Director, GTM AI Innovation & Systems

Narvar is growing! We are seeking a Director, GTM AI Innovation & Systems to join our Revenue Operations team. This pivotal role owns the architecture, governance, and evolution of our GTM systems that power AI-native workflows, unify our data model, and enable the entire revenue lifecycle. You will lead and scale a blended team of internal system administrators, developers, and external experts to deliver a coherent, future-proof GTM systems strategy. This is an opportunity to drive lasting impact across the customer journey by embedding intelligence, automation, and rigor into the way our GTM teams operate.

Who You Are

• Architect & Operator: You balance strategy with execution. You can craft the GTM systems roadmap and roll up your sleeves to implement it.
• AI-Native Thinker: You see AI not as a bolt-on, but as the foundation for workflow redesign, automation, and intelligence across GTM.
• Governance Champion: You enforce best practices in documentation, release/change management, and data integrity to scale with confidence.
• Data-as-a-Product Leader: You treat data as a governed, trusted asset, ensuring it is structured for action across the customer journey.
• Cross-Functional Translator: You excel at aligning Sales, CS, Marketing, Product, and Finance by translating business needs into integrated systems and data flows.
• Team Builder & Multiplier: You develop high-performing teams by clarifying roles, mentoring talent, and managing internal + external resources.
• Continuous Improver: You thrive in agile environments, measuring impact, iterating quickly, and embedding field feedback loops into every release.

What You’ll Do (Day-to-Day Responsibilities)

• Roadmap & Architecture: Own the GTM systems roadmap and architecture across Salesforce, Marketo, Gong, Rocketlane, Ironclad, Zendesk, and emerging platforms. Define the data model, integration patterns, and AI enablement plan.
• AI Workflow Innovation: Design and deploy AI-native workflows (pipeline generation, forecasting, enrichment, routing, summarization, automation) that reduce manual work and drive measurable GTM productivity. Evaluate, pilot, and operationalize AI technologies.
• Governance & Data Integrity: Establish GTM system governance such as field standards, documentation, QA councils, change management, and data accuracy protocols. Align to the Bowtie framework with volume, conversion, and time metrics (VM, CR, Δt).
• Execution & Delivery: Lead a team of (admins, developer, analysts) in an agile sprint model. Drive backlog prioritization, release planning, and ensure delivery shifts from siloed outputs to end-to-end impact. Own and negotiate vendor relationships.
• Cross-Functional Alignment: Partner with GTM leaders to design lead-to-cash and renew-to-expand workflows. Translate business objectives into system requirements and communicate tradeoffs clearly to executive and field stakeholders.
• Change Management & Adoption: Build user-first experiences, publish release notes, run enablement sessions, and track adoption telemetry to ensure system changes deliver business outcomes.
• Team Leadership & Development: Define clear roles and responsibilities within the systems team. Mentor talent, create career paths, and foster a culture of continuous improvement and experimentation.
• Innovation & Horizon Scanning: Stay ahead of the GTM tech ecosystem. Identify opportunities to introduce new tools, integrations, and AI frameworks that accelerate revenue impact and operational excellence.
  
  

What You’ll Bring (Qualifications & Experience)

• 8+ years of experience in Revenue Operations, Business Systems, or GTM Systems, with 3+ years leading teams.
• Proven experience helping multiple startups scale by designing and implementing foundational GTM systems and processes.
• Deep Salesforce architecture and admin background (data model, automation, integrations, permissioning). Salesforce certifications strongly preferred.
• Hands on experience across the GTM tech stack: marketing automation (Marketo/Hubspot), sales engagement (Outreach/Salesloft), conversational intelligence (Gong), CPQ/CLM (Ironclad, DealHub), CS platforms, and BI/analytics (Looker, Tableau, SQL).
• Track record of introducing AI/ML into GTM workflows, with measurable impact on efficiency, forecasting, or insights.
• Demonstrated ability to implement governance, enforce best practices, and scale GTM tech stacks at hyper-growth companies.
• Hands-on project/program management skills for large system rollouts (e.g. CPQ, CLM, AI integrations), with proven ability to manage cross-functional initiatives.
• Strong business acumen and analytical skills, with a deep understanding of SaaS metrics (pipeline, ARR, NRR, CAC, LTV).
• Track record of leading successful system transformations that improved rep productivity, pipeline health, and reporting accuracy.
• Analytical mindset with strong data skills and understanding of data architecture, governance, and business intelligence.
• Exceptional communication skills; able to influence at all levels and translate complex system topics into executive-ready insights

Nice to Haves

• Certifications in Salesforce (Admin, Advanced Admin, Architect), Marketo, or related platforms.
• Experience with tools like N8N, or Zapier, for integration and workflow automation.

Why  Narvar? 

We're on a mission to simplify the everyday lives of consumers. We believe post-purchase is a critical phase of the customer journey. That's why we created Narvar - a platform focused on driving customer loyalty through seamless post-purchase experiences that allow retailers to retain, engage, and delight customers. If you've ever bought something online, there's a good chance you've used our platform!

From the hottest new direct-to-consumer companies to retail’s most renowned brands, Narvar works with Patagonia, GameStop, Sonos, Nike and 1500+ other brands. With offices in San Francisco, London, and Bangalore, we've served over 125 million consumers worldwide across 8 billion interactions, 38 countries, and 55 languages.

Pioneering the post-purchase movement means navigating into the unknown. Our team thrives on this sense of adventure while nurturing a mindset of innovation. We're a home for big hearts and we leave our egos at the door. We work hard but we always make time to celebrate professional wins, baby showers, birthday parties, and everything in between.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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