Director of Growth and GTM Operations

About Itential

Itential is the agentic operations platform for infrastructure. Enterprises use it to build, integrate, execute, govern, and operate the AI agents and workflows that take real action on production systems, all under one governance model. Itential is trusted by global carriers, leading financial institutions, and U.S. federal agencies to run mission-critical infrastructure operations at scale.

About the Role

Itential is redefining how a go-to-market organization operates when AI agents can do meaningful work alongside people. We are looking for a Director of Growth and GTM Operations to turn that vision into systems and ways of working that help us grow pipeline, accelerate opportunities, and support customer retention and expansion.

This is a growth leadership role for a hands-on builder. You will lead growth across Marketing, Business Development, Channel, Sales, and post-sales teams to see what is happening, spot issues early, and keep important work moving. You will give executives the visibility they need to run the business and give frontline teams the insight and support they need to take the next step.

Pipeline growth is the mandate, and GTM and Sales are the foundation. Your scope extends across the connected GTM system: its data, processes, technology, reporting, and agentic workflows. You will set priorities, unblock cross-functional work, and partner with technical teams to turn promising ideas into reliable capabilities people use every day.

What You Will Do

As Director of Growth and GTM Operations, you will lead growth across Marketing, Business Development, Channel, Sales, and post-sales teams and own the connected GTM system behind it. This includes:

• Lead the GTM growth roadmap. Identify where better data, processes, systems, or agents can create pipeline, improve progression, strengthen customer outcomes, and make the organization more efficient. Bring teams together around clear priorities and drive work through delivery and adoption.
• Make the business easier to see and act on. Build trusted reporting and proactive intelligence from Salesforce, Snowflake, Gong, and connected GTM systems. Help leaders understand pipeline health, movement, risks, and leading indicators, while giving teams timely, relevant direction.
• Build agentic ways of working. Partner with forward-deployed engineers to design and deploy managed agents using capabilities such as Amazon Bedrock, Claude Code, and Itential’s internal agent harness. Create workflows that can identify an issue, complete appropriate work, and bring people in when their judgment or action matters.
• Remove friction across the revenue journey. Improve how information and work move between Marketing, BDR, Channel, AEs, SEs, and post-sales teams. Spot stalled work and weak handoffs early, resolve underlying issues, and help teams maintain momentum.
• Grow qualified pipeline. Set the pipeline plan with Marketing and Sales, and turn website, campaign, intent, and account signals into relevant nurture and outreach. Use agents and automation to improve the timing and quality of engagement, and make the path from interest to opportunity visible.
• Get more from the GTM stack. Own the connected systems and workflow roadmap across CRM, marketing automation, intent and account intelligence, sales engagement, and emerging AI tools. Make sure the tools work together and improve how people operate. Set clear data ownership and automated quality checks so Salesforce stays current and reporting, workflows, and agents use trustworthy information.
• Prove what works. Set a clear success measure for each new workflow, tool, or agent. Track adoption, quality, time saved, and whether teams act differently; improve, expand, or stop each approach based on the results.
• Improve the economics of growth. Partner with Finance and GTM leaders to connect investment and activity to qualified pipeline, revenue, and customer outcomes. Make acquisition cost, conversion, productivity, and future pipeline coverage visible early enough to guide better decisions.

You will partner closely with Sales leadership to provide the data, visibility, and operational support they need to forecast, review pipeline, and plan ahead. You will work with Revenue Enablement to identify patterns that reveal coaching and capability gaps.

Requirements

• 8+ years in growth or GTM leadership in B2B technology, including substantial hands-on GTM and Sales work and a record of growing qualified pipeline.
• Strong Salesforce experience across pipeline processes, data quality, reporting, and seller workflows; working knowledge of marketing automation, intent, and sales engagement systems.
• Experience working with Snowflake or a comparable modern data platform, including SQL, data models, and flows between systems. Able to turn data from multiple sources into reliable reporting and context that agents can use.
• Experience leading pipeline growth across Marketing, AEs, BDRs, and channel sellers, and improving processes that cross team boundaries.
• A record of taking systems or process changes from design through rollout, adoption, and measurable results.
• Strong analytical and communication skills: able to explain what the data means, recommend action, and align executives and frontline teams.
• Experience putting AI agents or sophisticated automations into production, with working knowledge of APIs, MCP, and AI-assisted development tools such as Claude Code.

About You

You think in systems, measure yourself in pipeline, and act with urgency. You are curious about what is changing in the business and willing to get close enough to the work to understand why. You can talk with an executive about the revenue picture, with a seller about a stalled opportunity, and with an engineer about the workflow behind it. You experiment, learn quickly, and build things that people trust and use.

Physical Demands & Work Environment

Physical Requirements: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Sitting: Constantly (6-8 hours per day) for computer work, meetings, and customer calls
• Standing/Walking: Occasionally for team meetings and customer presentations
• Lifting: Occasionally lift/carry up to 15 pounds (project materials, equipment)
• Vision: Constantly use close vision for computer work, documentation, and reporting
• Hearing: Frequently for customer calls, team meetings, and stakeholder communications
• Communication: Constantly communicate with executives, sales and marketing teams, engineering partners, and cross-functional stakeholders
• Manual Dexterity: Constantly use hands/fingers for keyboard use and documentation

Work Environment:

• Location: United States
• Noise Level: Typical office or home office environment with frequent meetings and calls
• Travel Requirements: Occasional travel for sales kickoffs, customer and partner events, and team meetings
• Schedule: Standard business hours with flexibility to support quarter-end and pipeline review cycles
• Technology: Salesforce, Snowflake, Gong, marketing automation, intent and sales engagement platforms, Amazon Bedrock, Claude Code, and standard collaboration tools

Compliance Statements

ADA Accommodation: Itential is committed to providing reasonable accommodations to qualified individuals with disabilities throughout the application, interview, and employment process. If you require