GTM Operations Manager

Role Description

The GTM Operations Manager will oversee the creation, monitoring, and iteration of reporting for performance metrics across all GTM and CX teams - spanning lead generation through customer retention and expansion. This role will partner closely with the Marketing, Sales, Partners, and CX teams to deliver data-driven insights and recommendations that enhance processes, improve efficiency, and drive pipeline creation, revenue growth, and net retention.

Reporting to the VP, GTM Strategy, Operations, and Enablement, the GTM Operations Manager will work closely with the GTM SOE team to monitor lead and pipeline creation, sales pipeline progression, deal desk, closed deal analysis, and post-sale performance including renewals, upsells, and churn.

Responsibilities

• GTM & CX Reporting: Build and maintain reporting and dashboards across Marketing Ops, Sales Ops, Partner Ops, and CX Ops - covering marketing channels and campaign activations, SDR and AE performance, partner-sourced pipeline, customer health, renewals, and expansion.
• Marketing Activations: Partner with GTMOps & CXOps to measure activation performance across campaigns, events, ABM motions, and demand gen channels - surfacing attribution insights, funnel conversion trends, and channel ROI to inform investment decisions. Continuously evaluate and improve metric tracking, forecasting, and team/channel evaluation.
• GTM Leadership & Board Reporting: Create and inform GTM Leadership and Monthly Board Reporting. Identify trends and surface data-driven insights and recommendations for continuous improvement of GTM and CX initiatives.
• Deal Desk: Partner with Sales Leadership, Finance, and CX Ops to refine and improve the deal desk process. Review and approve sales order forms and HubSpot pipeline milestones for accuracy and data completeness across new business, upsell, and renewal motions.
• Lead & Deal Auditing: Monitor and audit leads and deals for accuracy of key data including organization information, primary deal source, conversion channel, and lead scoring.
• Full-Funnel Deal Analysis: Provide detailed insights into closed/won, closed/lost, renewal, and churn trends - including primary deal source, competitor, vertical, deal velocity, ASP, seller behaviors, and retention/expansion drivers - with recommendations for marketing, sales, partner, and CX motions.
• GTM Tech Stack Selection & Management: Consult on the scoping, selection, and implementation of GTM and CX technology, with focus on reporting impact and data integrity across the stack.
• Cross-Functional Collaboration: Support initiatives with Marketing, Sales, Partners, CX, Data Operations, Finance, and the rest of the GTM SOE team - including process design, reporting initiatives, and cross-departmental OKRs.

Qualifications

• 5+ years of experience in GTM Operations, Revenue Operations, Sales Operations, or Marketing Operations in B2B SaaS
• Proven track record building reporting and dashboards that drive executive decision-making and operational accountability
• Advanced experience with HubSpot (or comparable CRM) - including custom reporting, custom objects, workflows, and pipeline architecture
• Strong proficiency with a cloud data warehouse (Snowflake preferred) and SQL - comfortable querying, modeling, and joining GTM and CX data sources
• Hands-on experience with a modern BI tool (Sigma, Looker, Tableau, Mode, or similar) - building dashboards and enabling self-serve analytics across teams
• Experience supporting cross-functional partners across Marketing, Sales, Partners, CX, and Finance
• Data-driven mindset with the ability to translate analysis into clear recommendations for GTM and CX leaders
• Strong project management and organizational skills with the ability to manage multiple reporting initiatives and stakeholders simultaneously
• Strong written and verbal communication - able to simplify complex data narratives for executive and board audiences
• Ability to thrive in a fast-paced, evolving environment and bring clarity to ambiguity

Requirements

• Experience with a Customer Success Platform (Gainsight, ChurnZero, Catalyst, or similar) and integrating CX data into GTM reporting
• Experience with marketing automation and attribution tools (HubSpot Marketing Hub, 6sense, or similar)
• Familiarity with deal desk operations, quote/order management, or CPQ tools (DealHub, Salesforce CPQ, PandaDoc, or similar)
• Experience with the broader GTM/AI stack: Gong, Notion, Glean, and/or Claude
• Board-level or SLT reporting experience
• Background in dbt, Python, or other data modeling/transformation tools

Benefits

• Market competitive pay leveraging Carta data
• Employee recognition through Bonusly (birthdays, anniversaries, achievements, etc.)
• 401(k) retirement plan with company matching- 50% match up to 6% of compensation after 90 days
• Unlimited PTO to support work-life balance
• Paid volunteer days and company holidays
• Employer-contributed healthcare benefits, encompassing medical, dental, and vision coverage, with plans available for dependents and choices for Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA)
• 12 weeks primary parent leave, 4 weeks secondary parent leave - full pay (adoption as well)
• Exciting company outings and events