GTM Strategy and Operations Manager

We are seeking a highly analytical, technically proficient GTM Strategy and Operations Manager to own the data, AI workflows, systems, and operating processes that govern the pipeline from opportunity creation through close, customer handoff, and renewal. This is a hands-on builder role at the intersection of GTM Operations, analytics, and GTM Engineering.

What You Will Do (Essential Responsibilities):

Analytics, Data, and Decision Infrastructure:

• Own the analytical foundation for pipeline through renewal, including the commercial data model, metric definitions, source-of-truth logic, transformations, and dashboard architecture.
• Build reliable reporting for pipeline coverage, stage conversion, win rate, deal size, sales cycle, slippage, forecast accuracy, retention, renewal risk, and partner contribution.
• Create analytical views across region, segment, product, source, owner, partner, opportunity type, and cohort, using trend and root-cause analysis to explain performance drivers.
• Establish data-quality monitoring, reconciliation, and reporting QA across Salesforce, Clari, and related sources so leaders can trust outputs and understand metric lineage.
• Deliver decision-ready pipeline, forecast, and renewal narratives that distinguish signal from noise and recommend specific management actions.

AI, Automation, and GTM Engineering:

• Design, build, and operate production-ready AI workflows for opportunity hygiene, deal-risk detection, forecast commentary, meeting intelligence, next-step quality, renewal preparation, churn and expansion signals, and management reporting.
• Connect AI capabilities to Salesforce, Clari, Clari Copilot, and structured commercial data using low-code tools, integrations, APIs, and agent-based platforms.
• Define prompts, structured outputs, evaluation criteria, exception handling, human-in-the-loop controls, and monitoring for accuracy, adoption, and business impact.
• Apply appropriate governance for data security, permissions, transparency, and responsible use while continuously testing and improving workflow performance.
• Identify high-value automation opportunities, quantify expected benefit, and measure realized gains in forecast accuracy, seller capacity, cycle time, and retention visibility.

Opportunity, Pipeline, and Forecasting Ownership:

• Own the Salesforce opportunity lifecycle from creation through qualification, progression, and close, including stages, entry and exit criteria, required fields, validation, and hygiene standards.
• Own the forecasting operating model, including cadence, hierarchy, categories, inspection views, submissions, governance, and forecast-accuracy measurement.
• Administer and optimize Clari and its Salesforce integration, ensuring access, roll-ups, workflows, and data are accurate, usable, and trusted.
• Use Clari and Clari Copilot insights to surface movement, slippage, risk, upside, stakeholder coverage, and coaching opportunities for leaders and sellers.
• Partner with Sales leadership to improve pipeline discipline and execution through clear process, enablement, inspection, and data-led intervention.

Close, Renewal, and Partner Operations:

• Own closed-won handoff into implementation and Customer Success, including required context, ownership, service levels, milestone capture, and exception management.
• Design and maintain renewal processes covering record creation, ownership, timelines, stages, risk, forecast categories, escalation, retention outcomes, and expansion signals.
• Own scalable processes for partner-sourced and partner-influenced opportunities, including registration, approval, attribution, handoffs, and performance reporting.
• Ensure closed-lost, churn, and contraction reasons are consistently captured and converted into actionable insight.

Cross-Functional Leadership and Governance:

• Serve as the operational and analytical partner to Sales, Customer Success, Partnerships, Finance, GTM Systems, and executive leadership for pipeline-to-renewal performance.
• Lead requirements gathering, process design, solution configuration, testing, release management, documentation, enablement, and adoption measurement.
• Drive alignment on commercial definitions, forecast policy, data standards, and prioritization, balancing near-term needs with scalable architecture.

What You'll Need (Required Knowledge, Skills & Abilities):

• 4+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Customer Operations, GTM Engineering, Revenue Systems, or an equivalent technical GTM role in a B2B technology or SaaS environment.
• Advanced analytical ability, including experience designing data models, metric definitions, dashboard architecture, and scalable reporting infrastructure for operational and executive decision-making.
• Strong Salesforce proficiency across opportunity data modeling, process design, automation, reports, dashboards, permissions, and data-quality governance.
• Hands-on experience with forecasting processes and platforms, preferably Clari, including configuration, inspection, reporting, and forecast-accuracy analysis.
• Demonstrated success building and operationalizing AI-enabled workflows using low-code tools, integrations, APIs, or agent-based platforms.
• Working knowledge of AI workflow design, including prompt design, structured outputs, testing and evaluation, monitoring, exception handling, and human oversight.
• Experience designing opportunity, close, customer handoff, renewal, and recurring-revenue reporting processes.
• Ability to combine quantitative analysis with commercial judgment, communicate clear recommendations, and influence senior cross-functional leaders.
• Strong requirements-gathering, process-mapping, solution design, testing, documentation, and change-management skills.

What Would Be Nice (Preferred Experience):

• Experience with Clari Copilot, conversation intelligence, or AI-assisted deal inspection.
• Experience with SQL, BI tools, data transformation, reverse ETL, or warehouse-based reporting.
• Experience building GTM applications, internal tools, or agents in a GTM Engineer capacity.
• Exposure to Salesloft, Lusha, Clay, Nooks, Qualified, or LinkedIn Sales Navigator, plus experience supporting enterprise or multi-product recurring-revenue motions.