Director, GTM & Revenue Operations

About This Opportunity

We are representing a confidential automotive marketplace client in their search for a Director, GTM & Revenue Operations. This is a senior leadership role responsible for building and running the operating engine behind commercial teams across two core revenue streams: vehicle acquisition and vehicle sales/leasing to consumers.

You will own the go-to-market process, sales enablement, commercial systems (primarily Salesforce), revenue analytics and forecasting, and cross-functional programme management. This is a builder's role—you'll inherit a team of three and have a clear mandate to scale the function to meet business needs. The commercial organisation has recently unified its account-management model across both product lines, and you'll drive one operating model with consistent process, enablement, and quality standards.

Responsibilities

• Own GTM operations: define the go-to-market playbook, pipeline, and commercial process across both marketplaces; design targets, compensation, and territory structures with commercial leadership
• Build sales enablement and quality programmes: create onboarding, ramp-to-productivity frameworks, readiness sign-offs, QA/calibration, and ongoing learning for individual contributors and leaders
• Direct commercial systems requirements: own Salesforce as the system of record, including process/workflow design, prioritisation, and roadmap; oversee sales-engagement tooling, AI-assisted workflows, and performance dashboards
• Deliver revenue-operations analytics and forecasting: produce forward-looking commercial forecasts that reconcile to Finance's view; own operational reporting that diagnoses volume and team performance; provide evidence for comp and performance decisions
• Run programme management: lead the commercial PMO from discovery and sizing through governance (charters, RACI, risk, impact) to ensure cross-functional initiatives land on time
• Scale the function: shape and hire the team across GTM operations, enablement, platform, analytics, and programme management; make the investment case
• Drive AI and automation adoption: mature how the commercial organisation operates with AI-first tooling to eliminate manual workflows
• Support operating rhythm: own commercial-motion inputs to weekly operating cadence and senior leadership reporting

What We're Looking For

Essential experience and skills:

• Track record leading a revenue-operations, commercial-operations, or GTM-operations function at scale in a marketplace, growth, or B2B sales environment
• Breadth across the operating model: you've owned or closely partnered on GTM process, enablement, commercial systems, and analytics
• Strong Salesforce fluency as a system of record: ability to set requirements, shape data models and processes, and direct platform teams
• Commercial process and incentive design expertise: targets, compensation, territory, and capacity planning tied to outcomes
• People leadership and team-building: you've grown multi-disciplinary teams from a small base and hired well
• Analytical and data-fluent: comfortable with forecasts, pipeline models, and drawing honest conclusions from data

How you work (explored in interview):

• Fluent and curious with AI tooling to work faster and help teams adopt it
• Comfortable running cross-functional PMOs with charters, RACI, and risk management
• Credible with senior stakeholders: you make well-evidenced cases and influence across teams you don't own
• Self-directed with a bias for action: you turn ambiguous problems into plans
• Intellectually honest: you surface hard truths early rather than comfortable answers late

Nice to have:

• Hands-on Salesforce administration or architecture (certification a plus), CPQ, sales-engagement/revenue-intelligence tooling (Groove, Outreach, etc.)
• SQL and data warehouse fluency
• Marketplace, two-sided platform, or automotive experience
• Process-improvement or operational-excellence training (Lean Six Sigma) with commercial background

How We Work With You

Candidates apply through Get A Job.ai. Our talent team will conduct an initial screen to understand your background and ensure alignment with the role requirements. Strong candidates are then submitted to our client for their consideration. Please do not attempt to contact the client directly—all communication and interview coordination will be managed through our recruiting team.

The interview process typically includes: a phone screen with our team, a first-round interview with the hiring manager focused on prior experience, a case study presentation on a revenue-operations problem (brief provided in advance), a situational/values interview with senior leadership, and a final interview with an executive team member. If you need any adjustments to the process, please let us know.

Pay

Pay details will be discussed during the screening process based on your experience and the client's compensation framework.

Location: London, hybrid (3 days in office, 2 remote)

Get A Job.ai is committed to diversity and inclusion. We welcome applicants with alternative identities, backgrounds, and experiences, and we make recruiting decisions based on experience, skills, and potential.