Senior GTM Business Architecture Manager

Responsibilities

• Act as strategic owner for specific segments of the GTM lifecycle (e.g., Prospecting, Deal Execution, Specialist Alignment). Conduct systemic audits of existing sales motions to pinpoint bottlenecks, then architect the "to-be" workflows to eliminate non-selling friction.
• Author high-fidelity Business Requirement Documents (BRDs), process flowcharts, and User Stories. Define upstream "Data Contracts," partnering closely with ET leads who own the technical configuration.
• Utilize the GTM Priority Matrix to evaluate and rank inbound field requests. Filter out tactical "noise," trading off field requests against technical debt to ensure engineering resources focus on highest-ROI drivers.
• Lead the User Acceptance Testing (UAT) framework for your domain. Execute test scripts, run defect triage, and manage the Business "Go/No-Go" sign-off.
• Partner with Enablement and Data Analytics to track downstream adoption. Monitor system telemetry (e.g., Gong AI trackers, Outreach metrics) to measure behavioral adoption and tie builds to revenue ROI.
• Support the deployment of the GTM AI roadmap. Operationalize Generative AI POCs into daily rep workflows, capturing frontline feedback to iterate and scale.
• Maintain strict operational boundaries (RACI) across GTM, ET, and Enablement. Provide functional blueprints to Enablement to ensure training aligns with technical architecture.

Requirements

• 7+ years of experience within a management consulting firm, enterprise revenue architecture function, or GTM transformation group.
• Rare combination of high-level strategic mindset (deconstructing complex business challenges from first principles) and strong technical background to translate strategy into systems architecture.
• Exceptional ability to simplify complex technical concepts for GTM stakeholders and translate vague business "wants" into precise technical "needs" for engineers.
• Deep expertise in the Salesforce ecosystem and integrated GTM tools (e.g., Gong, Outreach). Thorough understanding of object relationships, data schemas, and API limitations.
• Proven ability to empathize with the Field, understanding sales psychology to design systems that maximize rep productivity and minimize administrative tax.
• Deep experience building structured artifacts (BRDs, process mapping, executive-level decks).
• Proactive "Driver" persona: identify friction, align people, build business cases, and drive solutions to execution.
• Scale mindset: build for where the revenue engine will be in 2 years, not just patching today's problems.

Nice-to-Haves

• Experience with Generative AI POCs and operationalizing them into sales workflows.
• Familiarity with system telemetry and revenue ROI measurement.