Senior GTM Process Architect

This is a fully remote position, open to applicants in California, +16 more states.

📋 Description

• Take charge of designing essential sales workflows, including lead routing, opportunity types and progressions, pipeline maintenance, activity tracking, and the transition from Sales to Customer Success.

• Analyze the complete current-state lead-to-close journey, pinpointing friction areas, redundant processes, manual workarounds, and opportunities for automation.

• Establish future-state process blueprints, including swim-lane diagrams, decision trees, exception paths, and field-level data standards that are ready for implementation.

• Keep a prioritized process improvement roadmap ordered by the impact on sellers and the feasibility of implementation.

• Manage the intake and prioritization of process-change requests from Sales, CS, and Enablement, converting field feedback into clearly defined design challenges.

• Define non-selling time for each representative as the guiding metric, assessing every design decision on its potential to lessen administrative tasks or remove manual steps.

• Create straightforward KPIs and leading indicators for each workflow, collaborating with BI to integrate them into existing dashboards rather than establishing new reporting systems.

• Conduct regular workflow-health assessments with Sales and CS field teams to identify breakdowns in adoption or process deviations before they escalate into systemic issues.

• Act as the primary design collaborator for the technical team, generating implementation-ready specifications that product teams, engineers, and admins can execute without needing to reinterpret the intent.

• Collaborate with Governance & Deal Ops to ensure process designs incorporate appropriate control points and data integrity checks without complicating the seller experience.

• Work alongside Product and Engineering during the design phase, ensuring that new GTM capabilities are seamlessly integrated into existing workflows.

• Lead change management initiatives for process launches in conjunction with Enablement, including communications, training materials, and adoption monitoring.

⛳️ Requirements

• 5 - 8 years of experience in Revenue Operations or Sales Operations, specifically in a process and systems design role within a SaaS or technology firm.

• Familiarity with AI or automation tools in a GTM context, with insights on where AI outputs should be integrated into a representative's workflow, not just awareness of AI's existence.

• Proven history of designing GTM workflows that have been successfully implemented and adopted, with experience in monitoring post-launch outcomes.

• Proficient understanding of Salesforce architecture, including objects, relationships, record types, flows, and automation logic, enabling effective design for the platform without necessarily building on it.

• Experience in converting process designs into actionable business requirements for CRM administrators, product teams, and engineers.

• Knowledge of the broader GTM tech stack (Gainsight, Outreach, Salesloft, Gong, Highspot) at a workflow level, understanding how representatives utilize these tools daily and the flow of data between them.

• Systems thinking ability: awareness of how upstream process modifications impact data quality, reporting, and representative behavior, designing to mitigate unintended consequences.

• Data fluency: comfortable using SQL or BI tools (Tableau, Looker) to assess workflow data quality and evaluate adoption rates.

• Effective communicator: capable of producing a one-page swim-lane diagram that is easily understood by a VP of Sales and actionable for a Salesforce architect — one document for two distinct audiences.

• Ability to operate at the intersection of strategy and execution, maintaining design standards while remaining pragmatic when field realities necessitate adjustments.

🏝️ Benefits

• Equity awards determined by factors such as experience, performance, and location.