Manager/Senior Manager, GTM Architecture and Automation

Manager/Senior Manager, GTM Architecture and Automation

BrainPOP is building an AI-first go-to-market engine — and we need a leader to set the technical direction and run the team that builds it. The Manager, GTM Architecture and Automation owns the Build pillar of our Revenue Operations function: the architecture, automation, and AI strategy that turn signals into pipeline, pipeline into customers, and customers into renewals.

You will lead a small, agile, powerhouse team; reporting directly to the Head of Revenue Operations. You will partner daily with Sales, Marketing, Customer Success, Finance, and our Data Analytics team, and you will own the working relationship with Product and Engineering, where the backend integrations that unlock our automation thesis are scoped and prioritized.

This is a player-coach, builder-leader role. You will set the architectural direction, and you will (with the help of ai) write code when the moment calls for it. You will define how the team uses AI development tools to ship faster. You will make build-vs-buy decisions that have long-term consequences for how this organization scales and you will serve as the bridge between Product, Data and the GTM team as we realize the capabilities of data-driven agentic workflows that drive actionable insights for our customer-facing teams.

Team Leadership and Capability Building

• Lead, develop, and grow the Technical Arm of our Revenue Operations team
• Set the technical bar on the team: code review standards, documentation discipline, AI-tool fluency, and a culture that treats data quality as standing infrastructure.
• Own career development for each direct report — clear growth paths, regular feedback, and stretch assignments.
• Define and evolve the team's operating cadence: sprint planning, post-mortems, vendor reviews, and platform release management.

GTM Architecture and Strategy

• Own the integration architecture across our GTM stack: Salesforce (Sales, Marketing, and Service Cloud), Celigio, Snowflake, Tableau, Gong, Starbridge.ai, ABM/Marketing attribution platform, NetSuite, Mandrill, Appcues, and net-new tools as we evaluate and add them.
• Lead the consolidation of existing revenue technology, eliminating redundancies and ensuring seamless data flow across the stack.
• Make build-vs-buy decisions with clear reasoning — evaluate every new tool against integration complexity, data hygiene risk, and existing stack overlap before committing.
• Maintain the integration map as a living document any team member can read and act on.
• Own the technical components of the RevOps roadmap and the Salesforce development roadmap, sequencing initiatives based on business impact and technical feasibility.
• Manage external vendors, consultants, and implementation partners.

Adoption, Fidelity, and Enablement

• Treat every system, automation, and integration as a product — measure usage, identify friction, and iterate based on what real users do, not what the design intended.
• Own adoption metrics for the GTM stack: feature uptake, automation utilization, dashboard engagement, playbook and sequence compliance — make adoption a first-class KPI for the team alongside delivery.
• Run fidelity audits on the highest-value workflows
• Partner with Enablement, Sales leadership, and Customer Success leadership to turn every meaningful launch into a real change-management plan: training sessions, quick-reference guides, in-app guidance via Appcues, and post-launch office hours.
• Build durable feedback loops with users — rep ride-alongs, CSM listening sessions, ticket-pattern analysis — so the next iteration of the design is informed by reality, not by assumption.
• Hold yourself and the team accountable to post-launch outcomes, not just go-live milestones — a feature that ships and goes unused is technical debt.

AI and Agentic Strategy

• Define and drive the team's AI/agentic roadmap — from pragmatic AI-assisted development to fully agentic GTM workflows.
• Set the standard for how the team uses AI development tools (Claude Code, Cursor, Copilot, or equivalents) to accelerate implementation.
• Partner with Product and Data teams to translate business automation needs into clear user stories — and a realistic roadmap for the GTM team.

Customer Health Scoring

• Own the architectural design and delivery of our composite customer health score
• Partner with the Data Analytics team on the scoring model and the reverse-ETL pattern; partner with Customer Success on the playbook logic the score will trigger.

Signal-to-Pipeline Motion

• Oversee implementation of the Starbridge → Salesforce sync: account-level signal routing, territory matching, and field mapping.
• Own the design of additional enrichment pipelines fed by Starbridge ICP signals, and the GTM playbooks that turn data into action.
• Ensure the eventual Marketing attribution model captures full-funnel touchpoints from first signal through closed-won and renewal.

Salesforce Architecture and Platform Health

• Direct the design of scalable Salesforce solutions in support of GTM strategic goals — custom objects, flows, Apex classes, and field-level data model decisions.
• Set the standard for SFDC release management, UAT discipline, and platform health monitoring.
• Stay current with Salesforce releases and industry best practices; recommend and implement features that compound over time.

On Your Resume

Must-have

• 8+ years in revenue technology, GTM operations, or related technical business operations roles, with demonstrated ownership of GTM systems architecture.
• 2+ years managing technical ICs (GTM engineers, Salesforce admins, or similar) — including hiring, developing, and scaling small teams.
• Deep Salesforce fluency across Sales Cloud, Service Cloud, and Marketing Cloud — custom objects, flows, Apex, field-level data modeling, and an intuition for what the CRM data model should look like to serve the business.
• Strong working knowledge of iPaaS tooling (Celigio, Workato, Boomi, n8n, or equivalent) and modern integration patterns.
• Proven experience setting and driving the AI/automation roadmap for a GTM stack — not just adopting tools, but defining the strategy that makes them work together.
• Comfort using AI-powered development tools (Claude Code, Cursor, Copilot, or equivalents) yourself, and the ability to set the bar for how your team uses them.
• SQL proficiency sufficient to validate data, audit pipeline quality, and design logic for health-score-style composite calculations; familiarity with Python or JavaScript a strong plus.
• Track record of partnering with Product and Engineering counterparts to shape backend roadmap in service of GTM outcomes.
• Demonstrated experience driving measurable adoption and behavior change after GTM tooling rollouts — you can point to before/after metrics on uptake, fidelity, or business impact.
• Excellent project management and stakeholder communication skills — you can present technical strategy to VP and C-suite audiences and translate between architecture and business outcomes.

Strong plus

• Experience designing customer health score architecture — composite models, weighted inputs, tiered outputs, and the renewal playbook logic that consumes them.
• Familiarity with Gong (especially Engage and Forecast), Starbridge.ai, or Clay — or strong analogues in conversation intelligence, intent signal capture, attribution, and AI enrichment.
• Familiarity with digital adoption platforms (Appcues, WalkMe, Pendo, or equivalents) and in-app guidance patterns for embedded enablement.
• Background in edtech, K-12, or public sector SaaS — district procurement cycles, PO-based purchasing, and multi-stakeholder buying motions are a meaningful context advantage.
• Experience operationalizing BI-calculated metrics into CRM systems (reverse ETL patterns via Celigio, Census, or similar).
• Familiarity with dbt or similar data transformation tooling.
• Salesforce Architect, Administrator, and/or Developer certifications.
• Experience managing budget for a robust GTM tech stack.

You Are

• You think in systems before you think in tools — you can sketch a data flow on a whiteboard before you've decided which tool executes it.
• You treat every system as a product — you don't just ship it, you measure whether it's being used the way you designed, and you