GTM Operations Lead

• Pipeline coverage ratio and stage conversion rates trending in the right direction 
• Meeting effectiveness / decision velocity in pipeline reviews and QBRs 
• Initiative completion rate on GTM operations projects 
• Forecast call consistency and timeliness, contributing to overall team forecast accuracy 

Key Responsibilities

• Own pipeline management: stage definitions, exit criteria, and hygiene standards across the funnel (lead → opportunity → close → expansion → renewals) 
• Design and maintain lead routing rules and SLAs across sales stages 
• Set CRM governance policy — required fields, stage gates, process rules — partnering with the Revenue Systems Lead, who owns the technical build 
• Design and continuously improve sales process; retire steps that don't add value and maintain documentation 
• Support customer lifecycle operations touchpoints (renewal/expansion handoffs) as needed with Customer Success 

• Own and run the recurring cadence: pipeline reviews, forecast calls, QBRs, board meetings, performance review 
• Build and narrate KPI dashboards and executive reporting packages 
• Track cross-functional GTM initiatives to completion 
• Own the structure and calendar of recurring revenue operations meetings; drive decision velocity, not just attendance 

• Facilitate forecast call logistics, roll-ups, and manager submissions, contributing to team-wide forecast accuracy owned by the Head of Revenue Operations 
• Capture and consolidate forecast commitments during pipeline reviews 
• Flag material variances and pipeline risk to leadership; deep accuracy modeling sits outside this role's core scope 

• Partner with the RevTech Lead on CRM data and workflow requirements 
• Partner with the Sales Enablement Lead so process changes land with training 
• Support Finance and Deal Desk-adjacent needs (commercial policy adherence) as they arise 

Skills, Knowledge and Expertise

• 3–6 years in Sales Operations, Revenue Operations, or a related GTM operations role 
• Hands-on Salesforce reporting/dashboard experience 
• Strong process design skills — comfortable mapping a funnel, writing stage-gate criteria, and driving adoption 
• Advanced Excel/Sheets 
• Experience running recurring operating cadences (pipeline reviews, QBRs) and building executive-ready materials 
• Comfortable holding reps/managers accountable to process and meeting cadence 
• High level of Autonomy and attention to details 
• Bachelor's degree in Business, Finance, Economics, or equivalent experience 

• B2B SaaS industry experience 
• Consulting background 
• Salesforce administration experience 
• SQL or a BI tool (Tableau, Looker, Power BI)

Benefits

• Health & Financial Security:
  • Medical, Dental, and Vision coverage
  • Group Life (GTL) and Group Income Protection (GIP) schemes
  • Pension contributions
• Time Off & Flexibility:
  • Enjoy the best of both worlds: the energy and collaboration of in-person work, combined with the convenience and focus of remote days. This is a hybrid position requiring three days of in-office collaboration per week, with the flexibility to work remotely for the remaining two days. Our hybrid model is designed to balance individual flexibility with the benefits of in-person collaboration, enhanced team cohesion, spontaneous innovation, hands-on mentorship opportunities and strengthens our company culture.
  • 25 days of Paid Time Off (PTO) per year, with the option to roll over unused days.
  • One dedicated day per year for volunteering.
  • Two professional development days per year to allow uninterrupted professional development.
  • An additional PTO day added during milestone anniversary years.
  • Robust paid holiday schedule with early dismissal.
  • Generous parental leave for all parents (including adoptive parents).
• Work-Life Support & Resources:
  • Budget for tech accessories, including monitors, headphones, keyboards, and other office equipment.
  • Milestone anniversary bonuses.
• Wellness & Lifestyle Perks:
  • Subsidy contributions toward gym memberships and health/wellness initiatives (including discounted healthcare premiums, healthy meal delivery programs, or smoking cessation support).
• Our Culture:
  • Forward-thinking, culture-based organization with collaborative teams that promote diversity and inclusion.