GTM Operations Lead

GTM Operations Lead

Role Purpose

The GTM Operations Lead is a critical driver of transformation within Global Enterprise Sales Team (GEST), enabling clarity, alignment, and operational excellence across Sales, Business Development (BD), and RevOps. This role leads the implementation of the Go-To-Market (GTM) and Joint GTM strategy, establishes effective operating mechanisms, and supports all areas within the GEST organization (strategic partnerships, regional sales teams, and solutioning) to ensure consistent, scalable, and high-performing ways of working. This role will also provide executive level support to our Growth Officer.

Key Responsibilities

Transformation

• Drive operational setup and execution for GTM and Joint GTM strategy and transformation initiatives, including transformation of our scale GTM motions.
• Define roles, responsibilities, and governance structures across GEST, including partner relationship management.
• In collaboration with our CRM and RevOps teams, develop sales handbooks, processes, templates, and approval workflows.
• Design and maintain governance frameworks for GEST.

Governance & Rhythm of Business (ROB)

• Build decision-making matrices and ensure leaders have financial visibility in partnership with Finance and RevOps.
• Establish governance and tracking processes for business cases, including adherence to SOX controls.
• Be part of the approval process in cooperation with deal desk.

Data & Reporting

• In collaboration with RevOps, participate and contribute to the Enterprise Monthly Sales Call and oversee pipeline review processes.
• Partner with RevOps on forecasting, sales analytics, and performance insights.

Tools & Systems

• Represent Enterprise needs for templates, workflows, and approval processes developed by RevOps.
• Support CRM transformation activities and partner portal implementation.

RevOps Interlock

• With Growth Officer, act as the primary liaison with RevOps on roadmap prioritization and execution plans.
• Provide operational support in areas where RevOps services are not available.

Events

• Working with people enablement and marketing, participate and lead our virtual and in person Enterprise hub events.
• Collaborate with People Enablement on GEST training and change management initiatives.
• Assist Growth Office with external speaking engagements and client events (e.g. executive briefings) working with Comms and Thought Leadership teams
   

People & Culture

• Partner with HR and GEST Leadership Team on engagement initiatives and team activation plans.
• Support Quota and SIP decisions made by Growth Office and participate in discussions and contribute to rollout communications.

Qualifications & Experience

Experience:

• 15+ years in sales operations, business development operations, or program management.
• Demonstrated experience leading transformation initiatives and GTM/Joint GTM strategy execution.
• Strong understanding of Revenue Operations, business