GTM Operations Manager

About the Role

Handshake is hiring a GTM Operations Manager to support the Education side of the business. In this high-visibility role, you will partner closely with Sales, Customer Success, Data, Finance, and cross-functional operations teams to help accelerate growth, improve retention, and drive field productivity across our Education partner business.

This role is responsible for managing end-to-end operational and systems improvements across the EDU GTM organization. You will lead strategic initiatives that strengthen system design, improve data quality, streamline workflows, and enable more effective decision-making. The ideal candidate brings strong project management, analytical rigor, and hands-on experience supporting Sales and Customer Success processes through Salesforce administration , systems troubleshooting, reporting, and cross-functional execution in a fast-paced environment.

You are curious, highly analytical, and comfortable turning complex business problems into scalable operational and technical solutions. You have a strong eye for detail, a systems-oriented mindset, and a track record of leading cross-functional work from problem definition through execution. You are equally comfortable improving processes, translating business requirements into system changes, and delivering insights through reporting, dashboards, and operational analysis.

• Partner with Sales and Customer Success to support retention and growth goals through data strategy, operational process design, and reporting
• Serve as a primary business partner for cross-functional teams by proactively identifying and addressing process, systems, tooling, and data gaps
• Own and improve the quality, completeness, and integrity of data across Salesforce and other GTM systems, including audits, updates, uploads, reconciliations, and ongoing governance across systems of record
• Act as a key Salesforce business owner for the EDU GTM organization by identifying system gaps, improving configuration, partnering on automation, and helping ensure the platform scales with business needs
• Lead continuous improvement efforts across existing workflows while helping design and implement new processes that improve speed, scale, and automation
• Work closely with cross-functional stakeholders to define long-term roadmaps that improve business processes and system workflows, with a strong focus on Salesforce and Gainsight
• Translate business needs into scalable operational and technical solutions by gathering requirements, identifying workflow and system gaps, evaluating solution options, and driving implementation
• Build and maintain reporting, dashboards, and analytical models that help identify business trends, performance drivers, risks, and opportunities
• Support core EDU Operations responsibilities, including help desk request ownership, deal support, partnership with Finance and FP&A on monthly booking closes and related reporting, and recurring business reviews such as QBRs and executive reporting
• Drive alignment across stakeholders by communicating clearly, surfacing risks early, and escalating blockers when needed
• Build strong, trusted relationships across the EDU GTM organization and broader cross-functional teams

Desired Capabilities

• Bachelor’s degree in an analytical field such as Business, Economics, Finance, Mathematics, Statistics, or a related discipline
• 3+ years of experience in a highly analytical or operations-focused role, ideally within Sales Operations, Revenue Operations, Customer Success Operations, or a similar function at a fast-growing company
• Strong Salesforce experience, including hands-on work with reports and dashboards, custom report types, calculated fields, flows or other automation, page layouts, permissions, and overall platform capabilities
• Experience serving as a business-facing Salesforce owner or administrator, with the ability to translate business needs into scalable system and process solutions
• Experience administering or supporting GTM systems and integrations such as Salesforce , Gainsight , MixMax, or similar tools
• Strong experience supporting GTM teams through process improvement, systems management, reporting, and cross-functional project execution
• Advanced proficiency in Excel , with experience in BI and reporting tools such as Looker , Tableau , Hex, or similar platforms considered a plus
• Working knowledge of SQL is a plus, along with the ability to manipulate, analyze, and translate large data sets into actionable insights
• Experience with business analysis, including gathering requirements, documenting current and future state, evaluating solutions, managing change, and communicating recommendations to stakeholders
• Ability to independently manage complex analytical and operational work with a high degree of accuracy and attention to detail
• Strong written and verbal communication skills with the ability to influence across teams and levels

Extra Credit

• Salesforce certification and experience building or improving automation, data quality processes, and end-to-end workflows within Salesforce
• Experience thriving in a fast-paced environment and ramping quickly across new projects and business challenges
• Proactive, self-directed working style with the ability to execute effectively with high-level guidance and minimal oversight
• Experience supporting GTM teams through Deal Desk or CPQ processes
• Experience implementing or supporting GTM tooling and workflows
• Experience partnering closely with senior leaders in a SaaS B2B business