GTM Operations LeadDepartment: Sales
Employment Type: Permanent - Full Time
Location: Chicago
DescriptionAbout the teamRevenue Operations is a lean team: this role owns GTM Operations and the revenue operating rhythm. This role is the connective tissue that keeps the GTM engine running on a disciplined cadence.
Role summary We're looking for a GTM Operations Lead to own GTM Operations - pipeline management, lead routing, funnel design, CRM governance from a process standpoint, and sales process design - and to run the operating rhythm that keeps revenue leadership aligned: pipeline reviews, forecast calls, QBRs/MBRs, and executive/board reporting. You'll contribute to the team's forecast accuracy through disciplined cadence and clean pipeline inputs.
What success looks like - 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 ResponsibilitiesGTM Operations
- 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
Operating Rhythm (Revenue Programs & Cadence)
- 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
Forecasting (shared responsibility)
- 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
Cross-functional partnership
- 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 ExpertiseEssential
- 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
Desirable
- B2B SaaS industry experience
- Consulting background
- Salesforce administration experience
- SQL or a BI tool (Tableau, Looker, Power BI)
BenefitsWe offer a comprehensive benefits package designed to support your well-being, growth, and work-life balance.
- 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).
