Senior GTM Operations Analyst

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

📋 Description

• Act as a strategic business ally to Sales, Customer Success, and Marketing by driving operational initiatives that enhance revenue growth and sales efficiency.

• Coordinate alignment among Sales, Marketing, Customer Success, and Finance regarding common revenue objectives, definitions, and success metrics.

• Spearhead cross-functional GTM technology and process enhancement projects.

• Create scalable revenue processes to minimize friction throughout the customer lifecycle.

• Manage lead-management and deal-handoff processes between Marketing, Sales, and Customer Success.

• Assist in bi-weekly forecast reviews and pipeline governance meetings; assess trends, risks, opportunities, and forecast precision.

• Aggregate data for both internal and external executive-level meetings.

• Oversee sales performance reporting, dashboards, and KPI tracking for both Sales and Customer Success.

• Design and enhance Salesforce reports, dashboards, approval workflows, and operational frameworks.

• Ensure data quality, reporting accuracy, process documentation, and SOPs are maintained.

• Collaborate with Marketing on funnel conversion, lead-to-pipeline conversion, and multi-touch attribution reporting.

• Provide insights into marketing-sourced and marketing-influenced pipeline and revenue.

• Assist with quota setting, capacity planning, payout accuracy, and sales compensation management.

• Support Customer Success in onboarding, renewal, expansion operations, health-score tracking, and retention KPIs.

• Prepare Quarterly Business Reviews with sales leadership by utilizing data and performance trends.

• Revitalize outdated GTM infrastructure, systems, and processes to create a world-class revenue organization.

⛳️ Requirements

• 3–5 years of experience in Revenue or GTM Operations, Sales Operations, or a closely related discipline.

• Proficient understanding of sales compensation, including plan mechanics, commission calculations, attainment tracking, or dispute resolution.

• Familiarity with Salesforce and a strong technical aptitude.

• Experience in creating Salesforce reports and dashboards, configuring workflows and approval processes, and applying data hygiene best practices.

• Required experience with Account Engagement (Pardot).

• Knowledge of LeanData and Salesloft is an advantage.

• Expertise in process documentation and the ability to translate workflows into clear, repeatable, and well-governed processes.

• Experience in leading or supporting forecast and pipeline governance cadences.

• Capability to function within a small, agile team without a substantial inherited playbook.

• Proven success in revamping or overhauling neglected, outdated, or abandoned systems and processes swiftly.

• Strong communication and stakeholder management skills across sales, Customer Success, marketing, and executive leadership.

• SaaS experience is essential.

• Knowledge of payments processing or a consumption-based business model is a plus.

• Strong data analysis skills with the ability to convert complex, ambiguous datasets into actionable insights.

• Familiarity with the entire GTM process from demand generation through sales, deal closure, onboarding, and renewal/expansion.

• Working knowledge of AI tools and applications within RevOps, along with a curiosity about AI for reporting, forecasting, and process automation.

🏝️ Benefits

• Comprehensive health insurance options.

• Opportunities for professional development and training.

• Flexible work arrangements.

• Collaborative and innovative work environment.

• Additional perks and incentives to promote employee well-being.