Senior Director of Business Operations

We are hiring a Sr. Director of GTM Operations to build the operating system behind Backstory’s growth. You will own the metrics, systems, cadences, and commercial operations that let a small, AI-leveraged team run what once took a much larger ops function.

Responsibilities

Measurement and data foundation

• Instrument the full customer journey, from pre-funnel and partner activity through credit consumption and expansion.
• Define the GTM data model, funnel stages, and metric definitions so numbers reconcile across Sales, CS, Partnerships, and Finance.
• Connect product usage and billing data to the revenue stack so every customer is represented completely and consistently.
• Govern CRM fields and data quality through automation and clear standards, not manual cleanup.

Forecasting and executive reporting

• Design and run a forecasting rhythm built for a consumption-based, land-and-expand model.
• Present completed-quarter results and forward guidance to the ELT at each quarter-end.
• Give ELT members the analysis, forecasts, and materials they need to run their functions and report upward.

Intelligence layer and AI

• Build AI-driven reporting and analysis across solution presentation, adoption, credit consumption, and customer outcomes, with Backstory as the primary source of truth.
• Deliver automated briefings, pipeline intelligence, and self-serve analytics to the whole GTM organization, not just leadership.

Retention and expansion signals

• Re-anchor our early warning system around solution adoption.
• Turn those signals into a review cadence and save and expand plays triggered by what customers are actually doing.

Commercial operations

• Comp plan design for Sales, CS, and Partnerships, in partnership with Finance and People.
• Territory, quota, and capacity planning, including clear rules of engagement and handoffs across direct, CS, and partner teams.

Be Our Best Customer

• Run Backstory's GTM on Backstory, learning from our strongest adopters and trying uses customers that have not yet tried.

Qualifications

• Builder instinct.
• Applied AI.
• GTM operating model fluency.
• Data architecture literacy.
• Forecasting authority.
• Commercial operations depth.
• SaaS metrics fluency.
• Modern data tooling.
• Executive presence.
• Experience.