Director, GTM Operations

How you will impact the organization…

The Director, GTM Operations is a critical strategic player within the GTM team, responsible for driving the commercial success of our direct and partner-led sales motions. Reporting directly to the VP of Revenue Operations, this role serves as the central operational authority for Public Sector Deal Desk management, Pricing and Commercial Strategy, and Proposal Writing, as well as our overall Partner Operations. This position requires a highly analytical, detail-oriented, and collaborative professional who can seamlessly navigate complex enterprise deals across both public sector and commercial markets.

This role will be pivotal in accelerating sales cycles by structuring profitable, non-standard deals, and ensuring pricing frameworks align with corporate objectives. Furthermore, the Director, GTM Operations will own the operational life cycle of our partner ecosystem—tracking partner revenue, facilitating timely revenue share (rev share) payouts, and analyzing usage growth to uncover expansion opportunities.
Additionally, this individual will lead the end-to-end development of Requests for Proposals (RFPs) and Rough Order of Magnitude (ROM) estimates, serving as the bridge between Sales, Legal, Finance, Product, and external partners to deliver compelling, compliant, and highly competitive proposals to both public sector agencies and commercial enterprises.

The value you will deliver…

Deal Desk & Commercial Management

• Serve as the primary Deal Desk advisor to the sales organization, guiding Account Executives and Sales Directors through complex deal structuring, pricing negotiations, and commercial terms.
• Serve as the subject matter expert for public sector contract vehicles (e.g., GSA schedules, GWACs) and ensure all deal structures align with government procurement regulations.
• Review, approve, and process non-standard pricing requests, ensuring alignment with organizational margin requirements, discount matrices, and compliance policies.
• Collaborate cross-functionally with Legal, Finance, and Product teams to resolve bottlenecks in contract negotiations and accelerate the quote-to-cash cycle.
• Maintain and optimize Configure, Price, Quote (CPQ) workflows, ensuring accurate product catalog representations, pricing rules, and quoting processes within the CRM.

Partner Operations

• Act as the primary program manager for partner ecosystem integration, driving cross-functional initiatives to streamline partner onboarding, data flow, and reporting.
• Manage the end-to-end financial operations for the partner ecosystem, including value-added resellers, systems integrators, and technology alliances.
• Manage the operational integration of partner billing systems and oversee the generation and distribution of regular partner performance reporting.
• Calculate, reconcile, and process accurate and timely partner revenue share (rev share) payouts in coordination with the Finance department.
• Monitor and analyze partner usage metrics, platform consumption, and revenue trends, providing actionable insights to the Channel Sales team to drive usage growth and retention.
• Audit and resolve partner billing discrepancies, ensuring all partner-led transactions comply with underlying partner agreements and service level commitments.

RFP & Proposal Management

• Lead the project management, writing, and delivery of RFPs, RFIs, and ROMs for both commercial enterprise and public sector prospects.
• Translate technical specifications, security postures, and complex service capabilities into clear, persuasive, and compliant proposal narratives.
• Maintain and continuously update a centralized content library/knowledge base of approved proposal responses, ensuring accuracy of technical, legal, and pricing information.
• Analyze public sector solicitation requirements (including basic knowledge of FAR/DFARS applicability) to ensure proposal compliance and mitigate contractual risk.
• Perform other duties and responsibilities as assigned or required to support GTM Operations.
• Perform other duties and responsibilities as required, assigned, or requested. Consensus reserves the right to add or change duties at any time.

What you will bring to the table…

• Minimum of 10 years of progressive experience in Deal Desk, Revenue Operations, Contracts Management, or Commercial Operations within a B2B technology environment.
• Prior experience working within both Commercial and Public Sector Go-To-Market motions.
• Familiarity with federal procurement processes and channel partner teaming agreements.
• Experience managing contracts and proposals involving cloud communications, cybersecurity, or data compliance (e.g., FedRAMP, HIPAA, SOC 2).
• Proven track record of structuring complex enterprise deals, managing discount matrices, and accelerating the quote-to-cash process.
• Demonstrated experience in managing partner operations, specifically related to channel pipeline, usage growth analysis, and calculating revenue share payouts.
• Direct experience serving as the primary author and project manager for RFPs and ROMs, overseeing the process from initial triage to final submission.
• Strong working knowledge of SaaS revenue recognition principles and subscription/usage-based billing models.
• Advanced proficiency with CRM platforms (Salesforce preferred) and quoting/CPQ tools.
• Bachelor’s degree from an accredited college or university in Business Administration, Finance, Operations, or a related field.
  (An equivalent combination of relevant education, specialized training, and progressively responsible professional experience may be considered in place of the bachelor’s degree requirement.
  Optional but preferred: Certifications in Contract Management (e.g., CPCM, CFCM) or Salesforce/CPQ administration.)

You will stand out if you also have…

• Experience implementing or optimizing RFP automation tools
• Experience transacting and managing contracts through cloud marketplaces (e.g., AWS Marketplace) including quoting, private offers, and channel partner private offers (CPPO).
• Demonstrated program management experience overseeing the operational integration of partner systems, including billing workflows and automated reporting, without requiring deep software engineering expertise.
• Systems & Tool Proficiency: Expertise in CRM systems (e.g., Salesforce), CPQ solutions (e.g., Salesforce), Google Suite, Tableau, and RFP automation software.
• Technical & AI Proficiency: Highly analytical and technologically savvy, bringing an "AI-first" mentality to complex problem-solving, process optimization, and scaling GTM motions

Remote Roles

• Location requirements: Fully remote within the U.S. (Los Angeles or Las Vegas preferred.)
• Travel requirements: Up to 10% travel.
• Physical requirements: Must be able to sit for long periods, as well as, handle long periods of screen time.
• Technology requirements: Reliable, high speed internet
• Eligible for sponsorship: No
• This position is contingent upon satisfactory completion of a more extensive background check through the Federal Government as a Public Trust Position. Requirements include (subject to change), but are not limited to, active U.S. Citizenship or green card holder residing in the U.S. for a minimum of 3 consecutive years and working location is in the U.S.

Salaried Roles

The salary range for this role is $175,000-$190,000 annually. The total compensation package for this position is negotiable and may also include annual performance bonus, ESPP, enhanced time off packages and benefits. This job doesn't have an expiration date and will remain open until a qualified candidate is hired.