Director of Growth Operations

Job Description

Job Description

Director of Growth Operations

Build Red Stag’s pipeline “machine”: architect the GTM stack & algorithm behind our lead-creation engine (this is not a sales role)

In 2013, Red Stag Fulfillment launched.

Over the next 12 years, the company has grown tremendously, propelled by some powerful engines: inbound marketing, brand, word of mouth, and a service that truly delivers for our customers (many 3PLs do not).

Contrary to what is perhaps popular belief, we don’t believe inbound is dead, or dying. And we plan to continue to invest and evolve (so far, LLMs love us) our efforts here.

But, we have decided it’s time to add a new engine to our ship.

We’re calling this engine Business Development. Though, we’ll state up front this is not business development as it is popularly known. Our definition is more ambitious and rigorous. It combines database development and management, content, advertising, outreach, and more. It involves developing a proprietary algorithm and decision engine to bring together all of these elements into a machine that allows us to efficiently and effectively target ICP-fit clients for Red Stag.

We believe this engine will play a pivotal role in propelling Red Stag toward our next big goals.

We’re looking for a leader who can build the team, systems, and tools to assemble this engine, bolt it to the ship, and keep improving it.

A word of caution before we dive in further: this will be hard work. Our level of ambition is high—we don't think it’s hyperbole to say that you might count the number of B2B companies who’ve built something akin to what we’re proposing on a hand or two.

For the right person, this will be the project of a lifetime. If that might be you, let’s dive in.

About the Company

Red Stag Fulfillment is a logistics and fulfillment organization built to enable companies to grow and scale their businesses. Headquartered in Knoxville, Tennessee, Red Stag was born out of eCommerce with one mission: to enable our clients to grow their business by redefining the 3PL experience for both clients and employees. By leveraging technology to ensure accurate, reliable, secure, and fast shipping, we have quickly established ourselves as a world-class fulfillment and logistics company.

At Red Stag Fulfillment, we understand that our team members are our most important asset. We have grown into one of America’s best order fulfillment companies by building a team of people who are eager to be a part of our growth. To make this happen, our team members show up and give their all every day. Our core values are of paramount importance and inform and guide all our decisions.

Here at Red Stag:

• We act like we own it.
• We sweat the small stuff.
• We have positive attitudes.
• We treat everyone with dignity and respect.
• We always seek to improve.

About the RoleOn Business Development

Our thesis: we can develop a long-term, durable asset in the form of a system–that is stable, powered by technology and great people, and creates a flywheel that greatly increases the number of ICP-fit prospects that know, like, and trust Red Stag. Over time, this system will surface more and more leads and start handing them to sales on a silver platter.

The Components*:

• The Database. We need to find every ICP-fit prospect that should know Red Stag exists. And, because new companies and opportunities will emerge, we need a way to continually search for and ingest new ones into the database. Then, we need to design the database in such a way that organizes information, syncs with other relevant systems, and self-adjusts over time.
• Content. World-class content that educates, helps, and entertains our target audience around their pain points and opportunities will provide fuel for the next two components:
• Advertising engine. Highly-targeted digital and physical advertising will drive awareness and fondness for Red Stag.
• Outbound engine. People buy from people. People who get them and their challenges. High-powered “BDRs” will leverage digital and physical channels, relationships, and fantastic content to develop long-term relationships with key prospects.
• The algorithm and decision engine. To work, each of the above components needs to operate with excellence. To maximize efficiency, an algorithm and decision engine must be developed to point resources at the right targets based on prospect fit, goals, timing, and other signals.

* Note that components will include some shared resources across marketing, sales, and technology teams, TBD.

Responsibilities

Let’s mix metaphors for a minute. We have:

• High-level schematics for business development and prototypes for pieces of the system
• Experiments we’ve run in adjacent areas
• Resources we can plug into parts of this effort

Now we need the chef to design the recipe, assemble the right tools, and create the dish. That’s where you come in.

You’ll start small—building alongside a tight group of cross-functional collaborators and new resources you recruit. Then scale the team as we validate and grow. You’ll architect, launch, and continuously improve the business development engine that drives long-term growth for Red Stag.

