Role OverviewAs a GTM Operations Lead focused on Gumloop's enterprise sales motion, you'll own the data and systems layer underneath everything we sell. The Salesforce instance, the measurement ontology, the territory and routing infrastructure, and the forecasting cadence that leadership trusts. This is a founding GTM Ops role at a Series B AI company. The systems and ontology you design will directly shape how Gumloop allocates headcount, targets markets, and reports to the board.
- You'll start as an IC partnered tightly with sales leadership, with a clear path to building a team as the function scales under you.
- You'll thrive here if you build, not maintain, and you can defend tradeoffs to a CEO and a Head of Finance in the same week.
What you'll do- Own Salesforce end to end. Data model, object architecture, stage definitions, ongoing administration.
- Build the measurement ontology that lets us cut the business by company size, vertical, motion, and initial-land scope.
- Design and operate territory carves and account allocation as the AE team scales.
- Stand up lead routing, enrichment, and MQL to SQL flow with monitoring and feedback loops.
- Run the forecasting cadence and pipeline review infrastructure trusted by Sales and Finance.
- Design quota and variable comp plans, then partner on a deal desk and sales enablement that ramp new AEs faster.
- Bring opinions on the GTM tech stack. What to keep, what to add, what to consolidate.
What you bring- 4 to 8 years in Revenue Operations, Sales Operations, or a closely related GTM role at a high-growth B2B SaaS company
- Deep Salesforce proficiency. You've architected the data model, not just queried it.
- Comfort across the broader GTM tech stack (Gong, enrichment, sequencing, forecasting, BI) with a point of view on how to evolve it
- Track record of building, not maintaining. You've stood up RevOps from scratch or rebuilt it after rapid growth broke it.
- Strong systems thinking. You design pipelines, not pull reports.
- Embedded experience across the full customer journey, not just downstream reporting
- High judgment under ambiguity, with strong communication and executive presence
Bonus- Consulting or investment banking background
- Experience supporting an AE team of 5 to 15 reps
- Familiarity with AI-native tooling or automation platforms
- Prior experience with quota design, territory carves, and variable comp plans
