Senior GTM Operations Manager

Role Description

Unity's GTM Operations team sits at the intersection of marketing and sales, and this role owns the most critical part of that handoff. We're looking for a Senior GTM Operations Manager to be the dedicated owner of the technology, workflows, and operational standards that govern how leads move from marketing into the hands of the sales team—from enrichment and deduplication through scoring, routing, and assignment.

This is a hands-on operational role for someone who understands the full lifecycle of a lead and contact, can translate business requirements into scalable system configurations, and knows how to build the kind of trust with sales teams that makes them want to actually use the tools you build. If you find satisfaction in making a messy, manual process clean and automatic—and in knowing that your work directly affects whether sales reps get the right information at the right time—this role is for you.

Remote position with a preference for East Coast-based candidates to support team alignment.

What you'll be doing

• Own the end-to-end marketing-to-sales handoff: lead routing logic, assignment rules, deduplication, SLA governance, and scalable enrichment and augmentation workflows across the lead and contact objects.
• Administer and optimize GTM platforms including LeanData, MadKudu, ZoomInfo, Clay, and deduplication tooling; own Qualified.com across email and live chat channels, including conversation flows, routing logic, and AI agent configuration.
• Partner with IT on Salesforce requirements for the lead and contact objects; build and own reporting dashboards, lead visibility widgets, and funnel analytics covering enrichment rates, routing SLA compliance, and tool adoption.
• Collaborate with BDR leadership, sales teams, sales enablement, and Marketing Operations to drive tool adoption, ensure process adherence, and maintain a seamless handoff from Eloqua into the sales funnel.
• Develop and maintain operational documentation, process playbooks, and governance standards; lead change management for new tool launches and system updates.

Qualifications

• 5+ years in marketing operations, sales operations, revenue operations, or GTM operations at a B2B SaaS company, with hands-on experience across the GTM tech stack: lead routing (LeanData strongly preferred), lead scoring (MadKudu), enrichment (ZoomInfo, Clay), marketing automation (Eloqua), and Salesforce on the lead and contact side.
• Deep understanding of the marketing-to-sales funnel—how leads are created, scored, enriched, deduplicated, routed, and assigned—and practical instincts for where processes break and how to fix them at scale.
• Experience administering conversational AI platforms such as Qualified.com across email and live chat; comfortable defining and documenting requirements for Salesforce lead and contact configurations and working with IT to implement them without direct admin access.
• Outstanding communication skills and a track record of owning SOPs, playbooks, and process documentation that enable teams to operate independently—with the project management discipline to run multiple workstreams simultaneously.
• Strong preference for hands-on AI experience relevant to GTM operations: prompt engineering, agentic AI workflows, and integrations applied to lead operations, enrichment pipelines, or sales engagement processes.

Requirements

• Gross pay annually: 115,500 - 173,300 USD
• This range reflects the anticipated base salary for this position. Beyond base salary, this role may be eligible for equity awards and participation in our company incentive plans (such as annual discretionary bonuses or sales commissions).
• The final offer amount will depend on several factors, including geographic location and the candidate’s relevant experience, professional background, and skill set.

Benefits

• Comprehensive health, life, and disability insurance
• Commute subsidy
• Employee stock ownership
• Competitive retirement/pension plans
• Generous vacation and personal days
• Support for new parents through leave and family-care programs
• Office food snacks
• Mental Health and Wellbeing programs and support
• Employee Resource Groups
• Global Employee Assistance Program
• Training and development programs
• Volunteering and donation matching program