GTM Strategy and Operations Manager
- Canada
Full-time
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Job details
- Job type
- Full-time
- Posting language
- English
- Posted
Original job description
What You Will Do (Essential Responsibilities):
Analytics, Data and Decision Infrastructure:
Analytics, Data and Decision Infrastructure:
- Own the analytical foundation for pipeline through renewal, including the commercial data model, metric definitions, source-of-truth logic, transformations and dashboard architecture
- Build reliable reporting for pipeline coverage, stage conversion, win rate, deal size, sales cycle, slippage, forecast accuracy, retention, renewal risk and partner contribution
- Create analytical views across region, segment, product, source, owner, partner, opportunity type and cohort, using trend and root-cause analysis to explain performance drivers
- Establish data-quality monitoring, reconciliation and reporting QA across Salesforce, Clari and related sources so leaders can trust outputs and understand metric lineage
- Deliver decision-ready pipeline, forecast and renewal narratives that distinguish signal from noise and recommend specific management actions
- Design, build and operate production-ready AI workflows for opportunity hygiene, deal-risk detection, forecast commentary, meeting intelligence, next-step quality, renewal preparation, churn and expansion signals, and management reporting
- Connect AI capabilities to Salesforce, Clari, Clari Copilot and structured commercial data using low-code tools, integrations, APIs and agent-based platforms
- Define prompts, structured outputs, evaluation criteria, exception handling, human-in-the-loop controls and monitoring for accuracy, adoption and business impact
- Apply appropriate governance for data security, permissions, transparency and responsible use while continuously testing and improving workflow performance
- Identify high-value automation opportunities, quantify expected benefit and measure realised gains in forecast accuracy, seller capacity, cycle time and retention visibility
- Own the Salesforce opportunity lifecycle from creation through qualification, progression and close, including stages, entry and exit criteria, required fields, validation and hygiene standards
- Own the forecasting operating model, including cadence, hierarchy, categories, inspection views, submissions, governance and forecast-accuracy measurement
- Administer and optimise Clari and its Salesforce integration, ensuring access, roll-ups, workflows and data are accurate, usable and trusted
- Use Clari and Clari Copilot insights to surface movement, slippage, risk, upside, stakeholder coverage and coaching opportunities for leaders and sellers
- Partner with Sales leadership to improve pipeline discipline and execution through clear process, enablement, inspection and data-led intervention
- Own closed-won handoff into implementation and Customer Success, including required context, ownership, service levels, milestone capture and exception management
- Design and maintain renewal processes covering record creation, ownership, timelines, stages, risk, forecast categories, escalation, retention outcomes and expansion signals
- Own scalable processes for partner-sourced and partner-influenced opportunities, including registration, approval, attribution, handoffs and performance reporting
- Ensure closed-lost, churn and contraction reasons are consistently captured and converted into actionable insight
- Serve as the operational and analytical partner to Sales, Customer Success, Partnerships, Finance, GTM Systems and executive leadership for pipeline-to-renewal performance
- Lead requirements gathering, process design, solution configuration, testing, release management, documentation, enablement and adoption measurement
- Drive alignment on commercial definitions, forecast policy, data standards and prioritisation, balancing near-term needs with scalable architecture
- 4+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Customer Operations, GTM Engineering, Revenue Systems or an equivalent technical GTM role in a B2B technology or SaaS environment
- Advanced analytical ability, including experience designing data models, metric definitions, dashboard architecture and scalable reporting infrastructure for operational and executive decision-making
- Strong Salesforce proficiency across opportunity data modelling, process design, automation, reports, dashboards, permissions and data-quality governance
- Hands-on experience with forecasting processes and platforms, preferably Clari, including configuration, inspection, reporting and forecast-accuracy analysis
- Demonstrated success building and operationalising AI-enabled workflows using low-code tools, integrations, APIs or agent-based platforms
- Working knowledge of AI workflow design, including prompt design, structured outputs, testing and evaluation, monitoring, exception handling and human oversight
- Experience designing opportunity, close, customer handoff, renewal and recurring-revenue reporting processes
- Ability to combine quantitative analysis with commercial judgement, communicate clear recommendations and influence senior cross-functional leaders
- Strong requirements-gathering, process-mapping, solution design, testing, documentation and change-management skills
- Experience with Clari Copilot, conversation intelligence or AI-assisted deal inspection
- Experience with SQL, BI tools, data transformation, reverse ETL or warehouse-based reporting
- Experience building GTM applications, internal tools or agents in a GTM Engineer capacity
- Exposure to Salesloft, Lusha, Clay, Nooks, Qualified or LinkedIn Sales Navigator, plus experience supporting enterprise or multi-product recurring-revenue motions
More about this job
Responsibilities
Own the analytics, Salesforce opportunity lifecycle, forecasting model, and Clari administration across the pipeline-to-renewal process. Build and govern AI-enabled workflows, improve close, renewal, and partner operations, and align cross-functional teams on commercial processes and data standards.
Requirements
Requires at least four years of experience in GTM, Revenue, Sales, or related operations in a B2B technology or SaaS environment, along with advanced analytics and strong Salesforce proficiency. Candidates should have hands-on forecasting experience, experience operationalizing AI workflows, and the ability to design processes, communicate recommendations, and influence senior cross-functional leaders.
Skills
- GTM Operations
- Revenue Operations
- Salesforce
- Clari
- Forecasting
- Data Modeling
- Analytics
- Dashboard Architecture
- AI Workflow Design
- Automation
- Opportunity Management
- Renewal Operations
- Partner Operations
- Process Design
- Data Quality Governance
- Change Management
Visa sponsorship
Not detected in the job text
Categories
- Sales
- Data & Analytics
- Technology
- Management & Leadership
- Customer Service & Support
Keywords
- Salesforce
- Clari
- Clari Copilot
- AI Workflows
- Low-Code Tools
- APIs
- Agent-Based Platforms
- Data Modeling
- Metric Definitions
- Dashboard Architecture
- Pipeline Management
- Forecasting
- Forecast Accuracy
- Opportunity Lifecycle
- Renewal Management
- Customer Success
- Partner Operations
- Data Quality
- Data Governance
- SQL
- BI Tools
- Data Transformation
- Reverse ETL
- Warehouse-Based Reporting
- Conversation Intelligence
- Salesloft
- Lusha
- Clay
- Nooks
- Qualified