure: list management, suppression logic, scoring rules, nurture triggers, and lead stage progression.
• Ensure marketing email (Pardot) and BDR cadences (Nooks) are coordinated - shared suppression, sequenced outreach , no conflicting touches.
• GTM Tech Stack Ownership
• Stay current on the B2B marketing and sales technology landscape through your own research - you are the one surfacing tool recommendations to leadership, not waiting to be pointed at them.
• Protect against tool sprawl - K now the existing stack deeply enough to push back when a new tool is requested but better process is the real answer .
• When new tooling is genuinely warranted , evaluate options, make a clear recommendation, and own the implementation.
• Maintain documentation in Confluence for every critical integration and workflow.
• Stakeholder Management
• Represent Marketing Operations in cross-functional meetings with Sales, BDR, Demand Gen, IT, and Legal - independently and with confidence.
• Translate complex technical issues into clear, actionable language for non-technical stakeholders, from individual contributors to senior leadership.
• Manage competing priorities across teams with diplomacy; deescalate when needed and keep relationships productive.
• Communicate proactively: when something breaks or a decision is needed, arrive with context, a recommendation, and a path forward - n

Benefits

Additional Information

Ready to join the future of work? Become part of a remote and hybrid first*, global company spanning across the Americas, Europe, and Asia for A Job That Works for You. You will become among 2000+ Guardians worldwide, embracing YOUR unique approach to work. 🌎 Our vision of the future of work is "Work In Any Way" which offers flexibility for where you work, it empowers you to define your ideal work environment, unbound by the traditional notions of what work should look like. Most importantly, it puts people first! 🤩 The Director, GTM Technology owns the systems, data, and processes that power our full marketing and sales funnel - from first website touch through lead capture, scoring, routing, and nurture, to handoff to a BDR or Global Sales Advisor. You are the architect of how our tools connect: Apollo, Chili Piper, Nooks, Salesforce, Zapier, and Pardot must operate as one cohesive system, with clean data and no dropped leads. You will lead a team of three Marketing Technology Managers and partner closely with Sales Ops and BDR leadership. The ideal candidate is obsessed with leads. If conversion rates soften in a particular region or segment, you notice before anyone else does, diagnose the cause, implement a fix, and close the loop by communicating what happened and why. You treat funnel health the way an engineer treats system uptime.

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