GTM Process & Operations

Compensation

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The salary range for this role is $239K – $265K, with generous equity, performance-related bonuses, and the following benefits:

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
• 401(k) retirement plan with employer match
• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time
• Mental health and wellness support
• Employer-paid basic life and disability coverage
• Annual learning and development stipend to fuel your professional growth
• Daily meals in our offices, and meal delivery credits as eligible
• Relocation support for eligible employees
• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends

About the Team

The Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy AI products across their business. The team consists of Sales, Solutions, Support, Marketing, and Partnership professionals working together to create valuable solutions.

About the Role

As an individual contributor on the GTM Operations team, you’ll play a critical role in designing and scaling the operational systems that power the sales organization. You’ll serve as a trusted partner to GTM leadership, building the end-to-end ops design for sales lifecycle from lead routing through territory design, opportunity management, deal execution, and delivery readiness.

Responsibilities

GTM Data, Governance & Routing

• Create a reliable GTM data foundation that makes SFDC easier to use and ensures leads, accounts, and opportunities are accurately routed, defined, enriched, and actionable.
• Design and manage lead and campaign routing; define requirements and partner with systems and marketing ops on build.
• Implement alerting, monitoring, and reporting to ensure routing accuracy and responses.
• Drive data quality and enrichment strategy across core GTM objects.
• Establish cross-object definitions, ownership, source-of-truth standards, and governance for SFDC fields, layouts, process changes, and field feedback on data and routing issues.

TAM, Accounts & Territories

• Create a clean, scalable account and territory foundation that aligns coverage with market opportunity and enables efficient selling.
• Own account structure (parent/child), TAM integrity, and Salesforce account data health.
• Drive territory design process and execution as part of fiscal planning cycles.
• Manage account ownership, book movements, and territory adjustments.
• Define account hierarchy, account team structures, and rules of engagement across segments, overlays, and global coverage.

Sales Process & Opportunity Management

• Drive consistent, high-quality pipeline execution through standardized processes, automation, and governance.
• Own opportunity design (stages, required fields, inspection criteria).
• Enforce pipeline governance (accuracy, staleness, coverage, generation health).
• Build workflows and automations (e.g., AI-assisted field population) to increase rep productivity.
• Monitor and drive adherence to process; partner with enablement on rollout and adoption.
• Capture and operationalize competitive intelligence within systems.
• Own operating cadences for work intake, prioritization, systems planning, process health, change management, and delivery of systems improvements.

Revenue & Consumption Operations

• Design and scale the operational systems that move priority revenue motions from commercial commitment through delivery and customer value.
• Design and test processes, systems, and seller workflows for consumption-based motions, including opportunity-to-delivery handoffs and readiness requirements.
• Define the SFDC objects, stage requirements, rep surfaces, and visibility needed to support delivery and value realization.
• Support the buildout of Commercial Operations and Q2B workflows, including RFP/RFI responses, security questionnaires, vendor onboarding, compliance requests, insurance requests, and signature routing.
• Develop tooling, SLAs, and visibility across Legal, Deal Desk, and Security to reduce deal friction and improve customer experience.

Launch & Seller Readiness

• Ensure sellers have the processes, training, access, and system readiness needed to execute successfully as products, programs, pricing, and roles evolve.
• Partner with launch owners to translate product, program, and pricing changes into operational requirements, system workflows, and field enablement.
• Improve seller lifecycle operations, including onboarding, role changes, book allocation, systems access, and in-product guidance.
• Drive rollout, adoption, change management, and feedback loops for new processes and tools.

Requirements

• 8+ years of experience in Sales Operations, Revenue Operations, or related roles at a high-growth technology company.
• Strong systems thinking with deep experience designing and scaling sales systems, processes, and workflows across the full sales lifecycle.
• Proven ability to build automation and improve field productivity through systems and process design.
• Strong proficiency in Salesforce and data tools (e.g., SQL, Excel).
• Exceptional project management skills, with experience driving complex, cross-functional initiatives.
• Ability to operate in ambiguity, prioritize effectively, and manage multiple high-impact initiatives simultaneously.