Go-to-Market Strategy & Planning: Translate company growth objectives into actionable GTM strategies, sales goals, and operating rhythms.
Partner with leadership to define segmentation, ICPs, territories, and quotas that maximize efficiency and ROI.
Lead annual and quarterly GTM planning cycles, including sales coverage models, headcount capacity planning, and resource allocation.
Provide strategic input on pricing, products, and incentive design to drive revenue performance.
Revenue Operations Infrastructure: Own and optimize the CRM (Salesforce) and broader GTM tech stack (engagement, enablement, forecasting, analytics).
Establish scalable workflows for lead management, pipeline governance, and forecasting accuracy.
Implement and enforce data governance standards to ensure data integrity, reliability, and executive-level trust in reporting.
Build integrations and automations that improve efficiency and enable end-to-end visibility across the funnel.
Develop lead scoring, funnel tracking, and campaign attribution.
Analytics, Forecasting & Insights: Design and maintain dashboards that provide clear visibility into pipeline health, funnel conversion, and forecast attainment.
Deliver recurring insights to leadership on growth levers, risks, and opportunities across segments, channels, and products.
Build models that support scenario planning, capacity management, and market expansion decisions.
In partnership with the data team develop predictive analytics to improve forecast accuracy and identify leading indicators of performance.
Operational Excellence & Enablement: Partner with Sales leaders to diagnose and eliminate process bottlenecks across the customer lifecycle.
Build playbooks, onboarding materials, and training programs that reduce ramp time and improve productivity.
Support the design and administration of compensation plans, ensuring alignment with company growth priorities.
Drive adoption of systems, processes, and tools across GTM teams, fostering accountability and consistent execution.
Cross-Functional Collaboration: Collaborate with Finance on forecasting, budgeting, and revenue reporting.
Serve as a trusted advisor to sales leadership, providing data-driven insights that inform board-level discussions and investor updates.

Requirements

6–10+ years of experience in Sales Operations, Revenue Operations, or GTM Strategy, ideally in high-growth consumer businesses.
Proven ability to design and implement RevOps foundations from the ground up.
Deep expertise with CRM and GTM systems (Salesforce, HubSpot, Gong, Outreach, Clari, ZoomInfo, etc.).
Strong analytical and modeling skills; proficiency with Excel/Google Sheets, SQL, and BI tools (Tableau, Looker, etc.).
Experience in territory design, quota setting, forecasting, and pipeline analytics.
Exceptional communication and executive presence; able to influence across levels and functions.
Thrives in a fast-paced, ambiguous environment and balances strategic planning with tactical execution.
High ownership mindset; proven ability to deliver long-cycle projects while executing on immediate needs.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

Sales OperationsRevenue OperationsGTM Strategylead scoringfunnel trackingcampaign attributiondata governancepredictive analyticsterritory designquota setting

Soft skills

analytical skillsmodeling skillscommunicationexecutive presenceinfluenceownership mindsetstrategic planningtactical executioncollaborationproblem-solving