Coalfire

Principal, Revenue Operations & GTM Execution

United States · Principal

Sponsorship not specified$117k-$195kDetected 26 days ago

SalesOutbound SalesForecastingPerformance ManagementLeadership

About the role

The Principal, Revenue Operations & GTM Execution is a senior operational leader within the Sales Operations team, reporting directly to the VP of Sales Operations.
This role actively monitors pipeline generation against targets, holding teams accountable to commitments.
The expectation is that the SDR program is a reliable, accountable source of pipeline generation.

Pipeline & Lead Management
Own the MQL to opportunity handoff process - ensuring leads are routed correctly, followed up on promptly, and that no lead goes unactioned.
Partner with marketing to define and maintain lead quality standards, MQL definitions, and conversion benchmarks
Partner with the Director, Forecasting & Revenue Analytics to ensure top-of-funnel metrics connect to pipeline and bookings forecasts.
Partner with Sales Leadership and key stakeholders to understand field needs, proactively identify content gaps, and ensure the right owners are aware and accountable for delivery.
Align enablement activity to the GTM calendar - ensuring content and training are delivered ahead of campaigns, offering launches, and partner programs.
Own the relationship with Coalfire's outsourced SDR vendor - including performance management, target setting, activity alignment, and contract oversight.
We are headquartered in Chicago, Illinois with offices across the U.S. and U.K., and we support clients around the world.
This role ensures that Coalfire's GTM strategy translates into coordinated execution across marketing, sales, offering management, delivery, and partners.
The right candidate thrives in ambiguity, drives outcomes in a fast-moving and changing environment, and has the business acumen and executive presence to influence Sales Leadership.

The role will own pipeline health and lead quality from the top of the funnel through opportunity creation, manage Coalfire's outsourced SDR program, and own the GTM calendar that sequences go-to-market activities.

Regardless of location, you'll experience a company that prioritizes connection and wellbeing and be part of a team where people care about each other and our communities.
But that's not who we are - that's just what we do.
We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
Coalfire is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities.
To request reasonable accommodation to participate in the job application or interview process, contact our Human Resources team at HumanResourcesMB@coalfire.com.

This listing is sourced directly from Coalfire's careers page and normalized into a canonical job model.