GTM Process & Operations

Responsibilities

• Create a reliable GTM data foundation in SFDC for accurate routing, definition, enrichment, and actionability of leads, accounts, and opportunities.
• Design and manage lead and campaign routing; define requirements and partner with systems and marketing ops on implementation.
• Implement alerting, monitoring, and reporting to ensure routing accuracy and responses.
• Drive data quality and enrichment strategy across core GTM objects.
• Establish cross-object definitions, ownership, source-of-truth standards, and governance for SFDC fields, layouts, process changes, and field feedback.
• Own account structure (parent/child), TAM integrity, and Salesforce account data health.
• Drive territory design process and execution as part of fiscal planning cycles.
• Manage account ownership, book movements, and territory adjustments.
• Define account hierarchy, account team structures, and rules of engagement across segments, overlays, and global coverage.
• Own opportunity design (stages, required fields, inspection criteria).
• Enforce pipeline governance (accuracy, staleness, coverage, generation health).
• Build workflows and automations (e.g., AI-assisted field population) to increase rep productivity.
• Monitor and drive adherence to process; partner with enablement on rollout and adoption.
• Capture and operationalize competitive intelligence within systems.
• Own operating cadences for work intake, prioritization, systems planning, process health, change management, and delivery of systems improvements.
• Design and scale operational systems for consumption-based revenue motions, including opportunity-to-delivery handoffs and readiness requirements.
• Define SFDC objects, stage requirements, rep surfaces, and visibility for delivery and value realization.
• Support buildout of Commercial Operations and Q2B workflows, including RFP/RFI responses, security questionnaires, vendor onboarding, compliance, insurance, and signature routing.
• Develop tooling, SLAs, and visibility across Legal, Deal Desk, and Security.
• Partner with launch owners to translate product, program, and pricing changes into operational requirements, system workflows, and field enablement.
• Improve seller lifecycle operations, including onboarding, role changes, book allocation, systems access, and in-product guidance.
• Drive rollout, adoption, change management, and feedback loops for new processes and tools.

Requirements

• 8+ years of experience in Sales Operations, Revenue Operations, or related roles at a high-growth technology company.
• Strong systems thinking with deep experience designing and scaling sales systems, processes, and workflows across the full sales lifecycle.
• Proven ability to build automation and improve field productivity through systems and process design (ideally with an AI-forward mindset).
• Strong proficiency in Salesforce and data tools (e.g., SQL, Excel).
• Strong analytical skills with high attention to detail.
• Experience with territory design, account structures, and pipeline management.
• Exceptional project management skills, with experience driving complex, cross-functional initiatives.
• Strong communication skills and executive presence.
• Ability to operate in ambiguity, prioritize effectively, and manage multiple high-impact initiatives simultaneously.

Nice-to-Haves

• AI-forward mindset for automation and productivity improvements.