Principal, Revenue Operations & GTM Execution

About Coalfire

Coalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Chicago, Illinois with offices across the U.S. and U.K., and we support clients around the world.

But that’s not who we are – that’s just what we do.

We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.

What You'll Do

Pipeline & Lead Management

• Own the MQL to opportunity handoff process — ensuring leads are routed correctly, followed up on promptly, and that no lead goes unactioned.
• Partner with marketing to define and maintain lead quality standards, MQL definitions, and conversion benchmarks; hold both sides accountable to agreed service levels.
• Monitor pipeline generation against targets on a weekly basis; identify gaps and hold teams accountable to commitments.
• Serve as the primary point of escalation when pipeline generation is at risk — proactively surfacing issues to Sales Leadership before they become forecast problems.
• Partner with the Director, Forecasting & Revenue Analytics to ensure top-of-funnel metrics connect to pipeline and bookings forecasts.

GTM Enablement Coordination

• Coordinate across marketing, offering management, and delivery to ensure the field has the tools and content needed to execute — including pricing, bid sheets, scoping tables, proposal templates, and value messaging.
• Partner with Sales Leadership and key stakeholders to understand field needs, proactively identify content gaps, and ensure the right owners are aware and accountable for delivery.
• Align enablement activity to the GTM calendar — ensuring content and training are delivered ahead of campaigns, offering launches, and partner programs.

Outsourced SDR Management

• Own the relationship with Coalfire’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight.
• Define and manage SDR KPIs: outbound activity, meeting set rates, pipeline contribution, and lead quality; hold the vendor accountable to targets on a regular cadence.
• Ensure SDR activity is aligned to GTM priorities — including campaign support, segment focus, and AE territory coverage.
• Serve as the internal advocate for SDR performance — escalating issues, driving improvements, and evaluating vendor effectiveness on an ongoing basis.
• Partner with Sales Leadership to ensure SDR-sourced pipeline meets quality and coverage requirements for each segment and region.

GTM Calendar Ownership

• Own and maintain Coalfire’s master GTM calendar — coordinating activity across marketing campaigns, events, offering launches, partner programs, SDR plays, AE activity, and training.
• Ensure all GTM activities are sequenced logically, resourced appropriately, and connected to pipeline and bookings goals.
• Drive accountability across teams to GTM calendar commitments — identifying gaps, conflicts, or missed handoffs and escalating or resolving as needed.
• Partner with marketing, offering management, delivery, and sales to align on priorities, timing, and resource requirements for upcoming GTM activity.
• Maintain visibility into the GTM calendar at the leadership level — providing regular updates to the VP of Sales Operations and CRO on upcoming activity and risks.

Travel

• Travel as required by leadership — generally less than 20%

What You'll Bring

• 10+ years of experience in Revenue Operations, Sales Operations, or a senior GTM operational role in a B2B environment
• Demonstrated experience owning pipeline health and marketing-to-sales alignment at a senior level
• Experience managing an outsourced or in-house SDR / BDR program
• Proven ability to drive cross-functional alignment and accountability without direct authority
• Proficiency in Salesforce and familiarity with marketing automation platforms
• Bachelor’s degree in Business, Marketing, or a related field

Skills & Qualifications

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Revenue Operations & Pipeline Management

• Deep understanding of the B2B sales funnel — from demand generation and MQL through opportunity creation, pipeline management, and close
• Experience owning lead routing, MQL definitions, and marketing-to-sales handoff processes in a complex B2B environment
• Familiarity with CRM and marketing automation platforms — Salesforce required; HubSpot, Marketo, or equivalent a plus
• Track record of managing pipeline health proactively — identifying risks before they become forecast problems

GTM Enablement & Cross-Functional Coordination

• Experience coordinating GTM enablement content across marketing, product, and sales without owning the content directly
• Strong program management instincts — able to manage a complex GTM calendar with multiple workstreams, dependencies, and stakeholders
• Proven ability to hold cross-functional teams accountable to deliverables without direct authority
• Thrives in fast-moving and changing environments — makes judgment calls in real time and drives resolution rather than waiting for clarity

SDR & Vendor Management

• Experience managing an SDR or BDR program — outsourced or in-house — including performance management, KPI setting, and vendor accountability
• Ability to define and hold vendors to clear activity and pipeline contribution targets
• Strong understanding of outbound sales motions and how SDR activity connects to pipeline generation and revenue

Communication & Executive Presence

• Comfortable presenting to and influencing Sales Leadership
• Self-directed with strong organizational skills; manages competing priorities independently and drives work to completion
• High EQ — able to influence peers and senior leaders, hold teams accountable, and navigate ambiguity without burning relationships

Bonus Points

• Revenue Operations or GTM Operations at a high-growth B2B or SaaS company — especially where pipeline ownership and cross-functional coordination were combined
• Sales Operations leader with SDR or BDR program ownership experience
• Management consulting with a go-to-market or commercial operations focus who has moved into an operating role
• Marketing Operations or Demand Generation leader who has crossed into sales alignment and pipeline ownership
• Chief of Staff or GTM Program Management at a senior level in a complex, matrixed B2B environment
• MBA or advanced degree a plus, but not required