GTM Operations Team Lead | B2B Hub

At Nord Security’s B2B team, we build cybersecurity products that enable businesses to protect themselves and their data.

We are looking for a GTM Operations Team Lead to build and evolve the operating engine behind our commercial organization.

You will oversee GTM Operations across five B2B products and both Direct and Indirect sales, partnering with Sales, Channel, Marketing, Customer Success, Finance and Product to make our commercial organization more scalable, efficient, data-driven, and easier to operate.

You’ll challenge the status quo, identify GTM improvements, leverage technology and automation, and build scalable processes, systems, and operating standards that enable our commercial organization to grow.

Main Responsibilities

• Own GTM Operations across 5 B2B products and Direct & Indirect sales, ensuring consistent processes, systems, data, and operating standards.

• Build for scale: identify bottlenecks, remove friction, and design simple, standardized processes that support rapid growth.

• Drive GTM innovation: identify and implement new tools, automation, AI, and ways of working that improve commercial productivity and efficiency.

• Own the commercial operating cadence, including planning, forecasting, pipeline management, performance reporting, and business reviews.

• Turn complex data into actionable insights that help leaders make better decisions around revenue, pipeline, conversion, productivity, and performance.

• Connect the dots across GTM teams, ensuring processes and systems work effectively across Direct Sales, Channel, Marketing, and Customer Success.

• Continuously improve the end-to-end GTM journey, from lead generation and qualification through conversion, expansion, and partner-led sales.

• Own and optimize the GTM technology stack, maximizing automation, adoption, data quality, and operational efficiency.

• Partner with commercial leadership to translate strategy into clear processes, metrics, systems, and execution plans.

• Lead and develop the GTM Operations team, building a culture of ownership, continuous improvement, and operational excellence.

Core Requirements

• 5+ years of experience in GTM Operations, Revenue Operations, Sales Operations, or a similar role in a high-growth B2B SaaS environment.

• Proven experience building and scaling GTM operations, rather than simply maintaining existing processes.

• Strong understanding of B2B SaaS GTM models, ideally including both Direct and Channel/Partner-led motions.

• Exceptional analytical and problem-solving skills, with the ability to turn data into clear commercial insights and actions.

• Strong systems, automation, and AI mindset — you naturally look for ways to eliminate manual work, simplify processes, and increase productivity.

• Experience with CRM, BI, and GTM technology, ideally Salesforce and related automation and analytics tools.

• Strong project and stakeholder management skills, with the ability to lead complex initiatives across multiple teams.

• A builder’s mindset: proactive, curious, commercially minded, and always looking for a better way to operate.

• Comfortable working in a fast-changing, multi-product environment with multiple GTM motions and competing priorities.

What We Offer

• Sharpen your edge: training, mentorship, and room to grow — always.

• Take the time you need: extra vacation days, sick days, and time off when life calls.

• Get premium healthcare: private health insurance in Lithuania and Poland — fully covered.

• Protect your peace: enjoy free subscriptions to Calm, Headspace, and Mindletic, and our own resilience and mindfulness trainings.

• Own your fitness: in-house gyms, sport cards, online workouts, and personal guidance — on us.

• Pack your bags for workation: experience our company-wide trip abroad to the fullest.

• Work from anywhere: work from wherever keeps you in the zone.

• Celebrate your milestones: birthdays, weddings, and new family members — all deserve a gift.

• Parent with ease: children’s summer camps and flexibility around the schedule — because parenting never pauses.

• Join the party: team building and company events people talk about for months.

• Unlock Cyber City: coffee bar, open gyms, kids’ room, music room, massage chairs — our Vilnius HQ is yours to enjoy.

Kindly refer to our Privacy Notice for Recruitment Candidates for comprehensive information regarding our data handling procedures throughout recruitment processes.

We expect all candidates to provide accurate and complete information during the recruitment process. While limited use of AI tools to refine application materials is acceptable, candidates remain fully responsible for ensuring that their submissions reflect their own qualifications, skills, and experience. Any failure to do so may negatively affect participation in the recruitment process. If broader AI assistance is allowed for a particular role or stage, we’ll let you know in advance.

By submitting your application, you acknowledge that it may be processed using automated tools for evaluation purposes. As part of our recruitment process, we may use an AI-based application review tool to help assess applications based on skills and experience relevant to the role. This technology is used to support - not replace - human decision-making, and every application is ultimately reviewed by a recruiter.

If you would like more information about how AI is used in this process or wish to exercise your rights under applicable data privacy laws, please contact us at privacy@nordaccount.com. Should you prefer to opt out of the automated evaluation, please submit your application directly to career@nordsec.com.