GTM Specialist, