GTM Strategy and Operations Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the analytical framework for pipeline management through renewals, which includes the commercial data model, metric definitions, source-of-truth logic, transformations, and dashboard architecture.

• Develop reports for pipeline coverage, stage conversion, win rate, deal size, sales cycle, slippage, forecast accuracy, retention, renewal risk, and partner contribution.

• Generate analytical views categorized by region, segment, product, source, owner, partner, opportunity type, and cohort.

• Implement data-quality monitoring, reconciliation, and reporting QA across Salesforce, Clari, and associated sources.

• Produce pipeline, forecast, and renewal narratives along with suggested management actions.

• Design, construct, and manage AI workflows for opportunity hygiene, deal-risk detection, forecast commentary, meeting intelligence, next-step quality, renewal preparation, churn and expansion signals, and management reporting.

• Integrate AI functionalities with Salesforce, Clari, Clari Copilot, and structured commercial data utilizing low-code tools, integrations, APIs, and agent-based platforms.

• Establish prompts, structured outputs, evaluation criteria, exception handling, human-in-the-loop controls, and monitoring mechanisms.

• Enforce governance regarding data security, permissions, transparency, and responsible usage.

• Identify automation opportunities and assess improvements in forecast accuracy, seller capacity, cycle time, and retention visibility.

• Manage the Salesforce opportunity lifecycle and forecasting operating model.

• Administer and enhance Clari and its integration with Salesforce.

• Leverage insights from Clari and Clari Copilot to highlight movement, slippage, risk, upside potential, stakeholder coverage, and coaching opportunities.

• Collaborate with Sales leadership to enhance pipeline discipline and execution.

• Oversee the handoff of closed-won deals into implementation and Customer Success.

• Design and sustain renewal processes that encompass ownership, timelines, stages, risk, forecast categories, escalation, retention outcomes, and expansion signals.

• Manage processes related to partner-sourced and partner-influenced opportunities.

• Ensure consistent capture and conversion of reasons for closed-lost, churn, and contraction into actionable insights.

• Act as the operational and analytical partner to Sales, Customer Success, Partnerships, Finance, GTM Systems, and executive leadership.

• Lead requirements gathering, process design, solution configuration, testing, release management, documentation, enablement, and adoption measurement.

• Foster alignment on commercial definitions, forecast policies, data standards, and prioritization.

⛳️ Requirements

• Over 4 years of experience in GTM Operations, Revenue Operations, Sales Operations, Customer Operations, GTM Engineering, Revenue Systems, or a comparable technical GTM role in a B2B technology or SaaS setting.

• Advanced analytical skills, including experience in designing data models, metric definitions, dashboard architecture, and scalable reporting infrastructure.

• Strong proficiency in Salesforce, particularly in opportunity data modeling, process design, automation, reports, dashboards, permissions, and data-quality governance.

• Practical experience with forecasting processes and platforms, preferably Clari.

• Proven track record in building and operationalizing AI-enabled workflows using low-code tools, integrations, APIs, or agent-based platforms.

• Familiarity with AI workflow design, including prompt design, structured outputs, testing and evaluation, monitoring, exception handling, and human oversight.

• Experience in developing opportunity, close, customer handoff, renewal, and recurring-revenue reporting processes.

• Ability to merge quantitative analysis with commercial judgment and influence senior cross-functional leaders.

• Strong skills in requirements gathering, process mapping, solution design, testing, documentation, and change management.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Flexible work hours and remote work options.

• Opportunities for professional development and career advancement.

• Supportive and inclusive company culture.