Director, GTM Operations

AI AT ZAPIER

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Zapier is the most connected AI orchestration platform, and the way companies discover, adopt and buy it is changing. Work increasingly starts with an agent that picks Zapier, proves itself in production and grows into a company-wide standard. I’m hiring a Director of GTM Operations to reimagine how our go-to-market operates as that shift happens, and to expand Zapier on Zapier, so our own teams showcase what AI orchestration can do at scale.

You’ll own GTM Operations end to end, leading about five direct reports across strategy, program management, and systems and platform architecture, plus operators embedded across Sales, Marketing, Customer Success, Support and Partnerships. You’ll build a lot of the systems yourself, direct bigger builds through your team and our engineering partners, and own what you ship after launch. You’ll report to the Senior Director, Technical Operations and Automation Platform, and work directly with our CRO, Sales and Marketing leaders, Finance and our COO.

Our Sales and Marketing leaders set the targets and the strategy, and Finance owns comp and commissions. You own the systems, data and operating rhythm behind that strategy, and you’re accountable for whether it succeeds. You show leaders what’s working, tell them when the numbers point somewhere else, and bring them proposals for what should change, with the trade-offs laid out.

This is an AI transformation role for GTM. With agents handling more of the routine work, our teams can reach more customers, act faster when prospects show interest, and spend their time where a human makes the difference. You’ll lead that shift: start from what already exists, decide where agents have the most impact, build or direct them, and prove it’s working.

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About You

• You focus on business outcomes. You know the revenue targets, and measure your work by its impact.
• You see across all of GTM. You look across the business, not just one team’s work. When several teams are solving the same problem in different ways, you notice, and drive alignment.
• You build with AI and plan for what comes after launch. You’ve built or led the build of agents, automations and GTM systems such as routing, lead scoring or attribution. You can show what changed as a result. You design for scale from the start: who owns it, how it’s maintained, how it stays secure, and what governance it needs. You build small things yourself, and you understand larger builds well enough to direct engineering and judge whether they’ll hold up.
• You decide what not to build. You start from the business goal and work back to what’s needed. You’d rather do fewer things well, and you retire what isn’t working instead of building around it.
• You’ve owned GTM outcomes in a sales-led business. You’ve been accountable for how leads, pipeline, routing and revenue connect, and measured the results. That experience could come from RevOps, GTM engineering, pre- or post sales, or marketing leadership.
• You’ve supported more than one sales motion at once. For example: self-serve, mid-market and enterprise. Ideally you’ve been through a shift from product-led to sales-led growth. You know where the rules need to differ between motions.
• You work hands-on with data and systems. You write your own SQL, and you’ve worked in HubSpot or Salesforce and a data warehouse such as Databricks or Snowflake. You question numbers that look wrong, and when the data doesn’t support the plan, you say so.
• You influence senior leaders. You’ve worked directly with VP- and executive-level leaders who wanted different things. You’ve laid out the options and trade-offs, helped them reach a decision, and secured people and budget through written proposals.
• You lead distributed teams. You’ve managed people across time zones, including senior individual contributors. You address performance issues early, delegate ownership clearly, and make sure every system other teams rely on has a named owner, regular reviews and a plan for when it fails.
• You drive adoption, not just …