VP, Go-To-Market Operations

Company Overview

At Panopto, we are driven by a powerful purpose: to be the leader in visual and audio-based learning. We do this by empowering learners with interactive video and by obsessively understanding our users’ goals and delivering solutions that truly matter. Backed by a leading private equity firm, we are a team of approximately 200 professionals dedicated to doing the most impactful work of our careers.

Position Summary

Panopto is building a unified, insight-driven go-to-market engine across Marketing, Sales, BDR, and Customer Success. To accelerate this transformation, we are creating a senior GTM Operations leader who will own the strategy, systems, data, processes, reporting, and operating rhythm that power our revenue model. This role will drive operational excellence across Salesforce, our marketing technologies, our ICP reporting framework, pipeline analytics, forecasting, and board-level reporting hygiene. This is a highly strategic leadership role responsible for elevating how Panopto plans, executes, measures, and optimizes our entire go-to-market motion. You will partner deeply with the GTM executive leadership team to shape strategy and enable predictable, repeatable revenue growth.

How You’ll Contribute

• Build and Lead a Unified GTM Operations Function: Integrate Revenue Operations and Marketing Operations into one cohesive operating model with shared definitions, processes, and data standards. Lead the Sr. Director of Revenue Operations, the Marketing Operations function, and their teams (analysts, administrators). Provide strategic clarity, prioritization, and execution discipline across GTM systems and reporting.
• Own the End-to-End GTM Systems Architecture: Serve as the executive owner of Salesforce ensuring accurate configuration, process scalability, data integrity, and consistent usage across Marketing, Sales, BDR, CS, and Finance. In partnership with IT, oversee the marketing tech stack including Marketo, Qualified and other enrichment tools, and analytics platforms ensuring interoperability and data hygiene across the full tool ecosystem. Drive ongoing evaluation of tooling needs with an eye to simplification, scalability, and performance.
• Elevate Pipeline Reporting, Forecasting, and Board-Level Hygiene: Establish a single source of truth for pipeline creation, pipeline velocity, conversion, attribution, and forecast accuracy. Build the dashboards, scorecards, and monthly/quarterly rhythms used by the ELT, CEO, and board and standardize definitions (MQL, SAL, SQL, SAO, Opp stage movement, win/loss) across functions. Drive predictive reporting and scenario modeling for pipeline coverage, segmentation, and GTM investments.
• Lead ICP Reporting and GTM Analytics: Architect and maintain our ICP reporting framework including segmentation, pipeline attribution, lead scoring, conversion rates, ROI benchmarks, and “jobs to be done” analytics. Enable Marketing and Sales to execute ICP-based targeting with precision and visibility. Partner with Demand Gen, Sales, and Product Marketing on insights that influence campaigns, budgets, and GTM prioritization.
• Optimize Lead Management, Routing, and Funnel Health: Oversee the design and continuous improvement of lead scoring, routing logic, and qualification frameworks across Marketing and Sales. Ensure speed-to-lead, ICP matching, and SLA compliance between Marketing → BDR → Sales with an aim to solve current breakdowns in routing, database quality, and cross-platform data sync.
• Strengthen Marketing Execution and Campaign Operations: Enable scalable campaign setups in Marketo and Salesforce with consistent tagging, attribution, and measurement ensuring data quality and accuracy across all stages of the funnel. Provide proactive recommendations to Demand Gen that increase conversion efficiency and marketing ROI. Drive database hygiene, compliance (GDPR), and global segmentation best practices.

Required Qualifications

• 12–18+ years of experience in Revenue Operations, Marketing Operations, or GTM Operations leadership within B2B SaaS.
• Proven success leading multi-disciplinary GTM Ops orgs (RevOps + Marketing Ops).
• Deep, hands‑on mastery of Salesforce in scaling SaaS environments; able to architect and optimize complex processes and data models.
• Strong experience with Marketo or similar enterprise‑grade marketing automation platforms.
• Expertise in attribution modeling, lead scoring, pipeline analytics, and campaign measurement.
• Demonstrated ability to build unified GTM reporting systems and board‑ready insights.
• Strong people leadership and influencing skills. Capable of uniting teams, setting priorities, and driving accountability.
• Experience in hybrid or cross‑functional roles needed.
• Analytical, structured, and execution‑oriented, with a focus on proactive problem solving.

Success Measures (First 12 Months)

• A single unified GTM operating model for all of Marketing Ops + RevOps.
• Clean, reliable Salesforce data and reporting used consistently across ELT and board.
• Full ICP reporting framework deployed and driving decision‑making.
• Predictable, accurate pipeline and forecast reporting.
• Improved speed‑to‑lead and lead conversion rates.
• Scalable, standardized campaign operations supporting Demand Gen.
• Marketing, Sales, BDR, and CS aligned on common definitions and operating rhythms.

Salary and Total Rewards

$180,000‑$190,000 a year. Base pay offered may vary depending on factors such as job‑related knowledge, skills, experience, and geographic location. The total rewards package includes competitive base pay and opportunities to enroll in health insurance, flexible spending accounts, retirement savings plans, life and disability insurance, and paid and unpaid time‑away programs.

Beyond the Requirements

Even if you don’t meet every single requirement, we still encourage you to apply. We want people to feel comfortable expressing their true selves and to come, stay, and do their best work here.

Remote

Panopto is a remote‑first company. Employees in this position are eligible to work remotely. For international candidates, regular trips to the local office may be required when applicable.

Equal Opportunity Employer

Panopto is an Equal Opportunity Employer. We value and encourage diversity and solicit applications from all qualified individuals. All applicants will receive consideration for employment without regard to race, color, religion, sex, marital status, sexual orientation, gender identity or expression, national origin, age, disability or protected veteran status, or any other legally protected criteria. Panopto is committed to providing reasonable accommodation to applicants with disabilities. For assistance with accommodations, contact the People Experience department.