Go-To-Market (GTM) Operations Manager

Job Description

Job Description

Description:

Who We Are

Medisolv is a national leader in healthcare quality data management. Our ENCOR solutions support more than 1,800 health systems, ACOs, and payer organizations, representing 130M+ patient records nationwide. We help healthcare leaders measure, report, and improve performance across 500+ quality and safety measures required by CMS, The Joint Commission, private payers, and state agencies.

Backed by Bessemer Venture Partners Forge, Medisolv is entering a new phase of transformation and growth — expanding how our products, partnerships, and people empower better care through quality.

Who We Are Looking For

We’re seeking a Go-To-Market (GTM) Operations Manager to serve as the operational backbone of Medisolv’s revenue engine. This role owns the strategy, optimization, and governance of our GTM systems, processes, and reporting—ensuring tight alignment across Sales, Marketing, Customer Success, Support, Services, and Finance to drive scalable, predictable revenue growth.

This position manages the HubSpot & Revenue Operations Analyst, owns the full GTM tech stack, and partners closely with GTM and executive leadership on pipeline health, forecasting, lifecycle optimization, and cross-functional initiatives.

Key Responsibilities

Sales & Go To Market (GTM) Operations

• Act as a strategic GTM partner to Sales leadership, ensuring strong pipeline health, data accuracy, and visibility across all deal stages.
• Support the full GTM motion by partnering directly with SDRs and Account Executives to enable deal execution, operational readiness, and process adherence.
• Serve as the final operational checkpoint for deals prior to close, ensuring approvals, packaging, compliance steps, and process requirements are met (excluding pricing ownership).
• Own and continually improve GTM workflows including pipeline management, deal approvals, quoting, and contracting to support speed, consistency, and scalability.
• Collaborate cross-functionally with Finance, Legal, Compliance, and Services to ensure seamless deal execution and handoffs.
• Proactively identify GTM operational gaps and implement process improvements as the organization scales.

HubSpot & GTM Technology Ownership

• Own the strategic administration and optimization of HubSpot across Sales, Marketing, and Service Hubs.
• Ensure strong system adoption, consistent processes, and high data integrity across all GTM teams.
• Design, document, and continuously refine the full lead-to- customer lifecycle, including post-sale stages (IQL ? MQL ? SQL ? Opportunity ? Customer ? Onbaording? Expansion? Renewal).
• Support and enhance quoting, contracting, and deal workflows within HubSpot.
• Evaluate broader CRM and GTM tooling needs as Medisolv grows, including assessing future platform evolution (e.g., scaling beyond HubSpot).

GTM Reporting, Analytics & Forecasting

• Develop, maintain, and evolve GTM dashboards focused on pipeline health, deal velocity, conversion rates, and operational efficiency.
• Leverage tools such as Gong to provide deeper insights into sales performance and pipeline trends, complementing CRM reporting.
• Deliver actionable data and insights to GTM and executive leadership to support decision-making.
• Partner closely with Finance on revenue forecasting, pipeline accuracy, and reporting alignment to support business planning.

Deal Desk, Contracting & Compliance

• Own end-to-end deal desk operations, ensuring deals move efficiently through approvals, contracting, and closing.
• Support contract workflows and approvals in coordination with Finance, Legal, and Compliance.
• Manage relationships with external vendors and agencies supporting sales operations and contracting.
• Support the rollout, adoption, and optimization of new systems
• Ensure governance, compliance, documentation, and escalation paths are consistently followed across all GTM processes.

GTM Program Management (PMO)

• Lead GTM project management efforts to ensure cross-functional initiatives are well-coordinated and executed on time.
• Drive alignment across Sales, Marketing, Finance, Legal, Operations, Customer Success, and support on GTM priorities.
• Translate GTM strategy into executable plans with clear ownership, timelines, and outcomes.

Team Leadership & Development

• Manage and develop the HubSpot Operations Analyst, providing coaching, prioritization, and clear direction.
• Establish ownership models, workflows, and success metrics for GTM operations support.
• Foster a culture of accountability, operational excellence, and continuous improvement across GTM teams.

What You’ll Accomplish - Your Performance Objectives

In your first 30 days, you will:

• Develop a deep understanding of Medisolv’s GTM motion, pipeline structure, deal workflows, approval processes, and HubSpot configuration.
• Build strong working relationships across GTM and cross-functional stakeholders.
• Assess current GTM data integrity, reporting, and operational workflows to identify immediate improvement opportunities. improvement opportunities.
• Gain an understanding of HubSpot Service Hub usage, including current ticketing workflows, customer support processes, and collaboration with the Customer Experience team.

In your first 3 months, you will

• Fully own pipeline reviews and deal desk operations as a trusted GTM partner to Sales, SDRs, and AEs.
• Standardize and document lead lifecycle definitions, deal workflows, and approval processes.
• Deliver reliable GTM dashboards and align with Finance on forecasting accuracy and reporting cadence.

In your first 6 months, you will

• Optimize HubSpot and GTM tools to drive better adoption, cleaner data, and scalable processes.
• Fully own end-to-end deal desk operations, improving deal velocity and cross-functional coordination.
• Lead GTM initiatives while developing the HubSpot Operations Analyst.

In your first 12 months, you will

• Establish a scalable, well-governed GTM operating model that supports both pipeline growth and customer lifecycle management, including support operations within HubSpot.
• Deliver measurable improvements in forecast accuracy, deal velocity, reporting quality, and operational efficiency.
• Guide long-term CRM and GTM technology strategy while reinforcing a culture of continuous improvement.

Required Skills and Qualifications

• Bachelor’s degree in Business, Marketing, Communications, or related field (or equivalent experience).
• 5+ years of experience in GTM, Revenue Operations, Sales Operations, or Marketing Operations (B2B SaaS preferred).
• Advanced HubSpot expertise across Sales, Marketing, and Service Hubs.
• Strong analytical, reporting, and process design skills.
• Proven experience leading projects and managing direct reports.
• Familiarity with GTM tools such as Gong, ZoomInfo, and Definitive.

Preferred Qualifications

• Experience in healthcare quality, value-based care, or hospital/ACO environments.
• A builder and doer who creates order out of complexity.
• Highly collaborative across Sales, Marketing, Product Marketing, CX, and Finance.
• Flexible and adaptable to evolving GTM priorities.
• Growth-minded, continuously improving tools, processes, and alignment.
• Resilient, solutions-oriented, and calm in fast-moving environments.

How to be a Medisolver – Our Values

• Customer Success Obsession
• All-Star Team Collaboration
• Continuous Improvement through Curiosity & Data-Driven Learning
• Courage with Kindness
• Execution Focus. We Do Business, Not Just Talk Business

Medisolv is committed to creating a diverse and inclusive workplace. We believe that diversity drives innovation, and we are dedicated to fostering an environment where all employees feel valued and respected.

Candidates must successfully complete a pre-employment background check and be legally authorized to work in the United States, as sponsorship is not available.