Director, GTM Operations

Tebra only initiates contact with candidates via email from an official Tebra email address (@tebra.com, @patientpop.com, or @kareo.com) or through our applicant tracking system, Greenhouse. We will only ask you to provide sensitive personal information through our official application portal — not via social media or text message. We do not conduct interviews via instant messaging. About the Role The Director of GTM Operations is the accountable owner of Tebra’s go-to-market operating engine, with a primary focus on driving new business growth. This role is responsible for the performance of the acquisition system—spanning Marketing and Sales—and its contribution to company growth targets. You will partner closely with GTM leadership to translate business strategy into execution, owning the processes, systems, and operating rhythms that drive pipeline creation, conversion, and new logo acquisition, while maintaining strong alignment across the broader customer lifecycle. This is a senior leadership role requiring both strategic thinking and operational excellence. You will lead a cross-functional team across Sales Ops, Marketing Ops, and GTM Systems and serve as a core operator within the Growth organization—owning outcomes, shaping priorities, and influencing how the business executes. Your Area of Focus • New Business Performance Engine: Own the acquisition funnel from lead through closed won, with accountability for pipeline health, conversion, and new logo attainment. Identify and address bottlenecks across lead quality, routing, speed-to-lead, and rep productivity in partnership with Sales and Marketing leadership. • Analytics & Insights: Partner with the GTM focused Analysts to ensure clear visibility into funnel performance and pipeline health. Translate data into actionable insights and drive alignment to ensure measurable business impact. • Prioritization & Resource Allocation: Own prioritization across GTM Operations, making clear tradeoffs and aligning team capacity to the highest-impact opportunities. Serve as a key input into broader GTM prioritization and investment decisions. • GTM Operating Model & Execution: Define and manage the operating cadence across forecasting, pipeline reviews, and MBRs. Establish and improve processes across lead management, qualification, routing, and handoffs to ensure consistent execution across teams and segments. • Systems & Process Ownership: Own the performance and evolution of the GTM tech stack, including Salesforce and engagement tools. Partner with Business Systems on core infrastructure while defining requirements and prioritization to support scale. • GTM System Design: Continuously evaluate and redesign GTM processes, workflows, and handoffs to improve performance, scalability, and efficiency. • Change Management & Adoption: Drive adoption of GTM processes and operating standards across Sales, Marketing, and CS. Influence behavior change and ensure initiatives are fully adopted and delivering impact. • Team Leadership & Development: Lead and develop a high-performing team across Ops & Systems. Set priorities, manage capacity, and elevate the team from reactive support to proactive ownership. • Cross-Functional Alignment: Partner with Sales, Marketing, and CS leadership to ensure alignment across acquisition and downstream workflows, supporting areas that impact new business performance. Your Professional Qualifications • 8–12+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, or a related field, preferably within B2B SaaS. • Comfort operating across both marketing and sales ops simultaneously, not just one side. • Proven track record of owning and improving GTM funnel performance, including pipeline generation, conversion, and revenue outcomes. • Strong understanding of SaaS revenue models, pipeline mechanics, and SMB go-to-market motions. • Experience leading and developing cross-functional operations and analytics teams, including hiring, coaching, and performance management. • Demonstrated ability to translate data and insights into business decisions and drive execution against those decisions. • Experience establishing prioritization frameworks and managing competing initiatives in fast-paced environments. • Strong technical acumen across GTM systems, including Salesforce, marketing automation, sales engagement, and attribution tools. • Excellent communication and stakeholder management skills, with the ability to influence senior leaders, challenge assumptions, and drive alignment across functions. • Experience leading change management initiatives and driving adoption of new processes, systems, and ways of working. • Ability to operate at both strategic and tactical levels, balancing long-term system design with near-term execution. (For Recruiter use only) #LI-AH1 #LI-Remote We are dedicated to attracting and retaining top talent with competitive and fair compensation. For this position, this range reflects our Zone 1 (National Average) pay band. Your specific compensation is thoughtfully determined by your experience, qualifications, the specific requirements of the role, and your Geo Zone. Our geo-zone system ensures your pay is competitive for your location, recognizing varying costs of labor across regions. Our four geo zones are designed to reflect this: Zone 1: National Average Zone 2: Moderately Higher Cost Regions Zone 3: High-Cost Regions Zone 4: Lower-Cost Regions Beyond base compensation, Tebra offers eligible employees the opportunity for variable pay and a robust benefits package, reflecting our commitment to your overall well-being. In compliance with California pay transparency laws, the specific compensation range applicable to your Geo Zone will be shared during your initial talent screen. Zone 1 (National Average) $200,000—$228,000 USD About Tebra Tebra is the only all-in-one EHR+ platform built exclusively for independent healthcare practices. Designed to replace the clunky, fragmented tools built for corporate systems, Tebra connects EHR software, billing, automation, telehealth solution, and marketing — so providers can spend less time on admin and more time with patients. More than 42,000 private practices trust Tebra to streamline operations, increase revenue, and reduce burnout — helping clinicians leave work on time and rediscover their purpose. Learn more at www.tebra.com. Our Values Start with the Customer We get to know our customers - and their patients - and look at the world through their lens. Keep It Simple Healthcare is too complex. We aim to simplify it for everyone. Stay Entrepreneurial We reject the status quo and solve problems with creativity, perseverance, and a bias to action. Better Together We are diverse, humble, and collaborative. We put the team first and win together. Celebrate Success Life is short and joy is underrated. We take time to have fun and celebrate success. Perks & Benefits United States: In addition to our healthcare benefits, we also offer amazing perks! Need work from home basics? We offer a discount through Dell! We also offer a number of resources to help you keep your mind and body healthy. Check out Gympass for a great workout, or TelusEmployee Assistance Program to find mental health resources, along with other resources for everyday occurrences. Costa Rica: To assist with all of life’s needs, Tebra also offers a wellness and childcare subsidy and a University/Education discount! We also offer a number of resources to help you keep your mind and body healthy. Check out Gympass for access to health and fitness apps, or Telus Employee Assistance Program to find mental health resources, along with other resources for everyday occurrences. Compliance & Privacy Disclosures NOTE: Tebra is an equal opportunity employer. All applicants will be considered for employment without attention to age, race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. California residents who apply or are recruited for a job with us: please carefully review our California-specific Privacy Notice under the California Consumer Protection Act here: https://www.tebra.com/privacy-policy/california-supplemental-notice/ If you would like to report a fraudulent Tebra job posting, please contact us at talentacquisition@tebra.com and consider reporting your experience to the FBI's Internet Crime Complaint Center or the Better Business Bureau to help keep others safe online, too. As part of our commitment to a fair and efficient hiring process, Tebra utilizes BrightHire, an interview intelligence platform, for our phone and video screenings. This technology records and transcribes interviews to help us ensure consistency, reduce bias, and make more informed hiring decisions. By applying for this position, you acknowledge that your interview may be recorded.