Principal, Revenue Operations & GTM Execution

What You'll Do

Pipeline & Lead Management

• 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.

GTM Enablement Coordination

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.

Outsourced SDR Management

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.

GTM Calendar Ownership

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

Travel as required by leadership — generally less than 20%

What You'll Bring

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
Skills & Qualifications
Revenue Operations & Pipeline Management
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
GTM Enablement & Cross-Functional Coordination
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
SDR & Vendor Management
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
Communication & Executive Presence
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

Bonus Points

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