Director of GTM System and Applied AI

Description

Sprout Social is looking to hire a Director of GTM Systems and Applied AI to lead our Revenue Operations systems function. In this role, you will lead a team to own the non-Salesforce tech stack and drive our GTM AI roadmap, engineering, and Center of Excellence governance. This is a hands-on-keyboard leadership role; you will personally build and prototype AI workflows alongside your engineers, rather than just directing them.

Why join Sprout’s Revenue Operations team?

At Sprout Social, our Sales and Customer Experience team is the driving force behind how today’s most innovative brands use Sprout to power the future of customer connection. We sell and support the leading social intelligence platform for businesses, helping organisations unlock the full value of social data to drive strategic decisions. Through powerful social intelligence and trusted partnership, we enable teams to build authentic relationships and drive meaningful business impact.

As the strategic engine of our go-to-market organization, Revenue Operations builds the infrastructure that turns data into action. We specialize in architecting world-class processes and delivering the operational clarity that allows our teams to move with speed, anticipate market shifts, and optimize the entire customer lifecycle for sustainable growth.

In this role, you will collaborate with the brightest minds in the industry to support global giants like Salesforce, Airbnb, and Equifax. Just as importantly, we believe in the power of our people. You’ll find a culture that honors your ambition, encourages you to explore new horizons, and provides the framework for you to build a career that matters. If you’re ready to champion innovation and accelerate your impact, this is where you can do your best work.

What you’ll do

• Own the GTM Tech Stack: Manage the architecture, configuration, and governance of all non-Salesforce platforms (Outreach, Gong, ZoomInfo, Fullcast, Openprise, etc.).
• Drive Salesforce Strategy: Serve as the GTM business owner for CRM requirements; partner tightly with IT to prioritize the RevOps backlog and keep Salesforce aligned with revenue operations.
• Lead and contribute to the GTM AI Roadmap & COE: Direct GTM AI Engineers building custom workflows; establish the Center of Excellence (COE) standards for AI governance, UAT, and build vs. buy decisions.
• Build & Prototype: Take a hands-on role in developing and launching AI workflows, automations, and integrations - writing requirements, prototyping in agent frameworks, and getting into the API/data weeds when needed.
• Govern Data Quality: Maintain system integrations, routing, and enrichment workflows to ensure clean, reliable data across the full stack in partnership with the Data/BI and IT teams.
• Optimize & Consolidate Tooling: Run a structured system intake model with clear SLAs, and strategically consolidate redundant software to build a leaner tech stack.
• Champion Team Leadership: Lead, unblock, and develop a high-performing team (GTM AI Engineers, Business Analyst, and GTM Systems Admin).

What you’ll bring

Sprout Social is looking for a technically credible, highly analytical, and strategic people leader who stays close to the work. You should have the technical fluency to challenge engineers on architecture, make sharp build/buy/integrate decisions, and get into the weeds when the situation calls for it.

The minimum qualifications for this role include:

• 7+ years in GTM systems, sales operations, or revenue operations, with meaningful time both owning systems hands-on and leading technical teams.
• Experience managing technical ICs (engineers, analysts, or systems specialists) and providing meaningful technical direction.
• Strong Salesforce fluency as a business stakeholder and power user with the ability to write clear requirements and evaluate technical tradeoffs.
• Experience managing or partnering with an IT or technical team as the business owner of a shared system.
• Direct hands-on experience with two or more of our core stack: Claude, Gong, ZoomInfo, Lusha, Cognism, LeanData, Openprise, or Fullcast.
• Technical fluency to direct AI engineers credibly (understanding CRM data models, enrichment architecture, API integrations, and custom builds vs. integration platforms).
• Demonstrated track record of deploying AI or automation in a GTM context, shipping workflows revenue teams actually use.
• Strong data orientation with an understanding of data design, reliability, and governance standards.

Preferred qualifications for this role include:

• Familiarity with agent frameworks or platforms (Claude Agent SDK, n8n, Vercel AI SDK).
• Hands-on experience with Fullcast and/or Openprise.
• Proven track record of driving software stack consolidation in B2B SaaS.
• Experience with Marketing Automation (Marketo, HubSpot) and lead lifecycle design.
• Direct hands-on experience with Salesforce CPQ or Revenue Cloud.
• Familiarity mapping sales methodologies (MEDDPICC) into CRM field design.

