At WithSecure™, we protect businesses all over the world. Our SaaS solutions safeguard against modern cyber threats, and our innovative Co-security approach reflects our belief that true protection requires collaboration and shared expertise. No one can solve every cyber security problem alone. Our vision is to become Europe’s flagship in cyber security. Every day, our talented teams work to prevent cyber extortion, secure critical infrastructure, and prevent misuse of sensitive data. At WithSecure, it’s our people who make us exceptional – a diverse community that values passion, purpose, and a commitment to workplace well-being. If you’re ready to make an impact with a company that’s transforming cybersecurity, we’d love to hear from you.

Position Overview:

Are you an established Revenue Operations professional who is equally comfortable working at both the top and the bottom of the funnel? (Or even better – around the whole flywheel).  We’re looking for an experienced and commercially savvy operator to join our team as a GTM Operations Lead supporting Mid-Market and Global Accounts. This role sits at the intersection of Sales and Marketing, supporting the lead-to-quote process, data and tech stack for our global and mid-market business. You'll be part of the Sales & Marketing Excellence team with a core mission to predict, accelerate and increase value at every step of the lead-to-quote journey, reporting to the Director of Sales & Marketing Excellence and partnering closely with the GTM Operations Lead – SMB.

Key Responsibilities:

Continuously improve the Global Account & Mid-Market lead-to-quote process

In partnership with Sales & Marketing leadership make key actions, owners and measurement clear so that key metrics like time to inbound lead response, pipeline conversion to close and time to generate a quote are on-target or better.

Run experiments and analyze data to test potential improvements.

Standardize and document workflows to create efficiency and accelerate cross-functional collaboration.

Act as a product owner for Global Account & Mid-Market Salesforce requirements

Act as the lead to quote product owner for Salesforce by collecting and triaging stakeholder feedback, writing business-ready requirements, and prioritizing requested system enhancements based on business impact.

Coordinate closely with Salesforce developers and admins to ensure solutions are delivered on time, tested, and adopted effectively.

Operate, maintain and develop the GTM tech stack supporting Global Account & Mid-Market processes

Use tools like Salesforce Marketing Cloud to build and automate journeys, drive standardization of campaign execution through templates and join data from new sources to Marketing campaigns to enhance targeting capabilities.

Optimize the configuration and use of tools like LinkedIn Sales Navigator for outbound sales efforts.

Champion the application of AI and automation solutions to replace or expedite manual processes so that Sales & Marketing roles can focus their time where it matters most.

When there's a need, create the business case to change or expand our commercial tech stack, evaluate potential tools and drive successful implementation.

Analyze data from the lead-to-quote journey to drive robust business cadences, continuous performance monitoring and support decision-making across the business

Identify and monitor key metrics, especially in the execution of recurring business cadences.

Make sure that every role within the Sales & Marketing organization has visibility to reporting on their KPIs to enable performance monitoring.

Highlight trends, flag risks and opportunities for commercial leadership.

Support annual planning and strategic initiatives with data and insights.

Work with the Sales & Marketing Excellence leadership and the Finance team to drive efficient and accurate revenue forecasting.

Drive operational rigor and data quality in the Global Accounts and Mid-Market teams

Create transparency on operational and data quality performance within the team.

Educate and work directly with team members to create clear expectations on data quality responsibilities and how to fulfil them.

Partner with the other teams on project-specific data quality improvement efforts.

Champion SaaS ways of working

Partner with the Training and Enablement team to create and deliver training on ways of working and use of our commercial tech stack in line with SaaS best practices.

Qualifications:

• At least four years of experience in a B2B SaaS Revenue Operations or Go-to-Market Operations role.
• Exceptionally strong Salesforce skills.
• Demonstrated experience as an administrator of at least one common B2B SaaS Marketing Tech stack tool such as Hubspot, Marketo or Salesforce Marketing Cloud etc.
• Demonstrated experience as an administrator of at least one common B2B SaaS Sales Tech stack tool such as Outreach, Gong, or LinkedIn Sales Navigator etc.
• Proficiency in Power BI, or Tableau (Excel wizards willing to grow their skills in these tools also welcome!).
• Proven ability to own documentation and maintain process consistently.

Key Competencies:

• Excellent communication skills in English and constructive collaboration skills– you're all-in for the success of our commercial organization, but not afraid to challenge when needed.
• Strong quantitative and analytical skills.
• A passion for improving and scaling commercial processes, especially through the use of AI.