Associate Director – GTM & Revenue Operations
Location: Vadodara
Experience: 8–12 years
Reports to: Managing Director
Company: Phonon / 22North
The Role
Phonon and 22North are entering an exciting phase of growth across aviation, BFSI and enterprise communications.
We are looking for a hands-on GTM leader who can help turn our products, customer successes and market opportunities into a repeatable revenue engine.
The role brings together GTM execution, Marketing, Pre-Sales and Revenue Operations. You will work closely with the Managing Director and collaborate with Sales, Product, Engineering and Customer Success.
This is not a traditional Sales Operations or CRM role. We are looking for someone commercially sharp, metrics-driven and execution-oriented who can take an opportunity from market proposition → campaign → qualified pipeline → solution/proposal → commercial closure.
What You Will OwnGTM & Revenue Operations
- Translate company strategy into actionable GTM plans across target industries, geographies and accounts.
- Build target-account and segment-specific propositions and campaigns.
- Establish a disciplined operating cadence around pipeline, opportunities and closures.
- Improve CRM discipline, pipeline visibility and forecasting.
- Track conversion across the funnel and identify where opportunities are stalling or being lost.
- Work with Sales on account strategy, pricing, proposals and deal progression.
- Build dashboards covering pipeline, conversion, sales cycles, revenue and margins.
Marketing
- Lead and work closely with the existing Marketing team.
- Align marketing priorities directly with pipeline and revenue objectives.
- Drive digital campaigns, content, events, account-based marketing and thought leadership.
- Convert customer successes and product capabilities into strong market propositions.
- Build campaigns around customer problems and measurable business outcomes.
- Measure marketing on qualified opportunities and revenue contribution, not merely activity, impressions or leads.
Pre-Sales & Solutioning
- Drive the Pre-Sales operating process across demos, proposals, RFPs and solution presentations.
- Work with Product and Engineering to ensure proposed solutions are feasible and appropriately scoped.
- Build repeatable demos, propositions, pitch decks, case studies and solution frameworks.
- Improve the quality and turnaround time of proposals and commercial responses.
- Ensure scope, assumptions, pricing and approvals are clear before commitments are made to customers.
- Equip Sales with the material, competitive intelligence and solution support required to win.
Cross-Functional Execution
- Create a strong operating rhythm across Marketing, Sales and Pre-Sales.
- Ensure clean handover of won opportunities into Customer Success and Delivery.
- Coordinate across teams to resolve commercial and customer-facing issues quickly.
- Drive actions to closure rather than merely tracking or reporting them.
- Reduce dependence on senior management for routine coordination and follow-ups.
What Success Looks Like
Within the first 6–12 months, we would expect you to have:
- Created a clear GTM rhythm across priority markets and accounts.
- Built a measurable and growing qualified enterprise pipeline.
- Improved the contribution of Marketing to qualified opportunities.
- Established stronger pipeline and forecasting discipline.
- Improved the quality and speed of proposals, demos and pre-sales support.
- Created repeatable propositions around key products and use cases.
- Built clear dashboards connecting GTM activity to pipeline, revenue and margins.
- Improved conversion from interest → opportunity → proposal → closure.
Ultimately, we want someone who continually asks:
What did we do? What did it generate? What should we do differently next?
Who We Are Looking For
You will ideally have 8–12 years of experience across enterprise technology, SaaS, digital products, CPaaS, IT services or adjacent businesses.
We value demonstrated capability more than years of experience.
You should have experience across several of the following:
- B2B enterprise GTM
- Digital and enterprise marketing
- Demand and pipeline generation
- Pre-sales / solution consulting
- Enterprise sales support
- CRM and revenue operations
- Proposals and RFP management
- Pricing and commercial propositions
- GTM analytics and forecasting
Experience in aviation, travel technology, BFSI, conversational AI, customer communications or enterprise SaaS would be an advantage, but is not essential.
The Person
You are likely to succeed in this role if you are:
- Hands-on: You are comfortable personally improving a proposal, reviewing a campaign or getting into an important opportunity.
- Commercially curious: You want to understand why a customer should buy, what value we create and what they will pay for it.
- Metrics-driven: You distinguish activity from outcomes.
- Structured: You can bring operating discipline without creating bureaucracy.
- Technically comfortable: You can engage meaningfully with Product and Engineering without needing to be an engineer.
- High ownership: If something belongs to you, people should not need to repeatedly follow up for closure.
- Entrepreneurial: You are comfortable operating where the playbook is still being created.
Why Phonon / 22North?
You will join at a stage where the underlying products and market opportunities are established, but there remains enormous scope to build how we take them to market.
This isn't a role where you inherit a mature GTM machine.
You will help build it.
You will work closely with the Managing Director and have significant visibility and influence across Marketing, Sales, Product and Pre-Sales as the business scales.
