Senior Director of Business Operations (GTM Operations)

Location: Remote

Company

Backstory, formerly hirify.global, is an AI answers platform for sales teams that connects sales interactions, account signals, product usage, and revenue data to help teams orchestrate deals and drive growth.

What you will do

• Build the GTM operating system covering metrics, systems, cadences, commercial operations, and integrated workflows across Sales, Customer Success, Partnerships, Finance, and Marketing.
• Define the GTM data model, funnel stages, metric definitions, instrumentation, CRM governance, and data-quality standards across the customer journey.
• Design forecasting rhythms for a consumption-based, land-and-expand model and present quarterly results, forward guidance, analysis, and risk assessments to the Executive Leadership Team.
• Build AI-driven reporting, automated briefings, pipeline intelligence, and self-serve analytics using Backstory as the primary source of truth; make build, buy, or connect tooling decisions.
• Turn adoption, credit consumption, feature activation, workflow integration, Customer Success engagement, and conversation signals into churn and expansion plays and forecast inputs.
• Own compensation plans, territory and quota planning, capacity planning, CPQ and pricing approvals, lead routing, CRM administration, and the use of Backstory for the company’s own GTM operations.

Requirements

• Experience building functions, systems, or processes from scratch, prioritizing leverage over headcount, and leading a small team while staying close to the work.
• Deep understanding of AI tooling, including deploying LLMs and AI tools in operational workflows, evaluating where AI outperforms traditional automation or adds risk, building AI infrastructure, and supporting change management.
• Experience running GTM operations through a business-model change, ideally involving consumption-based, land-and-expand, or channel-augmented models.
• Understanding of GTM data structures and flows across CRM, data warehouse, and AI layers, with the ability to make build, buy, or connect decisions without depending on an engineer to understand the data model.
• Deep ARR forecasting experience, including tracing inputs, calculations, source reconciliation, and communicating forecast confidence and risks to executives.
• Hands-on experience with compensation design, territory and quota planning, CPQ and pricing approvals, lead routing, and CRM administration.
• Fluency in SaaS metrics including ARR, GRR, NDR, CAC, pipeline coverage, capacity, and productivity.
• Working knowledge of SQL, dbt, or business intelligence tools.
• Executive presence, including presenting difficult conclusions to the Executive Leadership Team and constructively challenging decisions when supported by data.
• Typically 10+ years of experience in revenue operations, GTM operations, or GTM strategy at a growth-stage B2B SaaS company, including team leadership.

Nice to have

• Chief of Staff or CEO-adjacent experience translating strategic intent into operating plans, preparing board materials, and managing cross-functional work without formal authority.
• Channel and partnership operations experience covering tracking, attribution, and handoffs between partner-sourced and direct pipeline.
• Experience with usage- or consumption-based pricing and credit-based deal governance.

Culture & Benefits

• Remote full-time work.
• Opportunity to operate as a practitioner and customer of the company’s own AI platform.
• Direct partnership with the SVP of Customer Value and the Executive Leadership Team.