Inforcer
Director, GTM Strategy & Operations
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Director of GTM Strategy & Operations
About Us
inforcer is one of the fastest-growing technology organisations in the world and a leading provider of cutting-edge cybersecurity and AI solutions, supporting the SMB market. We provide Managed Service Providers (MSPs) with the essential technology needed to manage and secure Microsoft 365 at scale and deliver AI services. Our mission? To be "inforced in every MSP."
About the Role
This is a foundational leadership hire for inforcer. As Director of GTM Strategy & Operations, you will:
- Own the architecture of how inforcer goes to market, covering tools for revenue teams, compensation structures, territory assignment, and AI-driven operational efficiency.
- Lead a cross-functional GTM Operations function, including pre-sales, post-sales, marketing, and implementation, reporting directly to the VP of Global Sales.
We’re seeking a senior GTM Operations leader who excels in a high-volume, SMB and mid-market SaaS environment, has deep expertise in HubSpot, and brings a hands-on approach to AI adoption across revenue functions.
What You’ll Be Doing
GTM Technology & Operations
- Own and evolve inforcer’s GTM tech stack (sales, marketing, customer success) to ensure integration, optimisation, and daily adoption.
- Evaluate and streamline tooling, eliminating duplication and improving revenue function adoption.
- Define and maintain a single source of truth (SSOT) for revenue data, reporting, and performance tracking.
Team Building & Leadership
- Build and scale a high-performing GTM Operations team from scratch, covering:
- Pre-sales & post-sales support
- Marketing operations (marketing ops)
- Implementation support
- Define team structures, hiring plans, and ways of working in partnership with the VP of Global Sales.
- Establish clear processes, documentation, and standards for a fast-growing global team.
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AI Integration & Innovation
- Lead AI adoption across GTM, identifying, testing, and scaling tools for efficiency gains.
- Embed AI into:
- Prospecting & pipeline management
- Customer engagement workflows
- Internal operational processes
- Focus on practical AI upskilling—moving beyond strategy to hands-on application.
Commercial Strategy & Reporting
- Design and manage commission structures for Account Executives (AEs), Business Development Reps (BDRs), and Professional Services Managers (PSMs).
- Build commercially sound, easy-to-understand compensation plans aligned with desired behaviours.
- Model scenarios, assess cost-of-sales impact, and refine plans as the business scales.
Territory & Pipeline Management
- Own a data-driven global territory model, including:
- Segmentation
- Capacity planning
- Territory carve as the team grows
- Run regular territory reviews to ensure balance and alignment with market opportunity.
- Oversee reporting, dashboards, and pipeline visibility for leadership trust.
Forecasting & Insights
- Lead the weekly forecast process alongside the VP of Global Sales.
- Identify trends, gaps, and opportunities in the funnel and convert them into clear operational priorities.
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What We Can Offer You
Steep Learning Curve
- Continuous development with exceptional people and strong enablement.
- Psychological safety—mistakes are learned from, new things are tried.
Real Impact
- High-trust, autonomous environment where you shape decisions and drive meaningful change.
Transparency & Honesty
- Clear communication aligns everyone with the "why" behind decisions.
- No secrecy—this is a high-growth startup, but we collaborate to solve challenges together.
A+ Global Team
- Top-tier talent recruits top talent—growth is challenging but rewarding.
- Monthly team socials, employee recognition, and programs to reward achievement.
Requirements
Must-Haves
✅ Senior GTM Operations leadership experience, preferably in a high-growth SaaS environment. ✅ Proven ability to build or scale cross-functional teams (pre-sales, post-sales, marketing ops, implementation). ✅ Deep expertise in HubSpot (reports, pipelines, workflows, integrations). ✅ Passion for high-volume sales in SMB/mid-market segments. ✅ Practical AI use with a proven track record in GTM efficiency improvements. ✅ Experience in designing & managing commission plans with commercial insights.
Nice-to-Haves
- Familiarity with MSP/IT channel/cybersecurity spaces.
- Experience with tools like Fathom, Vidyard, Cognism, or LinkedIn Sales Navigator.
Inclusive Culture
inforcer is an equal-opportunity employer. We celebrate diversity and commit to an inclusive environment for all.
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