GTM Operations Manager, Kumo

• You’re obsessed with creating order from chaos and thrive in early-stage environments
• You take pride in making others around you more effective, especially marketing and sales
• You’re relentlessly curious, systems-oriented, and love rolling up your sleeves
• You can zoom out to align with strategy and zoom in to execute with precision
• You lead with humility, think critically, and operate with an ownership mindset
• BS (preferred MS, MBA) in Computer Science, Business, or related field, or equivalent experience
• 5+ years of experience in sales, marketing, or revenue operations at a fast-paced B2B SaaS company
• Deep hands-on experience with Salesforce and HubSpot (admin-level expertise preferred)
• Strong systems-thinking approach with a bias toward automating manual work and scaling processes
• Proven success in building lead scoring, attribution, routing, and reporting frameworks
• Comfort with data transformation, enrichment, and integration tools (e.g., Zapier, Segment, Clearbit, Census, Hightouch)
• High attention to detail, excellent prioritization skills, and a builder’s mindset

Desirable

• We’re looking for a GTM Operations Manager to be the cornerstone of our revenue operations function
• This is a highly hands-on, strategic-yet-executional role where you’ll build, manage, and scale our sales, marketing, and revenue operations infrastructure from the ground up
• You’ll work cross-functionally with marketing, sales, data science, and product teams to architect the systems and processes that drive pipeline, revenue, and operational excellence
• Design and own our go-to-market tech stack, including Salesforce, HubSpot, Outreach, enrichment platforms, and data sync tools
• Serve as the administrator for Salesforce and HubSpot, managing structure, workflows, permissions, integrations, and ongoing optimization
• Architect and maintain GTM workflows that support inbound, outbound, and product-led growth motions
• Design and implement lead scoring models, routing logic, and assignment processes that align with funnel stages and go-to-market strategies
• Ensure data integrity and hygiene across systems through enrichment, deduplication, list management, and account merging
• Own revenue analytics and reporting by building dashboards, attribution models, and executive-level insights across the full funnel
• Track and analyze KPIs, campaign performance, and sales activity to drive pipeline growth and operational efficiency
• Support accurate forecasting and pipeline visibility through recurring GTM reporting and data reviews
• Train and onboard sales reps on GTM systems, workflows, and best practices; act as an ongoing operational partner to the sales and marketing teams
• Support experimentation with A/B testing, funnel analysis, and cohort tracking to improve GTM campaign performance and conversion rates
• Drive performance monitoring initiatives to evaluate team performance metrics and support initiatives that drive accountability and goal attainment
• Assist in annual and quarterly GTM planning, including quota setting, territory design, compensation modeling, and campaign strategy
• Integrate data from product usage, intent signals, CRM, and marketing automation platforms to fuel smarter targeting and personalization
• Architect agentic GTM workflows that embed automation, AI, and decision intelligence into scalable, repeatable go-to-market playbooks
• Outcomes for the first 12-18 months
• Partnering with the CRO & Marketing leadership on building a best in class GTM engine
• Build a scalable GTM ops infrastructure with measurable impact on pipeline efficiency and conversion
• Design and deploy a lead routing and scoring system that improves speed-to-lead and pipeline quality
• Develop a reliable, automated GTM reporting engine that enables weekly visibility into funnel performance
• Improve marketing campaign operations and launch velocity through better data, segmentation, and workflow automation
• Enable sales and marketing leadership to make faster, data-informed decisions via self-serve dashboards and tooling
• Successfully execute cross-functional integrations with product-led growth data and usage-based intent scoring