Operations Director - Revenue and GTM Strategy

Company Description

Work smart, have fun and make an impact!

EcoVadis is the leading provider of business sustainability ratings. Our solutions are backed by an international team of experts and powerful technology. We analyze data and build sustainability scorecards that give companies actionable insights into their environmental, social and ethical risks.

Why apply to EcoVadis? Be a part of the global sustainability change in business. Grow your career. Work with extraordinary people. Feel valued for your contribution.

Learn more about our team and culture on EcoVadis careers page.

Job Description

We are looking for a Director of GTM Strategy & Revenue Performance to help design, guide, and scale our global revenue engine. In this role, you will act as a strategic leader, translating leadership objectives into actionable, cross-functional initiatives across the full customer lifecycle; bridging pre-sales acquisition and post-sales retention.

You will partner closely with Customer Success, Revenue Operations, Sales, Finance, Product, and Marketing to build a cohesive growth, retention, and expansion strategy across all global channels and segments.

Looking ahead, you and your team will act as internal pioneers; designing, adopting, and scaling an AI-first operating model that sets the standard for how we drive global revenue performance.

Key Responsibilities

• Define global and regional GTM strategy across segments and routes-to-market, aligning pre-sale positioning with post-sale delivery.
• Map corporate growth priorities into clear milestones, operational ownership, and key performance metrics for both new logo acquisition and customer expansion.
• Coordinate annual and in-year GTM planning alongside RevOps and Finance, including capacity models for Sales and Customer Success.
• Manage collaborative business reviews, performance tracking, and churn/retention analyses to help leadership stay aligned.
• Identify friction points across the full customer journey and optimize key metrics: pipeline conversion, time-to-close, time-to-value, and renewal velocity.
• Build expansion and renewal frameworks; analyze customer use-case data to maximize Gross Revenue Retention (GRR) and Net Revenue Retention (NRR).
• Communicate complex data trends, such as pipeline health, customer health scores, and product adoption, clearly to leadership and cross-functional stakeholders.
• Serve as a trusted advisor to leaders across CS, Sales, Marketing, Product, and Finance, ensuring commercial updates and pricing changes scale smoothly to customer-facing teams.
• Lead our GTM Strategy Team remotely located, and composed of Regional Business Partners, Compensation & Data Analysts. Anticipate tomorrow's role and evolution/skill sets required to align with an AI first operation model.

Qualifications

We recognize that excellent revenue leaders come from diverse backgrounds. If you excel at data-driven growth and GTM strategy, we want to hear from you.

Core Requirements:

• Proven experience guiding GTM strategy, corporate planning, or commercial operations within a high-growth SaaS, cloud, or enterprise software environment.
• Experience in management consulting, structured corporate strategy, or an equivalent in-house tech operating role across sales and post-sale functions.
• Proven Managerial experience : through ability to build, coach, and support high-performing, collaborative teams through inclusive mentorship and clear vision-setting.
• Strong business modeling skills with practical experience in data modeling and analytics.
• Strong foundational knowledge of AI technologies and their practical application in B2B SaaS growth strategies.
• Deep knowledge of B2B business cycles across Sales, Marketing, Product, and Customer Success, including renewal mechanics, customer health indicators, and product-led expansion.
• Experience leveraging AI productivity tools and automation to optimize workflows, analyze trends, or drive team efficiency 

Preferred (Nice-to-Have) Skills:

• Experience utilizing SQL to extract and manipulate data.
• Familiarity with Customer Success platforms 
• A degree in a quantitative discipline (e.g., economics, mathematics, finance), or equivalent foundational experience in quantitative analysis.

Additional Information

• Location: Barcelona - hybrid
• Start date: ASAP
• Contract of Employment - Full time

In return for your expertise, we offer:

• Support with all the necessary office and IT equipment
• Flexible working hours
• Wellness allowance for mental and physical wellbeing
• Access to professional mental health support
• Referral bonus policy
• Learning and development 
• Sustainability events and community involvement
• Peer recognition program
• Employee-led resource groups
• Hybrid work organization 
• Remote work from abroad policy
• Meals and Transportation Vouchers (Cobee card)
• Dental Benefits 
• Life & Accident Insurance + Private Health Insurance
• Paid employee volunteer day
• Paid moving day (1/year)
• Time off: 1 Community Service Day + 1 Personal Day
• Summer Hours in July and August (36 hours per week)
• Hybrid Monthly Allowance for electricity and Internet

Our hiring team looks forward to reviewing your CV, in English, with a guaranteed response to every application. A new job with purpose awaits you!

Don’t meet all criteria? Please apply anyway. We welcome diverse candidates and want to assess your skills and potential contribution to EcoVadis, regardless of your background.

Can the hiring process be adjusted to suit my needs? Yes. We want all candidates, including people with disabilities, people with long-term health conditions, and neurodiverse applicants, to feel confident demonstrating their potential. If you require adjustments, such as interview questions in advance, please inform the hiring team.

Our team’s strength comes from everyone’s uniqueness and is founded upon mutual respect. EcoVadis commits to equity, inclusion and reducing bias in our hiring processes. EcoVadis does not accept any form of discrimination based on characteristics such as color, national or ethnic origin, ancestry, citizenship, religion, beliefs, age, sex, gender identity, sexual orientation, neurodiversity, disability, parental status, or any other protected characteristic that makes you unique. To reduce bias in hiring, applicants are encouraged to remove personal details such as photos, marital/parental status, religion, gender, postal code, university name/graduation date, past leave details, and nationality (instead, confirm eligibility to work in the job location).

Our recruitment processes do not include AI systems that make autonomous decisions impacting individuals’ rights without human oversight. Inputs and outputs of the system have been validated by humans and answers are based on algorithms that analyze previous data with which the system has been trained. We use SmartRecruiters as our applicant tracking system and to schedule interviews. Gemini is used to summarize notes from interviews and to refine job descriptions and social media messaging. AssessFirst is used to support talent assessment decisions.