# GTM Operations Data Manager

**Company:** [Tulip](https://hotfix.jobs/companies/tulip)
**Location:** Somerville, MA
**Role:** Revenue Operations
**Experience:** 5+ years
**Skills:** SQL, Salesforce, Tableau, Sigma, Power BI, Excel, AI, Predictive Lead Scoring, Tam Analysis, Pipeline Forecasting
**Posted:** 2026-03-25

> Owns data architecture and strategic planning for Sales GTM operations, leveraging AI for territory optimization, pricing analysis, pipeline forecasting, and productivity improvements. Requires 5+ years in Sales Ops or GTM Strategy, advanced SQL/Salesforce skills, and BI expertise.

## Job Description

## Key Responsibilities

- TAM & Territory Strategy: Define the "Golden Record" ICP and use AI/data to carve territories for optimal rep productivity and coverage
- Sales AI Implementation: Evaluate and pilot AI tools for pipeline prioritization; build models to predict lead conversion based on win patterns
- Pricing & Elasticity: Partner with Finance and Product on pricing changes; analyze discounts and win/loss data to optimize Price Book and packaging
- Pipeline Architecture: Redesign funnel stages and data requirements to ensure accurate stage transitions for high-fidelity forecasting
- Strategic Forecasting: Build "Scenario Models" (e.g., headcount changes) to support leadership's fiscal planning
- Sales Productivity: Identify process bottlenecks (legal cycles, slow lead response) and drive cross-functional projects to eliminate them

## What skills do I need?

**Strategic Experience:** 5+ years in Sales Ops, GTM Strategy, or Management Consulting within B2B SaaS.

**Structural Mastery:** Proven track record of redesigning Salesforce data structures, lead routing logic, and attribution models to support high-growth teams.

**AI & Planning Proficiency:** Experience evaluating or deploying AI for Sales, such as predictive lead scoring, automated territory carving, or AI-driven "Next Best Action" for reps.

**The Technical Stack:**
- **Advanced Modeling:** Expert SQL and Excel/Sheets skills are non-negotiable.
- **BI Platforms:** Deep experience with Sigma, Tableau, or Power BI.
- **Systems:** Advanced Salesforce (SFDC) knowledge; ability to partner with Admins to drive architectural changes.

**Strategic Initiatives:** Experience leading TAM/SAM/SOM analysis, Pricing & Packaging redesigns, and Sales Incentive/Commission planning.

**Education:** Bachelor degree in relevant field required. MBA preferred.

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