GTM Strategy and Operations Manager

• 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.
• 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.
• What You'll Need (Required Knowledge, Skills & Abilities):
• 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.

None flagged.