Director, Go To Market Operations

Boston, Chapel Hill, Minneapolis, New York, New York, United States. Remote candidates will be considered.

Company: Well is a healthcare innovation company with the heart of a services organization and the DNA of a SaaS platform. Our Dynamic Engagement System transforms workforce health by uniting AI, human guidance, and proven behavioral science to reduce costs, improve outcomes, and create resilient, thriving work forces. We partner with the world’s largest, most sophisticated employers and the consultants who advise them.

We’re a highly diverse and engaged organization whose employees are passionate about the mission of the company and whose management is passionate about the employees. We promote an employee- and member-centric culture with generous benefits, which you can learn more about here:

Position Title: Director, Go To Market Operations

Reporting to: SVP of Sales / Growth

Compensation: Director, Go To Market Operations ($135,000 - $150,000), depending on qualifications, plus bonus potential and benefits.

• Build and run a best-in‑class Go To Market (GTM) Operations function that matches a maturing, enterprise‑focused growth motion.
• Act as an insights‑to‑action engine, not a reporting function.
• Provide continuous, real‑time visibility into pipeline health, progress against targets, and risk, enabling leadership to pivot strategy early.
• Serve as a critical partner to the CGO, CFO, and GTM management team on forecasting, planning, and board readiness.

• Own day‑to‑day pipeline reporting and visibility across inbound, outbound, consultant‑led, and strategic deal motions.
• Track and analyze pipeline coverage, velocity, stage conversion, win rates, deal size, and sales cycle performance against established targets.
• Build and maintain dashboards and executive‑ready views that surface progress, risk, and trends.
• Maintain forecasting models and scenario analyses to support leadership discussions and planning.
• Identify leading indicators of risk or underperformance and flag insights with clear supporting analysis.

• Support quarterly and annual GTM planning processes through data analysis, modeling, and performance insights.
• Provide analytical support for capacity planning, headcount modeling, and program effectiveness.
• Monitor performance against plans and highlight gaps, constraints, and execution risks.
• Partner with GTM leaders to translate goals into measurable operating metrics and execution plans.

• Act as an operational partner to Sales, Consultant Relations, Outbound Growth, and Product Marketing to improve execution consistency.
• Establish and maintain clear definitions, handoffs, and operating rhythms across market‑facing teams.
• Ensure GTM data and insights are shared in a timely and usable way to inform messaging, enablement, and prioritization.
• Drive adoption of standardized processes and metrics to create a single source of truth.

• Own administration, optimization, and ongoing improvement of GTM systems including CRM, forecasting tools, and reporting platforms.
• Drive data hygiene, discipline, and system adoption across GTM teams.
• Design scalable processes that support complex enterprise deals while maintaining speed and clarity.
• Evaluate and pilot automation and AI‑enabled workflows to improve efficiency and insight in partnership with leadership.

• Prepare GTM performance materials for executive leadership and board‑level reviews.
• Translate complex pipeline and performance data into clear summaries and insights for senior stakeholders.
• Partner closely with Finance on forecasting accuracy, reporting cadence, and performance tracking.
• Surface risks early with supporting analysis and clear articulation of implications.
• Manage and develop a small GTM Operations team, starting with one associate‑level individual contributor.
• Set clear priorities, expectations, and quality standards.
• Foster a culture of accountability, curiosity, and continuous improvement.

• 5+…