GTM Operations Analyst

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Assist Sales Representatives and Commercial Leadership with opportunity management, pipeline maintenance, and inspection schedules.

• Collaborate on fiscal year 2026 account and capacity planning, including alignment of Pods and Primary Industries.

• Aid in the refresh of Sales Enablement across essential opportunity management processes and enablement for quoting and contracting.

• Contribute to initiatives aimed at enhancing Quote-to-Cash and Billing by identifying process inefficiencies and collaborating with RevOps and FinOps teams.

• Support Sales Compensation (SIP) operations, encompassing administration of compensation plans, quarterly commission calculations, and annual planning support in partnership with teams from Accounting, Finance, Legal, People, and Revenue Leadership.

• Facilitate the adoption and execution of the Clari platform, including the development and use of Joint Execution Plans (JEP), and establishing dashboard and meeting rhythms within Clari on a quarterly, monthly, and weekly basis. Optimize Clari's functionalities such as MEDDPICC scoring, Opportunity Score, and emerging Agentic AI features.

• Create scalable content, documentation, and repeatable processes aimed at enhancing sales funnel efficiency.

• Assist in automation and efficiency efforts by pinpointing manual tasks and bottlenecks within the Go-To-Market (GTM) funnel and helping to implement scalable solutions through both existing and new tools.

• Act as a cross-functional collaborator by translating business requirements into operational and technical specifications while supporting the rollout of new GTM capabilities.

⛳️ Requirements

• 2–5+ years of experience in Go-To-Market (GTM) Operations, Revenue Operations, Sales Operations, or a similar role.

• Solid understanding of B2B sales processes, pipeline management, and forecasting techniques.

• Experience working closely with Sales teams and senior Go-To-Market leadership.

• Practical experience with Clari, Salesforce, and sales enablement processes.

• Excellent communication and stakeholder management abilities, with a capacity to influence without direct authority.

• Highly organized, detail-oriented, and adept at functioning in a fast-paced, scaling environment.

• Nice to have: Experience in supporting account planning and capacity modeling.

• Familiarity with Variable Compensation programs.

• Understanding of configure, price, and quote (CPQ) and quote-to-cash (Q2C) processes.

• Exposure to AI-driven sales tools and forecasting methodologies.

• Background in SaaS, B2B, or Fintech sectors.

🏝️ Benefits

• Offers Equity

• Offers Bonus