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Director, GTM Technology

United States - Remote

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 Technology is a pivotal Player-Coach leadership role within Tebra’s Growth team. You are both a strategic business partner and the lead technical architect of our complete Go-To-Market technology ecosystem—spanning from top-of-funnel marketing execution to closed-won sales infrastructure.

To be successful here, you cannot build in a vacuum. You will be deeply embedded in the day-to-day operations of the GTM organization, acting as a strategic sounding board for both sales and marketing leadership. You must intimately understand the "why" behind our evolving GTM motion, pipeline mechanics, and revenue targets in order to architect the "how" of our systems.

This role is designed for an elite operator who possesses high-level business acumen but thrives on executing the build. You will lead a specialized team of doers, but make no mistake: you are the senior technical escalation point and the most capable systems builder in the GTM organization. You will clear technical debt, deploy advanced AI GTM technologies, and directly configure the systems that bring Tebra's revenue strategy to life.

Your Area of Focus

  • Embedded Strategy & Trend Analysis: Partner directly with Sales/Marketing leadership and our Analytics Manager to diagnose funnel trends, conversion bottlenecks, and pipeline mechanics. You know how to look at a drop in MQL-to-SQO conversion rates or broken campaign attribution and instantly know which system processes need to be investigated and rebuilt.
  • Hands-On Salesforce Architecture: Serve as the primary technical authority for Salesforce within the GTM org. Dive into the tech backlog, directly build complex flows, fix routing logic, and clear technical debt to immediately unblock the revenue team.
  • Full-Funnel Stack Governance: Command a dual-layered tech environment. Directly own and configure our agile GTM "edge" tools (Marketo,, Outreach, Lead Routing, AI platforms, and more), while acting as the Technical Product Manager alongside central Business Systems for core enterprise infrastructure (CPQ, Quotes, Sales & Marketing workflow).
  • Team Leadership & Mentorship: Lead a high-potential team of 5 ops professionals spanning Marketing Ops, GTM General Ops, AI Ops, and Sales Ops/TAM Architecture + Highly skilled contractors to support as needed. Upskill your generalists on system architecture, establish clear sprint planning, & ensure projects & priorities are aligned with company goals & deliver results & impact. 
  • Lead AI Integration: Drive the deployment and optimization of AI sales technologies (e.g., call intelligence with Momentum, performance management with Atrium, skills platforms like Hyperbound).
  • Data Architecture & Hygiene: Ensure the foundational data structure within Salesforce and our engagement platforms is pristine, enabling our Analytics team and AI tools to operate on highly accurate inputs.

Your Professional Qualifications

  • 8+ years in sales, revenue operations, or marketing operations (SaaS preferred; B2B SMB a plus).
  • Strong understanding of sales processes, technology, and best practices, with experience managing CRM systems (e.g., Salesforce) and sales engagement platforms.
  • Business & Analytical Acumen: Deep understanding of SaaS revenue mechanics. You know how to look at a drop in Lead-to-SQO conversion rates and instantly know which system processes need to be investigated.
  • Technical acumen with GTM technology expertise. Specifically: Salesforce, Sales Engagement Technology (Outreach, Qualified, ChiliPiper, Lead Routing Tools) Analytics solutions, and familiarity learning new technologies as needed. 
  • Strong analytical/data-driven decision-making skills; ability to connect technology to business outcomes.
  • Excellent leadership and communication skills; ability to collaborate, influence, and inspire confidence.
  • Strong project/change management skills; ability to lead cross-functional initiatives and manage multiple priorities.
  • Innovative/continuous improvement mindset; focus on leveraging technology to enhance GTM performance and efficiency.

(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.

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Which of the following GTM technologies have you managed or implemented at an administrator level? (Select all that apply) [1 = Salesforce Sales Engagement (Outreach, Salesloft, Apollo, or Clay); 2 = Marketing Automation (Marketo, Pardot, or Hubspot); 3 = Conversational Marketing (Qualified or Drift); 4 = Lead Routing (LeanData, Ringlead, or Distribution Engine); 5 = Revenue Intelligence (Gong, Chorus, or Tl:DV); 6 = None] *

1 = Salesforce Sales Engagement (Outreach, Salesloft, Apollo, or Clay)
2 = Marketing Automation (Marketo, Pardot, or Hubspot)
3 = Conversational Marketing (Qualified or Drift)
4 = Lead Routing (LeanData, Ringlead, or Distribution Engine)
5 = Revenue Intelligence (Gong, Chorus, or Tl:DV)
6 = None

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