Sales Operations Manager, Top of Funnel

Lambda is the #1 GPU Cloud for ML/AI teams training, fine-tuning and inferencing AI models, where engineers can easily, securely and affordably build, test and deploy AI products at scale. Lambda’s product portfolio includes on-prem GPU systems, hosted GPUs across public & private clouds and managed inference services – servicing government, researchers, startups and Enterprises world-wide.

If you'd like to build the world's best deep learning cloud, join us. 

*Note: This position requires presence in our San Francisco office location 4 days per week; Lambda’s designated work from home day is currently Tuesday.

About the Role

We’re looking for a Sales Operations Manager to build and optimize the systems that power Lambda’s top-of-funnel engine across both inbound and outbound motions. You’ll own the workflows, data flows, and tooling (including AI) that ensure our pipeline is clean, prioritized, and actionable.

This is a cross-functional role at the center of our GTM motion. You’ll collaborate with Sales, Marketing, Growth, and Product to enable smarter targeting, faster response times, and more personalized outreach. From enrichment of accounts, to routing, to AI-enhanced lead scoring and CRM hygiene, your work will ensure Sales Reps are prioritizing the right accounts and the right leads - with full context and minimal wasted motion.

If you’re energized by automation, data quality, and leveraging AI to scale intelligent workflows this is your role.

What You’ll Do

Tooling, Automation & AI

• Intimately understand the day-in-a-life of a seller and the sales process. With that as a north star, optimize the existing top-of-funnel tech stack. Developing strong partnerships with vendors. Own field-facing training tools and process training.

• Stay abreast of industry best practices and GTM tech landscape. Experiment. Pilot new tools. Set S.M.A.R.T. goals and use them to inform “scale or scrap” decisions.

• Build and maintain AI-assisted workflows that support both inbound and outbound motions

• Design lead scoring and routing logic that blends ICP, product engagement, and AI-enriched signals

• Partner with Product Marketing and leverage AI to personalize outreach at scale

• Develop dashboards that visualize pipeline coverage, funnel velocity, and conversion trends with real-time data

Process Creation & Optimization

• Map, document, and continually improve lead workflows from form fill to follow-up, enrichment to rep assignment

• Build repeatable logic for territory mapping, lead-to-account matching, and routing

• Identify and remove funnel friction, including lead prioritization issues

CRM Hygiene & Data Integrity

• Own GTM data quality across leads, contacts, accounts, and opportunities in Salesforce

• Monitor and address duplicates, missing firmographics, and misrouted leads

• Ensure smooth system handoffs (e.g., HubSpot → Salesforce), integrating enrichment guardrails and validation layers

• Maintain a high-fidelity data environment that fuels AI workflows and sales insights

Cross-Functional Partnership

• Collaborate across Lambda including Sales, Sales Enablement, Growth, Marketing, and Product to scale GTM infrastructure

• Act as the operational voice of the top-of-funnel in tooling, data architecture, and lifecycle design conversations

Support & Enablement

• Be a go-to resource for Sales and Marketing, supporting tool troubleshooting, lead flows, and enrichment performance

• Maintain thorough documentation of workflows, scoring models, AI prompt libraries, and routing rules

• Run consistent feedback loops to identify gaps and continuously optimize funnel operations

Skills & Experience

• 5–7 years experience in Revenue, Sales, or Business Operations roles at a SaaS, Cloud, or AI infrastructure company

• Hands-on experience with GTM tools (i.e. Salesforce, HubSpot, Outreach, Gong, Apollo, ZoomInfo) and AI enrichment workflows

• Proven success building automated lead flows, intelligent enrichment systems, and scalable outbound infrastructure

• Hands-on experience with AI tooling in a GTM context

• Systems-oriented thinker with strong attention to detail and experience designing structured, flexible operations

• Comfortable working with SQL, APIs, and AI-enhanced tooling to power GTM insights and automation

• Great communicator and collaborator with a seller-centric, enablemen