Director, GTM Operations

Job not on LinkedIn

🔥 3 hours ago

🇺🇸 United States – Remote

💵 $175k - $190k / year

⏰ Full Time

🔴 Lead

🎁 Product Marketing

👻 Ghost score 0%

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Consensus Cloud Solutions

WebsiteLinkedInAll Job Openings

501 - 1000 employees

🏥 Healthcare

☁️ SaaS

🤖 Artificial Intelligence

💰 $225M Post-IPO Debt - Consensus Cloud Solutions on 2025-07

Healthcare • SaaS • Artificial Intelligence

Consensus Cloud Solutions is a public company (NASDAQ: CCSI) that started as a digital cloud faxing organization over 20 years ago and spun off from J2 Global (Ziff Davis) in October 2021. It is described as the global leader of digital cloud fax technology and provides solutions that transform unstructured digital documents into secure, advanced healthcare standard HL7/FHIR structured data. The company leverages Natural Language Processing and AI to create analytics-ready data for clinicians, enabling secure handling of healthcare documents and integration with healthcare data standards. It focuses on the healthcare industry, emphasizing secure cloud fax and document-to-data transformation.

📋 Description

• Serve as the primary Deal Desk advisor to the sales organization, guiding Account Executives and Sales Directors through complex deal structuring, pricing negotiations, and commercial terms • Advise on public sector contract vehicles such as GSA schedules and GWACs and ensure deal structures align with government procurement regulations • Review, approve, and process non-standard pricing requests in line with margin requirements, discount matrices, and compliance policies • Collaborate with Legal, Finance, and Product to resolve contract negotiation bottlenecks and accelerate the quote-to-cash cycle • Maintain and optimize CPQ workflows, product catalogs, pricing rules, and CRM quoting processes • Manage partner ecosystem integration, onboarding, data flow, reporting, billing systems, and partner performance reporting • Calculate, reconcile, and process partner revenue share payouts • Monitor partner usage, platform consumption, and revenue trends to drive usage growth and retention • Audit and resolve partner billing discrepancies • Lead project management, writing, and delivery of RFPs, RFIs, and ROMs for commercial and public sector prospects • Translate technical specifications, security postures, and service capabilities into persuasive, compliant proposal narratives • Maintain a centralized library of approved proposal responses • Analyze public sector solicitation requirements, including basic FAR/DFARS applicability, to ensure compliance and mitigate contractual risk

🎯 Requirements

• Minimum of 10 years of progressive experience in Deal Desk, Revenue Operations, Contracts Management, or Commercial Operations within a B2B technology environment • Prior experience working within both Commercial and Public Sector Go-To-Market motions • Familiarity with federal procurement processes and channel partner teaming agreements • Experience managing contracts and proposals involving cloud communications, cybersecurity, or data compliance, including FedRAMP, HIPAA, or SOC 2 • Proven track record of structuring complex enterprise deals, managing discount matrices, and accelerating the quote-to-cash process • Demonstrated experience managing partner operations, channel pipeline, usage growth analysis, and revenue share payouts • Direct experience serving as primary author and project manager for RFPs and ROMs • Strong working knowledge of SaaS revenue recognition principles and subscription/usage-based billing models • Advanced proficiency with CRM platforms, preferably Salesforce, and quoting/CPQ tools • Bachelor's degree from an accredited college or university in Business Administration, Finance, Operations, or a related field, or equivalent combination of relevant education, specialized training, and progressively responsible professional experience • Reliable, high-speed internet • Active U.S. citizenship or green card holder residing in the U.S. for a minimum of 3 consecutive years • Must be able to sit for long periods and handle long periods of screen time • No visa sponsorship available • Optional but preferred: certifications in Contract Management, such as CPCM or CFCM, or Salesforce/CPQ administration

🏖️ Benefits

• Annual performance bonus • Employee Stock Purchase Plan (ESPP) • Enhanced time off packages • Benefits • Up to 10% travel