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members to gain a broader understanding of our products and organization.
• Build deep relationships with your direct reports, the VP of RevOps, and key GTM stakeholders.
• Map the current stack state, integration gaps, and data quality debt.
• Align with the VP of RevOps on GTM AI roadmap priorities and sequencing.
• Personally prototype and ship at least one production AI workflow.

Within 3 months, you’ll start hitting your stride by:

• Publishing a formalized GTM AI roadmap with clearly sequenced priorities.
• Defining and launching the AI COE operating model, including intake processes, UAT standards, and clear "ship criteria."
• Ensuring the IT partnership is running smoothly at the working level via your team's Business Analyst.

Within 6 months, you’ll be making a clear impact through:

• Successfully deploying multiple AI workflows into production, driving measurable rep productivity gains.
• Establishing the COE as a known, trusted resource across GTM, where teams proactively bring business problems to be solved.
• Initiating stack rationalization efforts with a clear, strategic consolidation roadmap underway.

Within 12 months, you’ll make this role your own by:

• Consistently executing against the AI and systems roadmap, optimizing revenue engine velocity and efficiency.
• Successfully reducing stack redundancy while expanding the capabilities of our core tools.
• Obtaining and acting upon cross-functional feedback to continuously refine data standards, tooling governance, and team impact.

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager. —

Our Benefits Program

We’re proud to regularly be recognized for our team, product, and culture. We invest in our team with a comprehensive, competitive benefits program:

• Comprehensive Health & Wellness: Premium BCBSIL medical, dental (high/low plans), and vision (Eyemed) insurance for you and your eligible dependents.
• Premium Mental Health Support: Full, free access to Modern Health for you and your dependents, including coaching, therapy sessions, and digital wellness resources.
• Retirement Savings: 401(k) plan with a 50% company match on your first 6% of contributions (a 3% total match).
• Financial Security: 100% employer-paid Life and Disability insurance for your peace of mind.
• Flexible Paid Time Off: A flexible PTO policy, supplemented with additional company-wide Rest & Recharge days throughout the year.
• Paid Parental Leave: Up to 16 weeks of paid leave for new parents to support you in expanding your family.
• Annual Lifestyle Stipend: A $1,000 USD annual Lifestyle Spending Account to spend on your physical, mental, and financial well-being.
• Work From Home Support: A one-time $550 USD stipend to set up your home office, plus a monthly $50 USD stipend for internet.
• Giving Back: 16 hours of paid volunteer time annually, plus a $100 annual match for your charitable donations.
• Additional Financial Perks: Access to pre-tax commuter benefits, subsidized child/eldercare (Care.com), discounted pet insurance (Figo), and no-cost personalized financial wellness support through Your Money Line.

*This list is for informational purposes only. Benefit offerings are discretionary and subject to change and do not constitute a contract or guarantee of benefits.

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

Our salary ranges reflect the expected earning potential for this role. Individual pay is based on geographic zone, relevant experience, and skills.

Our current hiring range for this role: $200,000.00 -$250,000.00 OTE annually. OTE is governed by an incentive plan. It is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. Offers are made within this range, with opportunities to grow within the broader band based on performance and impact.

We share both our current hiring range and our broader geographic salary bands to provide transparency into our compensation philosophy. This ensures you understand not only your starting potential but also the long-term growth potential available as you progress in your role.

We have two geographic pay zones in the United States:

Zone 1 (New York, California, Washington): $220,000.00 - $330,000.00 OTE

Zone 2 (All other US states): $200,000.00 - $300,000.00 OTE

These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent, and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed. And make adjustments to our ranges and existing employee compensation as needed.

Base pay is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit). Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Because Sprout Social is a federal contractor, we affirmatively recruit individuals with a disability and protected veterans. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at accommodations@sproutsocial.com and let us know the nature of your request and your contact information. We'll do all we can to ensure you're set up for success during our interview process while upholding your privacy, including requests for accommodation. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster and (2) Sprout Social's Affirmative Action Statement.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law

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