Director, GTM Systems & Tools



United States
Posted on Sunday, September 10, 2023
Are you ready to power the World's connections?
If you don’t think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.
About the role:
Location: San Francisco Bay Area/West Coast
The Director, GTM Systems and Tools is a leadership role responsible for the strategy, planning, roadmapping, development, and administration of Kong's go-to-market (GTM) technology stack. This includes all systems and tools used by the sales, marketing, customer success, services, and support teams to generate leads, progress and close deals, manage customer relationships, and provide support.
In this role, you will build and lead a team of developers and systems analysts to deliver multiple, concurrent, and high-impact projects with cross-functional stakeholders. You will assemble, manage, and scale project teams throughout all phases of the project lifecycle. You will also develop and implement a GTM technology strategy that aligns with Kong's overall business goals, evaluate and select new technologies and tools to support the GTM team, ensure the efficient and effective use of GTM systems and tools, partner with cross-functional teams to identify and solve GTM challenges, and drive continuous improvement of the GTM technology stack.
In addition to technical expertise, we are looking for a leader with GTM domain knowledge and operational experience, as well as a clear track record of driving business growth. You will join a small team of talented builders who lay the foundation for operations at scale. This is a global role, and the successful candidate will report to the Vice President of Revenue Operations.
Why should you want to work at Kong?
Market Opportunity - We are on a quest to build a $10b+ software company over the next few years and need YOUR help!
Why APIs Matter? APIs have been enabling innovation for decades!
Strong VC team, Series D, strong year over year revenue growth!
Technical Leadership - We are recognized as the leader in innovation in the connectivity space.
Marco, our CTO/co-founder - “We are the Cisco of L4 and L7” - CUBE Conversation, March 2021
We are the leading innovator in the connectivity space!
Amazing Team & Culture - Come be a "Konger" and find out what we mean.
Kong employees exemplify our culture at our 2022 Sales Kickoff
Building Great Products - Learn why the world's largest companies love our tech!
Over 250m+ downloads of our open source API gateway! Over 40k+ stars on Github between Kong API and Kong Insomnia!


  • Develop and execute a GTM systems strategy aligned with business goals
  • Build and lead a team of developers and systems analysts to deliver high-impact projects
  • Lead Salesforce architecture development, enabling enterprise sales at scale while ensuring an optimal user experience
  • Ensure the efficient and effective use of GTM systems and tools
  • Programmatically engage cross-functional stakeholders to identify needs, scope projects, allocate resources, and manage delivery
  • Build and maintain a development roadmap aligned to business priorities
  • Report progress and strategic insights to senior leadership
  • Evaluate emerging technologies to enhance the GTM stack
  • Maintain system integrity, security, and scalability in coordination with IT and operations
  • Troubleshoot and resolve GTM workflow disruptions
  • Support system administration, as needed, as team capacity scales
  • Implement best practices and benchmark against industry standards
  • Manage the development of custom solutions and integrations to solve complex business problems
  • Partner in decisions about key elements of sales automation, including managing Salesforce integrations, choosing new vendors, and managing 3rd-party vendors and contractors
  • Address process gaps in development and documentation
  • Drive the execution and completion of projects, ensuring high-quality technical and process design and implementation
  • And any additional tasks required by manager


  • 10+ years of experience in GTM systems or related roles, with at least 3 years in leadership or people management
  • Expert knowledge of CRM and related systems, specifically Salesforce's Sales Cloud, Salesforce CPQ, and Service Cloud
  • Proficiency in modern GTM tech stack architecture and integrations, especially tools such as Marketo, LeanData, Outreach, Wingman, Clearbit, Zoominfo, Leadiq, Cognisim, and data enrichment tools
  • Skilled in system integrations and custom software development
  • Demonstrable abilities in ensuring system scalability and security
  • Strong project management capabilities, with experience handling multiple high-impact projects
  • Proven track record of developing and executing GTM technology roadmaps aligned with business goals
  • Ability to drive business growth through strategic use of technology
  • Solid experience in cross-functional collaboration, notably with sales, marketing, support, and IT departments
  • Exceptional communication skills, with proficiency in presenting to senior leadership
  • Comprehensive understanding of the needs and challenges of sales, marketing, and support teams within the GTM domain
  • Familiarity with managing or collaborating with global teams, and experience in overseeing relationships with 3rd-party vendors and contractors
  • A passion for continuous improvement in GTM processes and technology
  • Adeptness at evaluating, integrating, and optimizing emerging technologies for the GTM strategy
  • Bachelor's degree in Information Systems, Business, or a related field; Master's preferred
Kong has different base pay ranges for different work locations within the United States, which allows us to pay employees competitively and consistently in different geographic markets. Compensation varies depending on a wide array of factors, including but not limited to specific candidate location, role, skill set and level of experience. Certain roles are eligible for additional rewards including sales incentives depending on the terms of the applicable plan and role. Benefits may vary depending on location. US based employees are typically offered access to healthcare benefits, a 401(k) plan, short and long term disability benefits, basic life and AD&D insurance, among others. The typical base pay range for this role in the US is $220,000 - $250,000.
What is a Konger?
We are a group of makers, thinkers, and doers focused on helping today’s developers build tomorrow’s technology. Our teams work on the bleeding edge of API innovation to provide our users with a central nervous system for data and services.
We put design at the heart of everything we do, and we’re relentlessly focused on creating beautiful experiences for our customers. That’s why technology companies, major banks, e-commerce innovators, and government agencies put Kong in front of their most important web applications.
We believe in the power of Open Source and everything it stands for. That’s why developers around the world enthusiastically contribute on top of our open-source platform.
We are passionate about solving challenges that will fundamentally shape the future of technology, and we’re looking for the right people to join us on our mission. If you believe in taking ownership of your work, making an impact, and having fun along the way, we would love to talk to you.
Kong Core Values:
Be Inclusive. We work together from anywhere to achieve our common goals. Our differences make us stronger.
Be Authentic. We are genuine, principled and confident without arrogance. Show respect and kindness, especially in tough moments.
Be Relentlessly Resourceful. We work with purpose, obsession and grit. It takes muscle to do hard things and doing hard things build muscle.
Be Customer Obsessed. We care. Customers are everything, we put them at the center of everything you do. We are all empowered to make an impact.
Be Curious. We value ideas over hierarchy. Never accept the status quo. We make bold bets, fail, and learn everyday. There is always a way.
Be an Owner. We are drivers not passengers and own the quality and outcomes of our work.
About Kong:
Kong is THE cloud native API platform with the fastest, most adopted API gateway in the world (over 300m downloads!). Loved by developers and trusted with enterprises’ most critical traffic volumes, Kong helps startups and Fortune 500 companies build with confidence – allowing them to bring solutions to market faster with API and service connectivity that scales easily and securely.
83% of web traffic today is API calls! APIs are the connective tissue of the cloud and the underlying technology that allows software to talk and interact with one another. Therefore, we believe that APIs act as the nervous system of the cloud. Our audacious mission is to build the nervous system that will safely and reliably connect all of humankind!
For more information about Kong, please visit or follow @thekonginc on Twitter.
We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.