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Role Description

The Sr. Manager, Sales Operations – GTM Systems is a senior individual contributor role responsible for leading GTM systems optimization and change execution in support of full-funnel sales operations.

• Sales Operations owns GTM systems strategy and governance; this role leads the operational management, optimization, and adoption of those systems to enable scalable, efficient sales execution from prospecting through close, with downstream visibility into renewals and expansion.
• This role requires a seasoned Sales Operations professional with deep systems expertise, strong operational judgment, and a proven ability to drive change through enablement, communications, and cross-functional influence.

What You’ll Do:

• Sales Operations Leadership & Full-Funnel Enablement
  • Act as a senior partner to the Senior Director of Sales Operations, translating Sales Ops strategy into systems-driven execution.
  • Lead optimization of end-to-end sales processes, including:
    • Prospecting and outbound execution
    • Lead and top-of-funnel management
    • Opportunity stages, pipeline progression, and forecasting
    • Quoting and deal execution
    • Visibility into post-sale handoffs, renewals, and expansions
  • Identify systemic friction in the sales funnel and drive durable, scalable improvements that increase rep productivity, conversion, and forecast reliability.
• GTM Systems Optimization & Management
  • Lead the day-to-day optimization and management of GTM systems owned by Sales Operations.
  • Serve as the senior operational owner for ZoomInfo, LeanData, Outreach, Gong, and other Sales Tech Stack systems.
  • Serve as a primary stakeholder for Salesforce.com, partnering with IT.
  • Partner with Sales & Rev Ops, Marketing, Sales, Customer Success & Support, and Enablement to ensure systems support consistent execution and clean handoffs across teams.
  • Drive continuous improvement of prospecting, pipeline generation, and deal & Customer management workflows.
  • Evaluate, pilot, and operationalize AI enhancements to the tech stack.
• Change Management, Enablement & Communications
  • Own change management execution for GTM systems and sales process initiatives.
  • Design and run structured rollouts, including stakeholder alignment, phased launches, success metrics, and post-launch optimization.
  • Partner with Enablement to:
    • Develop role-based training, SOPs, and playbooks
    • Deliver systems and process enablement tied to sales motions
    • Lead clear, consistent communications that articulate the “why,” “what,” and “how” of changes to drive adoption and accountability.
  • Measure adoption and effectiveness, using data and feedback to iterate.
• Reporting, Forecasting & Operational Insights
  • Develop Sales Analytics including reporting and dashboards, as well as Tableau models through partnership with BI, that provide leadership visibility into:
    • Funnel health and conversion
    • Pipeline generation and coverage
    • Rep productivity and activity effectiveness
  • Support core Sales Operations forecasting processes, including pipeline inspection, deal health reviews, and forecast accuracy.
  • Support Sales Operations partnership with Finance and RevOps on capacity planning, territory performance, and revenue modeling.
• Data Quality & Governance
  • Establish and enforce standards for data quality, system usage, and process adherence across Salesforce and integrated GTM tools.
  • Lead governance around routing, stage definitions, forecasting inputs, and system changes.
  • Ensure documentation, automation, and validation rules support scalable, repeatable execution.

Qualifications

• 8–10+ years of experience in Sales Operations or Revenue Operations within a SaaS or recurring-revenue environment.
• Strong background in traditional Sales Operations, including pipeline management, forecasting, sales process design, and reporting.
• Deep hands-on expertise with Salesforce.com (required).
• Proven production experience with Outreach and Gong (required).
• Experience supporting or integrating with Customer Success platforms (highly valued).
• Exposure to AI-enabled sales tools such as Clay and Qualified is a plus.
• Demonstrated success leading systems-driven change management and enablement initiatives.

Leadership Competencies

• Senior-level operational judgment with the ability to balance speed, scalability, and governance.
• Systems thinker who understands how tools, data, and process drive sales outcomes.
• Strong cross-functional influencer and communicator.
• Highly organized with excellent documentation and program management skills.
• Comfortable operating with ownership, accountability, and executive visibility.

Benefits

• Healthcare for family, including dental and vision
• Competitive compensation and 401K
• RSU grants for full-time employees
• ESPP program
• Flexible vacation policy
• Maternity & paternity leave
• MacBook Pro to use for work, plus a generous stipend to personalize your workstation
• Childcare bonus (human children only)
• Fertility treatment and support
• Learning & development program
• Commuter benefits
• Culture that supports a healthy work-life balance