Note: The job is a remote job and is open to candidates in USA. Coalfire is on a mission to make the world a safer place by solving clients’ hardest cybersecurity challenges. The Principal, Revenue Operations & GTM Execution is a senior operational leader who ensures that Coalfire’s go-to-market strategy translates into coordinated execution across various teams, managing pipeline health and lead quality, and owning the GTM calendar.
Responsibilities
- Own the MQL to opportunity handoff process — ensuring leads are routed correctly, followed up on promptly, and that no lead goes unactioned
- Partner with marketing to define and maintain lead quality standards, MQL definitions, and conversion benchmarks; hold both sides accountable to agreed service levels
- Monitor pipeline generation against targets on a weekly basis; identify gaps and hold teams accountable to commitments
- Serve as the primary point of escalation when pipeline generation is at risk — proactively surfacing issues to Sales Leadership before they become forecast problems
- Partner with the Director, Forecasting & Revenue Analytics to ensure top-of-funnel metrics connect to pipeline and bookings forecasts
- Coordinate across marketing, offering management, and delivery to ensure the field has the tools and content needed to execute — including pricing, bid sheets, scoping tables, proposal templates, and value messaging
- Partner with Sales Leadership and key stakeholders to understand field needs, proactively identify content gaps, and ensure the right owners are aware and accountable for delivery
- Align enablement activity to the GTM calendar — ensuring content and training are delivered ahead of campaigns, offering launches, and partner programs
- Own the relationship with Coalfire’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight
- Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence
- Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage
- Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis
- Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region
- Own and maintain Coalfire’s master GTM calendar — coordinating activity across marketing campaigns, events, offering launches, partner programs, SDR plays, AE activity, and training
- Ensure all GTM activities are sequenced logically, resourced appropriately, and connected to pipeline and bookings goals
- Drive accountability across teams to GTM calendar commitments — identifying gaps, conflicts, or missed handoffs and escalating or resolving as needed
- Partner with marketing, offering management, delivery, and sales to align on priorities, timing, and resource requirements for upcoming GTM activity
- Maintain visibility into the GTM calendar at the leadership level — providing regular updates to the VP of Sales Operations and CRO on upcoming activity and risks
- Travel as required by leadership — generally less than 20%
Skills
- 10+ years of experience in Revenue Operations, Sales Operations, or a senior GTM operational role in a B2B environment
- Demonstrated experience owning pipeline health and marketing-to-sales alignment at a senior level
- Experience managing an outsourced or in-house SDR / BDR program
- Proven ability to drive cross-functional alignment and accountability without direct authority
- Proficiency in Salesforce and familiarity with marketing automation platforms
- Bachelor's degree in Business, Marketing, or a related field
- Deep understanding of the B2B sales funnel — from demand generation and MQL through opportunity creation, pipeline management, and close
- Experience owning lead routing, MQL definitions, and marketing-to-sales handoff processes in a complex B2B environment
- Familiarity with CRM and marketing automation platforms — Salesforce required; HubSpot, Marketo, or equivalent a plus
- Track record of managing pipeline health proactively — identifying risks before they become forecast problems
- Experience coordinating GTM enablement content across marketing, product, and sales without owning the content directly
- Strong program management instincts — able to manage a complex GTM calendar with multiple workstreams, dependencies, and stakeholders
- Proven ability to hold cross-functional teams accountable to deliverables without direct authority
- Thrives in fast-moving and changing environments — makes judgment calls in real time and drives resolution rather than waiting for clarity
- Experience managing an SDR or BDR program — outsourced or in-house — including performance management, KPI setting, and vendor accountability
- Ability to define and hold vendors to clear activity and pipeline contribution targets
- Strong understanding of outbound sales motions and how SDR activity connects to pipeline generation and revenue
- Comfortable presenting to and influencing Sales Leadership
- Self-directed with strong organizational skills; manages competing priorities independently and drives work to completion
- High EQ — able to influence peers and senior leaders, hold teams accountable, and navigate ambiguity without burning relationships
- Revenue Operations or GTM Operations at a high-growth B2B or SaaS company — especially where pipeline ownership and cross-functional coordination were combined
- Sales Operations leader with SDR or BDR program ownership experience
- Management consulting with a go-to-market or commercial operations focus who has moved into an operating role
- Marketing Operations or Demand Generation leader who has crossed into sales alignment and pipeline ownership
- Chief of Staff or GTM Program Management at a senior level in a complex, matrixed B2B environment
- MBA or advanced degree a plus, but not required
Benefits
- Flexible work model that empowers you to choose when and where you’ll work most effectively – whether you’re at home or an office
- Opportunities to join employee resource groups
- Participate in in-person and virtual events
- Paid parental leave
- Flexible time off
- Certification and training reimbursement
- Digital mental health and wellbeing support membership
- Comprehensive insurance options
Company Overview