Director, GTM Tech and Automation

What is the job

You'll build, automate, and operate the systems that power Ivo's entire go-to-market engine, and you'll do it AI-first. Every workflow you design starts with the question: can an agent do this? Every manual process is a failure state waiting to be automated. You'll architect the tech stack, deploy AI-powered workflows, and build the infrastructure that turns us into a $100M+ business.

Our products, Contract Review and Intelligence/Repository, are winning head-to-head against competitor in enterprise legal. The constraint isn't product-market fit, it's operational infrastructure. You fix that.

Reporting to the VP Revenue Strategy & Operations, you'll own the full GTM systems layer: CRM architecture, cross-platform integrations, workflow automation, and the data pipes that connect product usage to revenue. You'll own and scale direct and adjacent functions, partnering with Deal Desk to transition manual contract operations into automated workflows.

As our pricing evolves toward usage-based and API consumption models, you'll build the operational backbone: metering, threshold triggers, consumption-based forecasting linked to product telemetry. You'll wire it from the start.

In 90 days: SFDC is accurate, order forms are automated, and the GTM team trusts the data for the first time.

• Hybrid of architect and operator — you own both vision and execution. Strategic enough to design the system, hands-on enough to ship it.
• AI First Augmentation - you engage with LLM before you engage with humans. Your prompting is an art form with output as concise rivaling MBB decks
• 5–10 years in B2B SaaS GTM operations or revenue technology, with at least 2 years at a high-growth company (Series B–D). You've seen the growth to $100M before.
• Deep experience owning and automating CRMs at scale. Strong SFDC administration — complex flows, custom objects, field governance. You can audit a broken org and rebuild it.
• Strong SQL. You write production queries that power dashboards you designed (Looker at this point in time) or equivalent that leadership uses to make decisions.
• You ship code fast. You use AI copilots (Claude, Cursor, your choice) to accelerate development, and you can spot architecture errors in LLM-produced code from a mile away. You know when to trust the output and when to rewrite it.
• Analytical and data-driven, building end-to-end automation pipelines across the full GTM stack. You connect SFDC, HubSpot, BigQuery, and whatever else needs connecting to make the data flow cleanly.
• Cross-functional communication — you bridge technical depth with business context. You translate between engineers and sales leaders without losing either audience.
• Obsessed with automation and eliminating manual work. You don't optimize a broken process — you replace it.

• Experience with usage-based or consumption revenue models (metering, product telemetry to billing, overage triggers). Alumni of PLG/usage-based companies (Snowflake, Datadog, Twilio, similar) especially valued.
• Experience designing or deploying AI/LLM-powered agent workflows in GTM.
• ERP-to-CRM migration experience.
• Familiarity with Mixpanel, PostHog, and other product analytics tools.

• Usage-based pricing infrastructure is operational — product telemetry pipes into revenue systems, consumption forecasting models are live, expansion triggers fire automatically.
• You've evaluated and shipped AI-augmented workflows that eliminate manual GTM tasks and are measured on tangible revenue impact.
• The systems you built are scaling with the business.
• We no longer talk about CRM being broken.