Senior Manager, GTM Effectiveness

Job Description

Position Title: Senior Manager, GTM Effectiveness

Location: Dallas, TX

Your role

The Senior Manager, GTM Effectiveness is responsible for driving operational excellence across the end-to-end Lead to Contract lifecycle, ensuring scalable, efficient, and data-driven execution of go-to-market processes. This role plays a critical leadership function in aligning Sales, Commercial, Finance, Legal, IT operations to deliver seamless deal execution and improved business outcomes.

In addition to owning process optimization and governance, this role will play a key part in partnering with and helping build out the AMER Quote Desk, ensuring consistent execution, clear operating models, and alignment with global standards.

What you'll do:

GTM Process Ownership & Optimization

• Own and optimize the end-to-end Lead to Contract process, ensuring efficiency, scalability, and alignment with business objectives
• Identify and implement process improvements that reduce friction, improve cycle times, and enhance user experience
• Partner with functional stakeholders to streamline workflows and eliminate duplication across teams
• Maintain and govern process documentation, SOPs, and work instructions
• Act as a business approver for system and process changes impacting Lead to Contract workflows

Cross-Functional Leadership & Stakeholder Management

• Build strong partnerships across Sales, IT, Finance, Legal, Commercial, and Contract Management teams
• Serve as a key liaison to identify, escalate, and resolve cross-functional issues impacting deal execution
• Lead forums and working sessions to drive alignment, surface issues, and enable collaborative problem solving
• Anticipate downstream impacts of process or system changes and proactively manage risk

Metrics, Analytics & Performance Management

• Define and track KPIs for Lead to Contract performance, including quote cycle time, win rates, SLA adherence, and process health
• Build and maintain dashboards (e.g., Power BI) to provide visibility into operational performance
• Analyze trends and bottlenecks, delivering actionable insights to leadership
• Drive a culture of data-driven decision making across GTM teams

Training, Enablement & Change Management

• Develop and deliver training programs to support process adoption and system changes
• Partner with Quote Desk and Sales leadership to drive consistent enablement across regions
• Build and support a network of change champions to sustain adoption
• Lead communication strategies for process, policy, and system updates

Technology & Systems Enablement

• Partner with IT and business product owners to define requirements for system enhancements
• Drive improvements in CRM, CPQ, and Contract Lifecycle Management tools
• Ensure technology effectively supports Quote Desk operations and broader GTM processes

Operational Cadence & Continuous Improvement

• Lead regular business cadences, including executive reporting, operational reviews, and alignment forums
• Deliver concise updates on priorities, risks, and performance metrics
• Identify and drive continuous improvement initiatives across GTM and Quote Desk operations
• Support post-go-live stabilization through office hours, triage sessions, and ongoing optimization

What you'll need

• 8+ years of experience in Sales Operations, Revenue Operations, GTM Strategy, or related fields
• Proven experience managing or optimizing Lead to Contract / Quote to Cash processes
• Experience working with or supporting Quote Desk / Deal Desk functions , preferably in a global or regional capacity
• Strong analytical skills with the ability to translate data into actionable insights
• Demonstrated ability to lead cross-functional initiatives and influence senior stakeholders
• Experience with CRM/CPQ systems (e.g., Salesforce) and reporting tools (e.g., Power BI)
• Strong communication, leadership, and stakeholder management skills

Preferred Experience

• Experience in the data center, technology, or infrastructure industry
• Experience supporting or building regional Quote Desk or Deal Desk teams
• Familiarity with Contract Lifecycle Management (CLM) tools
• Background in process improvement methodologies (Lean, Six Sigma, etc.)

A bit about us

Digital Realty brings companies and data together by delivering the full spectrum of data center, colocation and interconnection solutions. PlatformDIGITAL®, the company's global data center platform, provides customers with a secure data meeting place and a proven Pervasive Datacenter Architecture (PDx®) solution methodology for powering innovation and efficiently managing Data Gravity challenges. Digital Realty gives its customers access to the connected data communities that matter to them with a global data center footprint of 300+ facilities in 50+ metros across 25+ countries on six continents.

To learn more about Digital Realty, please visit digitalrealty.com or follow us on LinkedIn and Twitter.

A bit about our team

Sales

Our Sales team is at the sharp end of our business, securing new customers from network and cloud service providers through to all kinds of major global and regional enterprises and local businesses. We help identify the objectives of our customers and enable them to succeed by combining our strategic knowledge of the industry, technical knowledge of our global data center platform, PlatformDIGITAL®, with our ability to develop strong partnerships.


What we can offer you

Our rapidly evolving business sector offers the opportunity to be part of a courageous and passionate team who work together to understand and meet the changing needs of our global customers.


Join us and you'll be part of a supportive and inclusive environment where you can bring your whole self to work. As part of our team, you'll get to work with people from different business areas, challenge the way we do things and put your ideas into action. We'll also give you plenty of development opportunities so you can build a rewarding and successful career with us.


Apply today, take charge of your career and grow your talents with us.

Health and Safety

Safety isn't just a priority here at Digital; it's critical to everything we do. Safeguarding lives, protecting assets, and securing data aren't just ideals - they're essential pillars of our commitment to excellence for our people, our partners and our customers. We have a culture of care where every member of Team Digital embraces a relentless pursuit of working safely across Digital Realty. Together we are Safely Powering Progress.

Our Compensation Philosophy

Digital Realty offers its employees a highly competitive compensation package, excellent benefits, and an environment that recognizes and rewards your contributions. Central to our compensation philosophy is rewarding our employees for achieving the values and objectives aligned to the company's overall goals and values.

Responsibilities

The Manager RevOps, Sales Operations will maintain high standards of Salesforce data quality and provide timely support to users, addressing their queries and training needs. They will document and update Salesforce policies and procedures, ensuring all users are informed of best practices and compliance requirements. The role involves driving the adoption of Salesforce by identifying and implementing process improvements, as well as automating business processes and reporting where possible. Collaboration with cross-functional teams is essential to align sales systems with organizational goals and to support the seamless operation of sales activities across multiple European markets. The specialist will proactively identify areas for enhancement and work independently to deliver solutions that optimize sales operations. They will also ensure that all process changes are clearly communicated and that users are adequately trained to adapt to new systems and procedures.

Qualifications

- Educated to degree level- 7-10 years experience in Sales Operations or Process/IT-related role- Advanced skills in MS Office (Excel, Word, PowerPoint)- Fluent in Business-level English (other European languages an advantage)- Advanced user of Salesforce- Excellent communication (written and verbal)- Strong analytical skills- Commercial acumen and financial literacy- Excellent organizational and logistical skills- Self-starter and proactive approach- Able to train and support users- Competence in process documentation and improvement