Here’s what that looks like in practice:

Build the foundation

• Design and launch v1 of the BD system—including the database, content library, outreach engine, ad strategy, and prioritization algorithm
• Implement a scalable tool stack to support contact enrichment, signal detection, outbound coordination, and reporting
• Stand up a central database of ICP-fit companies and decision-makers that evolves over time
  

Make the system smarter

• Build the prioritization model that scores prospects based on ICP fit, intent, and timing, and other factors
• Develop processes to ingest and act on online and offline signals— a digital sonar system —scraping LinkedIn, Reddit, X, etc.—to surface switching signals and pain points
• Establish data standards for logging interactions and feeding results back into the system
  

Create and deploy content that moves the needle

• Partner across marketing to develop high-impact content that builds trust and awareness among high-value prospects
  Coordinate with internal subject matter experts in our leadership and operations teams to bring Red Stag’s voice to life across channels
• Ensure content is properly tagged and accessible for use in ads, outbound, and nurture flows
  

Drive outreach and engagement

• Oversee targeted advertising and outbound efforts—both automated and manual—that generate familiarity and trust
• Build and execute a coordinated and targeted digital advertising strategy
• Work behind the scenes to guide RSF’s public “faces” for trade shows, podcasts, and prospect conversations
• Collaborate with outbound reps for timely, contextual & value-add outreach

Build and lead the team

• Define key roles and structure for the BD function; hire and manage early team members
• Balance “player/coach” execution with team leadership as the program scales
• Set clear goals, build feedback loops, and measure contribution to sales pipeline and profit

Deliver business value and iterate

• Collaborate closely with Sales and Marketing leadership to validate lead quality, iterate on targeting, and optimize for contribution profit
• Manage BD roadmap, prioritize projects, and communicate progress to leadership and cross-functional stakeholders
• Measure performance of the machine on lead volume, quality, and propensity to buy, create feedback loops, and iterate based on the data

The right candidateWill be excited about this role because…

This role will scratch your itch to build something truly meaningful and differentiated. You’ll collaborate to develop a vision and then bring it to life. You’ll be able to move fast, iterate and experiment to your heart’s content and build an ever-improving machine that drives big economic value for Red Stag and its customers.

You’ll be backed by a service—our fulfillment for brands and ecommerce companies selling into the U.S. market. Many go-to-market teams have to sell undifferentiated products or services. That sucks. You won’t find this here—we are run by world-class operators and relentlessly focused on delivering for our customers.

You’ll be embedded in an awesome Marketing team, and partner with a revenue organization and technology team that are fun and focused on growth and improvement.

Last, but certainly not least, you’ll serve two worthy groups of stakeholders in Red Stag’s success: our people doing boots on the ground work and literal heavy lifting, and our clients—entrpreneurs and brands building meaningful businesses, and counting on us to deliver for their customers.

Will have the following skills:

• Drive to move fast, iterate quickly, learn and adapt
• The ability to build meaningful things from (near) scratch
• Capability to be a player/coach. You’ll build a strong team, but you’ll need to be on the field running plays too
• Desire and ability to recruit, develop, and lead people
• Problem solver with high analytical skills
• Highly comfortable with AI and modern Marketing/GTM technology. While you’ll hire/get support from the technology team, you should be a builder, too
• Proactive communicator and collaborator. This role will partner across Marketing, Sales, and Technology
• Business acumen to see how this new system turns activity into profit

Need not apply if…

Finally, while it's essential for us to outline the characteristics and competencies of the perfect candidate, it might be equally important to list the types of candidates who need not apply:

• Someone who prefers center stage to the control room. If your ideal week is wall-to-wall podcasts, conference panels, and LinkedIn livestreams—great news: we’ll soon be hiring for a forward-facing evangelist role. This seat, however, is for the architect who designs the machine and directs the performers rather than starring in every scene (while still venturing out often enough to keep a finger on the market’s pulse)
• A "strategic visionary" who disdains getting their hands in the muck of the work
• A maintainer, hoping to execute the established playbook as opposed to helping write it with their team
• A political animal, who advances via corporate politics rather than value creation
• High ego. Some of your ideas and experiments will fail. And, this role is about collaborating, not empire building

If this sounds like you and sounds like your idea of a great time, we look forward to your application. We can’t wait to get started.

FLSA Exemption Status: Exempt (Salaried)

Remote Work: Knoxville preferred, remote with regular travel to Knoxville considered for the right candidate

Reports To: Chief Marketing Officer

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