GTM Specialist, Pipeline, Forecasting, Operating Cadence

This is a fully remote position, open to applicants in United States, +2 more countries.

📋 Description

• Create and execute sales processes, opportunity stages, qualification criteria, and pipeline management workflows.

• Set up Salesforce or HubSpot for managing opportunities, capturing necessary data, maintaining pipeline integrity, and facilitating sales transitions.

• Develop automated systems to flag stagnant opportunities, incomplete information, overdue closing dates, and other pipeline challenges.

• Enhance pipeline oversight, deal management, and adoption of sales processes in collaboration with sales leadership.

• Design and execute forecasting methodologies, forecast categories, submission guidelines, rollups, and management reporting.

• Configure and optimize Salesforce Forecasting, Clari, BoostUp, or comparable forecasting tools.

• Initiate weekly reviews for forecasts, pipeline assessments, deal evaluations, and management operating rhythms.

• Create reports, dashboards, templates, and processes that support sales reviews and strategic decisions by leadership.

• Automate the preparation of forecasts, pipeline reporting, and subsequent actions.

• Develop models for sales capacity, territory allocation, account coverage, and quota planning.

• Configure territory and account assignment protocols and automate updates accordingly.

• Integrate sales plans, quotas, and forecasts with CRM and reporting systems.

• Leverage automation and AI to minimize manual tasks and enhance accuracy and consistency in sales operations.

• Assist in pricing, CPQ, or deal approval projects as needed.

• Collaborate directly with CROs, sales leaders, and RevOps teams to address business challenges.

• Evaluate systems, data, and processes to identify gaps and propose actionable solutions.

• Independently manage client projects from discovery and design through to implementation, testing, and handover.

• Work with Lean Layer’s RevOps Consultants and GTM Specialists on various client engagements.

• Document solutions, set up procedures, and train client teams.

• Develop Lean Layer’s implementation strategies, templates, and best practices.

• Share technical insights and practical experiences with the consulting team.

• Contribute to Deep Dive workshops, educational courses, and hands-on learning resources.

• Stay updated on forecasting technologies, sales planning instruments, and AI advancements in sales operations.

⛳️ Requirements

• Over 6 years of practical experience in Sales Operations, Revenue Operations, GTM Operations, or related roles.

• In-depth knowledge of pipeline management, forecasting, and sales operating rhythms.

• Proven track record in designing and implementing sales processes, forecasting systems, and pipeline management workflows within B2B organizations.

• Advanced proficiency in Salesforce, including opportunity management, forecasting, CRM configurations, flows, validation rules, reports, and dashboards.

• Practical experience in managing sales forecasting processes, which encompasses forecast submissions, manager rollups, pipeline inspections, and leadership reporting.

• Experience in implementing or managing Salesforce Forecasting, Clari, BoostUp, or similar platforms.

• Strong skills in Excel or Google Sheets, particularly in forecasting, sales capacity, territory, and quota planning models.

• Experience in establishing weekly forecast reviews, pipeline assessments, and management reporting.

• Comprehensive understanding of SaaS sales metrics such as pipeline coverage, conversion rates, sales velocity, attainment, and forecast accuracy.

• Experience collaborating directly with senior sales leaders to define requirements, enhance processes, and implement solutions.

• Proficient in configuring CRM workflows and automations, resolving data issues, and integrating sales systems.

• Ability to independently manage client projects and clearly communicate recommendations, progress, and risks.

• Capable of demonstrating personally crafted forecasting models, CRM workflows, dashboards, or sales planning systems and explaining their functionality.

• Preferred: experience supporting rapidly growing B2B SaaS enterprises.

• Preferred: consulting or agency experience across varied client environments.

• Preferred: familiarity with HubSpot CRM, CPQ, pricing, deal desk, discount approvals, quote-to-cash, territory management, or sales planning platforms.

• Preferred: knowledge of n8n, Zapier, Make, SQL, Python, or development of educational content.

• Currently, no U.S. visa sponsorship or transfers are available.

🏝️ Benefits

• Applications are welcomed from residents of Canada and Brazil.

• Hiring outside the United States through full-time contractor arrangements.

• Opportunities to engage with various B2B companies and make a significant impact on sales organizations.

• Contributions to Deep Dive workshops, courses, and practical learning materials.