Revenue Operations Manager, GTM Strategy

Revenue Operations Manager, GTM Strategy

This role would suit a strategic, analytical individual who is comfortable partnering deeply with sales, marketing, and customer success leadership to drive measurable business outcomes. An ideal candidate will be self-motivated, intellectually curious, well organized, and committed to turning data into decisions that scale the revenue engine. This role requires continuous cross-functional work internally to determine priorities, leverage the GTM tech stack, and ensure the highest level of business impact on market penetration, funnel conversion, and ICP execution. This role reports to the Senior Director of Revenue Operations.

ESSENTIAL DUTIES AND RESPONSIBILITIES

•          Partner with Marketing and Sales leadership to size markets, define segments, and build account prioritization frameworks that drive top-line bookings and penetration

•          Own the definition, measurement, and continuous refinement of the Ideal Customer Profile (ICP); translate insights into targeting, routing, and qualification criteria the GTM team actively uses

•          Own end-to-end funnel analytics from first touch through closed-won and expansion, identifying the highest-leverage points at each stage and driving the initiatives that move conversion

•          Partner with Marketing on demand planning, channel attribution, campaign performance, and ABM program analytics

•          Partner with Sales on pipeline inspection, forecasting support, rep productivity, territory and quota analytics, and coaching insights derived from Gong

•          Partner with Customer Success on health scoring, churn analysis, expansion opportunity identification, and renewal risk

•          Build dashboards, reports, and narratives that GTM leaders use to run their business; present findings and recommendations directly to VPs and the executive team

•          Design and run experiments across messaging, cadences, ICP refinements, routing rules, and plays; measure impact rigorously and scale what works

•          Translate analytical needs into tool, data, and system requirements in close partnership with the Revenue Operations Engineer

You’ll thrive in this role if you’re:

•          Adept at telling a story with numbers, from simple to executive-ready

•          Passionate about finding ways to improve the customer journey from lead through retention and expansion

•          Intellectually curious and creative about our customers, industries, and go-to-market motion

•          Always looking for ways to leverage new methodologies, tools, and data sources that may emerge

•          Adept at managing multiple, multi‐faceted projects and deadlines

•          Data driven and able to support your strategy with successful analysis and clear recommendations

•          Passionate, enthusiastic, an active listener, and a clear communicator

Minimum Qualifications

•          Bachelor’s in Finance, Business Administration, or Marketing although other degrees welcome to apply

•          4–7 years in Revenue Operations, Sales Operations, Sales Strategy, Business Operations, or analytics, preferably in a SaaS or high-growth environment

•          Proficiency with MS Office and Windows, expert Excel user, proficient in developing statistical models

•          Working fluency with Salesforce (or HubSpot), Gong, Apollo.io, Clay, Outreach, and marketing automation platforms; you don’t administer these tools but you use their outputs to drive decisions

•          Solid SQL and comfort in at least one BI tool (Looker, Tableau, Hex, Sigma, or similar)

•          Demonstrated impact on business metrics: conversion rates, pipeline coverage, win rate, ACV, CAC, or NRR

•          Experience with sales planning tools (e.g., Clari, Anaplan)