GTM Operations Business Partner

Ironclad is the leading AI contracting platform that transforms agreements into assets. Contracts move faster, insights surface instantly, and agents push work forward, all with you in control. Whether you’re buying or selling, Ironclad unifies the entire process on one intelligent platform, providing leaders with the visibility they need to stay one step ahead. That’s why the world’s most transformative organizations, from OpenAI to the World Health Organization and the Associated Press, trust Ironclad to accelerate their business.

We’re consistently recognized as a leader in the industry: a Leader in the Forrester Wave and Gartner Magic Quadrant for Contract Lifecycle Management, a Fortune Great Place to Work, and one of Fast Company’s Most Innovative Workplaces. Ironclad has also been named to Forbes’ AI 50 and Business Insider’s list of Companies to Bet Your Career On. We’re backed by leading investors including Accel, Y Combinator, Sequoia, BOND, and Franklin Templeton.

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Ironclad is looking for an individual contributor to drive operations and strategy to optimize our top-of-funnel pipeline driven by our Business Development team. This role will partner closely with Marketing and Sales leadership teams, as well as Finance and Business Intelligence to drive go-to-market success through process optimization and data insights. This role will also advise forecasting, pipeline management and pipeline/capacity needs.

The role requires a balance of rolling up your sleeves while simultaneously keeping a strategic mindset on where we adapt for the future. Experience in a fast paced, growing SaaS company and an ability to drive impact through analysis are keys to success.

This individual will report to the Director of Sales Operations.

This is a hybrid role based out of our San Francisco office. Office attendance is required at least twice a week on Tuesdays and Thursdays for collaboration and connection. There may be additional in-office days for team or company events.

• Manage and drive core operating rhythms such as performance tracking, capacity planning and process design. Evaluate performance drivers to shape investment priorities and identify future opportunities informed by metrics and market insights
• Develop and manage KPIs and Dashboards that give insight into the health and performance of the Business Development organization. Drive the scalability and maturity of the SBDR operations, acting as a key advisor to leadership.
• Analyze metrics around activity, signals and pipeline performance to establish quotas for Business Development teams.
• Ensure the Business Development teams have the necessary enablement, reporting and tools to exceed targets.
• Understand the different streams and contributions to the pipeline and seek ways to enhance its value creation.
• Understand trends and performance of the pipeline as it progresses through the sales cycle across our various segments and team and be able to share proposals that can influence how we manage our pipeline.
• Model out different sales-based scenarios (capacity, attainment, pipeline, etc) to support decision making on current org and process design and as well as future design.

• Work closely with departments across GTM and Finance such as Sales, Marketing, and Compensation to ensure implementation of processes and strategies that align to Ironclad’s annual plans and overall business strategy.
• Collaborate with Business Intelligence to build reports and dashboards that highlight productivity trends and surface insights to inform coaching and performance improvements.
• Understand the end-to-end lead flow process to assist in ensuring seamless lead routing and follow up efficiency.
• Act as the main point of contact for all Business Development technology requests. Engage with our systems teams to ensure they are most effectively supporting our sales motion.

• 3-5 years of Operations, Sales Strategy, Management Consulting, or GTM-Focused role, preferably with companies scaling beyond…