About the Role

The Vice President, Go-to-Market (GTM) Operations will direct A-LIGN's investments in GTM effectiveness and manage functions essential to GTM productivity. In this role you will be responsible for strategic planning, execution planning, reporting, pricing strategies, sales process optimization, as well as sales compensation design and administration. You will directly support the Chief Growth Officer (CGO) and foster close working relationships with internal and external stakeholders to ensure the GTM organization's efficient operation and success.

Reports to

Chief Growth Officer

Pay Classification

Full-Time, Exempt

Responsibilities

GTM Strategy & Planning  

Conduct segmentation analysis and provide strategic prioritization and investment recommendations
Develop and implement Customer and Prospect Database (CapDB) strategy to optimize Customer Acquisition Cost (CAC) and accelerate growth

Marketing Operations 

Drive marketing forecasting and investment strategy across channels, including SEM, SEO, AI Search, Field/Events, Partnerships, and Digital
Deliver comprehensive marketing reporting on input and output metrics and KPIs 
Partner with the CGO, EVP Marketing, and Digital Marketing team to rationalize and maximize MarTech stack investments
Optimize ad spend effectiveness and ROI in collaboration with the Digital Marketing team 
Create and maintain reporting frameworks to enhance marketing message effectiveness and testing strategies

Sales Operations 

Coordinate and optimize sales reporting, forecasting, planning, and budgeting while ensuring quality, accuracy, and process consistency in all planning efforts
Manage weekly bookings forecasts, pipeline reviews, and compliance processes
Optimize sales processes and forecasting to improve predictability and minimize forecast variances  
Oversee territory management, Rules of Engagement (RoE), and policy administration across inbound, named accounts, field, and existing customer sales teams

Partner Operations  

Deliver partnership reporting, planning, and analytics to drive performance and alignment  
Manage the partnership playbook and operating model to ensure consistency and scalability  
Oversee the partner portal and related systems and processes for seamless partner engagement

Compensation Strategies & Administration  

Optimize sales incentive compensation structures and quotas to align with company objectives
Ensure equitable quota assignments and optimal allocation across all sales channels and resources
Manage organization-wide compensation and incentive programs, including sales, partner, BDR compensation, SPIF initiatives, and employee incentive programs

Sales Enablement and Optimization 

Support the design and delivery of sales training and enablement programs 
Ensure sales organization objectives are achieved through OKRs and timely execution  
Proactively identify opportunities for sales process improvement; collaborate with sales management to assess process quality, address bottlenecks, and drive continuous improvement initiatives
Implement enabling technologies, including CRM, across international markets; monitor compliance with standards for maintaining CRM investments
Provide data-driven recommendations on hiring, promotion, discipline, and termination decisions for subordinate employees

GTM Technology Stack Management & Administration  

Manage the sales technology stack, including SFDC, CPQ, Outreach, and related tools 
Oversee marketing technology platforms, such as MAP and BDR tooling, to ensure efficiency and alignment 
Administer AI tools, including Clay, to enhance automation and productivity

Minimum Qualifications

EDUCATION

Bachelor's degree from an accredited institution
Master's in business administration (MBA) preferred

Experience

Minimum of 8 years in sales operations, business planning, or sales support management roles
Private Equity (PE)-backed portfolio company experience strongly preferred
Track record of managing analytically rigorous corporate initiatives 
Expertise in Sales and GTM strategy and planning 
Proven leadership in Sales and Marketing Operations 
Skilled in utilizing Salesforce 
Experience developing accurate success measures directly tied to compensation strategies

Skills

Ability to meet deadlines with a high degree of motivation
Excellent communication
Thrive in a fast-paced environment
Ability to work individually as well as collaboratively

Benefits

Healthcare, Dental, and Vision Benefits
Employer Paid Life Insurance and Disability Insurance
EAP - Employee Assistance Program
Pet Insurance
401(k) Plan with Employer Matching
Competitive Bonus Structure
Home Office Reimbursement
Certification Reimbursement
Personalized Career Coaching
Generous Paid Time Off
Paid Office Closure December 25-January 1
Vacation Bonus
Summer Hours

About A-LIGN

A-LIGN is the leading provider of high-quality, efficient cybersecurity compliance programs. Combining experienced auditors and audit management technology, A-LIGN provides the widest breadth and depth of services including SOC 2, ISO 27001, HITRUST, FedRAMP, and PCI. A-LIGN is the number one issuer of SOC 2 and HITRUST and a top three FedRAMP assessor. To learn more, visit a-lign.com.

Come Work for A-LIGN!

Apply online today at A-LIGN.com and learn about life at A-LIGN by following us on LinkedIn.

A-LIGN is an Equal Opportunity Employer. Minorities, women, disabled, and veterans encouraged to apply.

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