Specialist, Revenue Operations Account Hierarchy & GTM Strategy

Job Description: We are Omnissa! Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. We integrate industry-leading solutions—including Unified Endpoint Management, Virtual Apps and Desktops, Digital Employee Experience, and Security & Compliance—into a seamless, autonomous workspace that adapts to how people work. Our platform boosts employee engagement while optimizing IT operations, security, and cost. Guided by our Core Values—Act in Alignment, Build Trust, Foster Inclusiveness, Drive Efficiency, and Maximize Customer Value—we’re growing rapidly and committed to delivering meaningful impact. If you're passionate about shaping the future of work, we’d love to hear from you. What is the opportunity? Revenue Operations Specialist-Account & GTM Strategy As a Revenue Operations Specialist-Account & GTM Strategy you will be responsible for partnering cross functionally to optimize and maintain account hierarchies and segmentation as a core enabler of go-to-market execution. The Specialist ensures customer structures accurately reflect how teams sell, expand, and renew, enabling effective account-based selling, strong install base retention, and high-confidence revenue attribution. Here is a breakdown: Account Hierarchy as a GTM Enabler Maintain and continuously improve account assignments and hierarchies in Salesforce, including: Parent/child relationships Ultimate parent mapping Customer-level revenue rollups Account Segmentation data (industry, size, etc.) Ensure account structures reflect how teams execute in the field: Selling into buying groups Expanding across subsidiaries Managing renewals across entities Identify and resolve: Fragmented accounts that limit selling effectiveness or renewal visibility Misaligned structures that create confusion across AEs, Renewals Teams, and overlays Support structuring complex enterprise customers to enable coordinated GTM execution. GTM Execution & Sales Enablement Translate customer data into clear, actionable selling units (what accounts/structures reps should engage) Enable better cross-sell execution by exposing relationships across account hierarchies. Partner with GTM teams to remove friction caused by unclear or inconsistent customer structures. Install Base & Renewal Visibility (Critical Focus) Ensure full visibility into the customer install base at the hierarchy level, enabling: Holistic view of total ARR exposure across related accounts Better coordination of renewal and expansion motions Structure accounts to support: Identification of renewal risk across fragmented entities Alignment between contracting entities and selling teams. Partner with Renewals and Sales to improve: Renewal readiness and account clarity Net revenue expansion opportunities within existing customers GTM Segmentation & Targeting Execute and maintain account segmentation frameworks aligned to the GTM strategy. Incorporate both growth and install base dynamics, including: High-value / high-ARR customers Expansion-ready accounts At-risk or underpenetrated accounts Provide high-quality target account datasets to support: Pipeline generation Expansion plays within the install base. Revenue Attribution & Reporting Enablement Ensure hierarchies support accurate: ARR and bookings rollups Clear classification of new, expansion, and renewal revenue Improve visibility into: Customer-level performance Expansion vs retention drivers Salesforce Data Quality & Governance Execute data governance initiatives with a focus on GTM impact. Conduct: Hierarchy audits tied to active selling and renewal cycles. Cleanup efforts that directly improve rep effectiveness and renewal outcomes Partner with systems teams to operationalize improvements (governance, validation rules, enrichment) GTM Analytics & Insights Deliver insights that drive growth across both new and existing customers, including: Support Strategic account planning, Expansion strategy, and Install base optimization. Cross-Functional Execution Participate in cross-functional account hierarchy initiatives and help drive best practice into Omnissa’s approach. Ensure that account hierarchy is used effectively in territory planning. Partner closely with: GEO Sales Ops, Sales, Renewals, Finance, Marketing, Data teams, and OM What will you bring to Omnissa? 3–5+ years in Rev Ops, Sales Ops, or GTM Analytics Strong experience with Salesforce account structures and customer data Understanding of SaaS GTM motions: New, Expansion, Renewals Analytical mindset with ability to translate data into GTM insights & actions. Detail-oriented with strong ownership and cross-functional collaboration skills. Location: Remote - TX Location Type: Remote Travel Expectations: None Education: Bachelor’s degree preferred, or equivalent combination of education and relevant professional experience. The typical base salary for this role is between USD $110,137.50 - 183,562.50 per year and it may be eligible for participation in a corporate bonus program. Actual compensation offer may vary from posted hiring range based upon geographic location, work experience, education, skill level, or other relevant factors. In addition to competitive compensation, Omnissa offers a variety of benefits such as employee ownership, health insurance, 401k with matching contributions, disability insurance, paid-time off, growth opportunities, and more. Omnissa is an Equal Employment Opportunity company and Prohibits Discrimination and Harassment of Any Kind: Omnissa is committed to the principle of equal employment opportunity and to providing a work environment free of discrimination and harassment. All employment decisions at Omnissa are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, ancestry, ethnicity, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past, present, or prospective service in the uniformed services, family medical history or genetic information, family or parental status, veteran status, or any other status protected by applicable laws or regulations in the locations where we operate. Omnissa will not tolerate discrimination or harassment based on any of these characteristics. Omnissa welcomes applicants of all ages. Omnissa will provide reasonable accommodations to applicants and employees who have protected disabilities consistent with applicable federal, state and local law. This job requisition is not eligible for employment-based immigration sponsorship by Omnissa. Omnissa is the digital work platform leader, trusted by thousands of organizations worldwide as the former VMware End-User Computing business. We make digital work, work – for businesses and their people. No painful IT processes or productivity trade-offs. Instead, a seamlessly delivered digital employee experience that simplifies work. Our comprehensive digital work platform enables IT teams to provide secure, personalized experiences for every employee, on any device. Omnissa unifies, automates, and efficiently scales the digital workspace. By empowering employees to do their best work, anywhere, we help workforces everywhere unlock exponential business value. All is made possible with the Omnissa™ Platform, the first AI-driven digital work platform for smart, seamless, and secure work experiences from anywhere. It integrates multiple industry-leading solutions across Unified Endpoint Management, Virtual Desktops and Apps, Digital Employee Experience, and Security and Compliance. By continuously adapting to users’ work styles, Omnissa optimizes user experience, security, IT operations and costs. Recognized as 2025 Digital Workplace Company of the Year 2025 InfoWorld Awards Finalist – App Volumes RemoteTech Breakthrough Award Winner – Digital Workplace Company of the Year CRN Product of the Year Finalist – Omnissa Horizon (DaaS) Omnissa is committed to building a workforce that reflects the communities we serve across the globe. We believe this brings unique perspectives, experiences, and ideas, which are essential for driving innovation and achieving business success. We hire based on merit and with equal opportunity for all.