GTM Operations Manager, Cobalt

• We are seeking a highly analytical, process-driven GTM Operations Manager to join our fast-paced GTM organization
• 5+ years of experience in GTM, Revenue Operations, Sales Ops, or a related role in a high-growth start up environment
• 3+ years of hands-on Salesforce experience required; Salesforce certification is a plus
• Strong background in project management and process design/redesign
• Advanced analytical skills; proficiency in Excel/Google Sheets and experience with BI tools
• Experience with territory planning, variable compensation, and forecasting
• Strong communication and change management skills, including stakeholder alignment
• Proven ability to thrive in fast-paced, dynamic environments
• Familiarity with tools like LeanData, Gong, or similar GTM systems is a plus

Desirable

• This role will be instrumental in driving strategic initiatives, improving operational efficiency, and supporting scalable growth across Sales, Marketing, and Customer Success
• You will take ownership of our GTM systems (Salesforce, Salesloft, Hubspot, Gong etc), optimize core processes, manage cross-functional projects, and leverage data to support strategic decision-making at all levels
• Efficiency-Obsessed: You understand sales and renewal cycles deeply and are always looking for ways to streamline operations and remove friction
• Strategic and Analytical: You use data to drive decisions, define KPIs, and build models that support performance analysis and strategic planning. You're skilled at identifying trends, gaps, and actionable insights
• Reporting Expert: You're a reporting guru — experienced in building flexible, scalable dashboards and frameworks that provide visibility across multiple lenses and stakeholders
• Project Management Pro: Highly organized and structured, with a strong ability to manage priorities, timelines, and cross-functional stakeholders
• Leverage strong analytical skills to build insightful, actionable reporting and dashboards; ensure stakeholders can access and interpret key GTM metrics from multiple angles
• Own and optimize GTM systems, primarily Salesforce — including workflows, data integrity, integrations, and release cycles
• Build and maintain scalable reporting infrastructure and dashboards for pipeline, forecasting, performance, retention, and key GTM metrics
• Lead high-impact, cross-functional projects that drive operational efficiency and support GTM growth
• Support strategic planning activities including segmentation, territory alignment, performance modeling, and revenue forecasting
• Design and manage compensation plans that align individual performance with organizational goals, often including bonuses, commissions, and stock options
• Define, document, and scale end-to-end GTM processes across Sales, Marketing, and CS, including improvements to quote-to-cash workflows
• Ensure alignment between CRM and financial systems; resolve systemic issues and support monthly Salesforce release management
• Partner with cross-functional teams to design and implement new processes that align with strategic initiatives and business needs
• Collaborate with analytics teams to develop data definitions, business rules, and maintain high data quality across systems