GTM Process & Operations

About the role

This position is an individual contributor role that emphasizes the development and enhancement of operational frameworks for our sales team. You will collaborate closely with the Go-To-Market (GTM) leadership to create robust operational systems that span the entire sales lifecycle. This role merges system and process design with performance management, with the goal of enhancing efficiency and speed through data-driven insights and automation.

Key facts

What you'll do

• Develop a dependable GTM data infrastructure to guarantee precise routing, definition, enrichment, and actionable insights for leads, accounts, and opportunities within Salesforce (SFDC).
• Create and oversee the routing of leads and campaigns, defining necessary requirements and working in tandem with systems and marketing operations teams.
• Implement systems for alerting, monitoring, and reporting to ensure the accuracy and responsiveness of routing processes.
• Propel data quality and enrichment initiatives for essential GTM elements.
• Establish definitions across various objects, ownership standards, source-of-truth criteria, and governance for SFDC fields, layouts, and process modifications.
• Maintain the integrity of account structures (parent/child relationships), Total Addressable Market (TAM) accuracy, and overall Salesforce account data health.
• Lead the design and execution of territory planning during fiscal cycles.
• Manage account ownership, transitions, and territory modifications.
• Define account hierarchies, team structures, and engagement protocols across different segments, overlays, and global coverage.
• Oversee opportunity design, including stages, required fields, and evaluation criteria.
• Ensure pipeline governance to maintain accuracy, relevance, coverage, and overall health of opportunity generation.
• Create workflows and automation processes to enhance the productivity of sales representatives.
• Monitor adherence to established processes, collaborating with enablement teams for effective rollout and adoption.
• Capture and operationalize competitive intelligence within existing systems.
• Manage operational rhythms for work intake, prioritization, systems planning, process health, change management, and the implementation of system enhancements.
• Design and test processes, systems, and seller workflows for consumption-based motions, including the transition from opportunity to delivery.
• Define SFDC objects, stage requirements, representative interfaces, and visibility for delivery and value realization.
• Assist in the development of Commercial Operations and Quote-to-Bill (Q2B) workflows, including responses to RFPs/RFIs, security questionnaires, and vendor onboarding processes.
• Create tools, Service Level Agreements (SLAs), and visibility frameworks across Legal, Deal Desk, and Security to minimize deal friction.
• Collaborate with product launch teams to translate changes in products, programs, and pricing into operational requirements and field enablement strategies.
• Enhance seller lifecycle operations, including onboarding, role transitions, account allocations, systems access, and in-product guidance.
• Drive the rollout, adoption, change management, and feedback mechanisms for new processes and tools.

Requirements

• A minimum of 8 years of experience in Sales Operations, Revenue Operations, or related fields within a fast-paced technology environment.
• Strong systems-oriented mindset with significant experience in designing and scaling sales systems, processes, and workflows throughout the sales lifecycle.
• Proven ability to develop automation solutions and improve field productivity through effective system and process design.
• High proficiency in Salesforce and data analysis tools such as SQL and Excel.
• Excellent analytical capabilities with meticulous attention to detail.
• Experience in territory design, account structures, and pipeline management.
• Outstanding project management skills, particularly in leading complex, cross-functional projects.
• Strong communication abilities and a commanding executive presence.
• Capacity to navigate ambiguous scenarios, prioritize tasks effectively, and manage multiple high-impact projects simultaneously.

Practical notes

Background checks will be conducted in accordance with applicable laws. Qualified candidates with arrest or conviction records will be considered for employment in line with the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act for candidates based in the U.S. Reasonable accommodations for applicants with disabilities are available upon request.