Blackboard Careers

VP, GTM Intelligence and Operations

Remote - United States

About the Role

This role is the data and intelligence foundation that makes everything else measurable. You own the systems, attribution model, pipeline reporting, CRM integrity, marketing operations, and AI orchestration layer that every revenue motion depends on.

You sit at the intersection of marketing and sales. You connect marketing investment to pipeline outcome. You build the operating cadence that keeps both teams aligned on targets, coverage, and account prioritization. You are the reason the CMO can walk into a board meeting and defend every number on the page.

This is a builder role. You will set the standard for how marketing measures itself, how it reports to the business, and how AI changes the way the function operates at scale.

What you own

Attribution and revenue intelligence. You own the multi-touch attribution model, pipeline reporting by source and motion, and the analytics layer that connects marketing activity to revenue outcome. Intent data and buying signals feed ABM prioritization and outbound targeting. Your pipeline reporting runs on a weekly cadence for the CMO and rolls up to a monthly board-level view. You are accountable for the accuracy and credibility of every number marketing produces.

Institutional Data Architecture. You own the institutional data foundation that territory design, account segmentation, contact strategy, and pipeline reporting depend on. This includes account hierarchy logic, institutional data governance, contact enrichment aligned to buying committees, and the integration of third-party datasets (institutional and contact-level) into a CRM-ready model that reflects how institutions actually procure, not how they report to the federal government.

Marketing operations. CRM administration, lead routing, lead scoring, lifecycle stage mapping, and data quality across the full funnel. You own the infrastructure that campaign, lifecycle, and field programs run on. When programs underperform, your data tells the team why. When they work, your attribution model proves it. This role owns CRM business logic, data model governance, and process design, and that it partners with IT on platform administration and integrations. This person needs to design the full lead-to-revenue lifecycle from scratch: scoring methodology, routing logic, nurture paths by segment and intent level, MQL/SQL definitions, and the sales/marketing handoff SLA.

MarTech stack. You own, rationalize, and manage the full marketing technology stack. You evaluate tools, manage vendor relationships, and make the case for what stays, what goes, and what gets added. The goal is a lean, integrated core built on modern platforms that every team can actually use. The MAP is in a transitional state and this role is responsible for re-architecting the marketing automation layer to align with the CRM data model, not just managing it.

AI orchestration. This is a core part of the role, not an add-on. You define the AI automation roadmap, evaluate tools, and direct implementation of autonomous workflow automation across the CRM, MAP, and marketing toolset. You identify where AI replaces manual process, implement the systems that scale output, and establish AI as an operating standard across the marketing function. You are not waiting for a roadmap. You are building one.

AI-native SDR/BDR program. You build and lead a next-generation development program that treats AI as the operating layer, not a supplement to it. On the inbound side, you deploy AI agents that engage, qualify, and route prospects in real time, 24/7, using platforms capable of multimodal interaction across chat, email, and voice. No warm lead sits cold. Speed to lead is a system property, not a people problem. On the outbound side, you build a BDR function defined by precision, not volume. BDRs focus exclusively on ICP accounts identified through intent signals and buying committee data. AI handles research, sequencing, and personalization at scale so that every human touch is high-context and high-value. The model is lean by design: fewer reps, higher qualification standards, and AI doing the work that used to require headcount.

Required Skills and Experience

• 10+ years of marketing experience and 10+ years in leadership
• Strong command of attribution modeling, pipeline analytics and revenue reporting
• Fluency in modern CRM and marketing automation platforms (HubSpot, Marketo, or equivalent)
• Deep hands-on experience with AI tooling, workflow automation, and building AI-native processes inside a marketing or revenue organization
• Experience building or leading SDR/BDR programs at scale, with a clear point of view on how AI changes that model. You work naturally at the marketing-sales interface, translate data into decisions, and make other people's numbers defensible
• You are comfortable operating in ambiguity, building before there are playbooks, and holding a high bar for data quality in an environment where the infrastructure is still being built
• Fluency in written and spoken English

About Blackboard

Blackboard advances teaching excellence and unlocks the full potential of technology to deliver meaningful outcomes. We empower institutions to deepen connections between educators and learners, inspire engagement, and drive long-term academic success across the full learner journey.  For more information, please visit www.blackboard.com. 

The expected salary range for this position is $205,000 - $235,000. The range reflects base salary only and does not include additional compensation such as company bonus or benefits. Placement within the pay range will depend on a variety of factors, such as experience, skills, internal parity, and location.

Candidates must be legally authorized to work in the country where the role is based at the time of hire and must maintain that authorization for the duration of employment. The company does not provide visa sponsorship or immigration support for this position.

This job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.    

Blackboard is an equal employment opportunity/affirmative action employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, gender identity/expression, protected military/veteran status, or any other legally protected factor.