Revenue Operations Manager – GTM Strategy

📋 Description

• Collaborate with Marketing and Sales leadership to assess market sizes, define segments, and establish account prioritization frameworks that enhance top-line bookings and market penetration.

• Take ownership of defining, measuring, and continually refining the Ideal Customer Profile (ICP); convert insights into targeting, routing, and qualification criteria utilized by the GTM team.

• Manage comprehensive funnel analytics from the initial contact through to closed-won and expansion, pinpointing the highest leverage points at each stage and driving initiatives that enhance conversion rates.

• Work alongside Marketing on demand planning, channel attribution, campaign performance, and analytics for ABM programs.

• Collaborate with Sales on pipeline inspection, forecasting assistance, representative productivity, territory and quota analytics, and coaching insights derived from Gong.

• Partner with Customer Success on health scoring, churn analysis, identification of expansion opportunities, and assessment of renewal risks.

• Create dashboards, reports, and narratives that GTM leaders utilize to manage their businesses; directly present findings and recommendations to VPs and the executive team.

• Design and execute experiments across messaging, cadences, ICP refinements, routing rules, and plays; rigorously measure impact and scale successful initiatives.

• Convert analytical needs into tool, data, and system requirements in close collaboration with the Revenue Operations Engineer.

⛳️ Requirements

• Bachelor’s degree in Finance, Business Administration, or Marketing is preferred, though other degrees are also encouraged to apply.

• 4–7 years of experience in Revenue Operations, Sales Operations, Sales Strategy, Business Operations, or analytics, ideally within a SaaS or high-growth setting.

• Proficient in MS Office and Windows, with expert-level Excel skills and experience in developing statistical models.

• Working knowledge of Salesforce (or HubSpot), Gong, Apollo.io, Clay, Outreach, and marketing automation platforms; while you do not administer these tools, you use their outputs to inform decision-making.

• Strong SQL skills and familiarity with at least one BI tool (e.g., Looker, Tableau, Hex, Sigma, or similar).

• Proven track record of impacting business metrics such as conversion rates, pipeline coverage, win rate, ACV, CAC, or NRR.

• Experience with sales planning tools (e.g., Clari, Anaplan) is advantageous.

🏝️ Benefits

• Full Coverage Health Insurance

• Company 401K Match

• Life Insurance (Basic and Voluntary Life)

• Open & Flexible Vacation Policy (including Sick leave)

• Generous Leave Benefits: medical, maternity, paternity, and personal