Manager, GTM Operations

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

📋 Description

• Oversee Salesforce administration and reporting, which includes configuring objects and fields, generating reports and dashboards, managing workflows and automation, overseeing user management, and facilitating integrations.

• Close opportunities by adding products and reconciling Annual Recurring Revenue (ARR) with Financial Planning & Analysis (FP&A) figures.

• Manage subscription modifications, fix workflows, and ensure data integrity is maintained.

• Execute monthly calculations for commissions and variable compensation for sales and solutions consultants.

• Manage the commission review processes, maintain documentation, and address representative inquiries.

• Spearhead the reconstruction of commission calculations utilizing AI tools.

• Lead the annual planning for commissions and design compensation plans in collaboration with Sales, Finance, Solutions Consulting, and Legal teams.

• Model the financial implications of proposed changes to compensation plans.

• Assist in territory and quota planning, evaluate tools, redesign processes, and oversee systems migrations.

• Calculate, report on, and take ownership of the monthly contribution margin across various deals, sales, and solutions consulting initiatives.

• Generate monthly pipeline reports for the board and create monthly Board Flash presentation slides.

• Collect, validate, and disseminate monthly progress on company-wide Objectives and Key Results (OKRs).

• Collaborate with executives quarterly and annually to realign objectives as needed.

• Administer and manage Gong, which includes provisioning, Salesforce integration, trackers, keyword alerts, scorecards, call libraries, reporting, deal boards, and vendor relationships.

• Oversee and manage Clay workflows.

• Support marketing operations through list creation, data enhancement, audience segmentation, and linking campaign activities to pipeline results.

• Work collaboratively across Sales, Legal, Finance, Marketing, and Customer Success departments.

• Independently scope and drive cross-functional special projects.

⛳️ Requirements

• 7+ years of experience in Go-To-Market (GTM) Operations, Revenue Operations (RevOps), or Sales Operations, preferably in the B2B SaaS sector.

• Practical experience in Salesforce administration; certification is advantageous.

• Proven experience in constructing or maintaining commission calculations and compensation plans.

• Familiarity with Xactly or similar commission platforms is highly desirable.

• Experience with Go-To-Market (GTM) and sales engagement tools such as Gong, Clay, or similar platforms.

• Strong financial and analytical capabilities; comfortable working with ARR, contribution margins, and FP&A-style reconciliations.

• Advanced proficiency in spreadsheet applications.

• Experience in creating executive- and board-level reports and presentations.

• Excellent collaboration skills across various functions.

• Ability to handle confidential compensation and financial data with discretion.

• A curious mindset and willingness to experiment with AI tools for automating and enhancing operational workflows.

• Exceptional attention to detail and a strong sense of ownership.

• Capability to adapt to changing priorities and deadlines, as well as solve problems independently.

• Strong written and verbal communication skills.

• Nice-to-have: background in finance, accounting, or FP&A.

• Nice-to-have: hands-on experience with Marketo.

🏝️ Benefits

• Equity.

• 401k plan.

• 85% coverage for medical, dental, and vision insurance for employees, and 75% for dependents.

• Flexible paid time off (PTO).

• Life insurance coverage.

• Short- and long-term disability insurance fully paid by the company.

• Generous nationwide parental leave policy.

• Exceptional discounts program.

• Wellbeing package that includes mental health and gym discounts.

• Flexible working hours to promote personal well-being and mental health.

• Employee Assistance Program.

• Opportunities for professional development and support for continuing education.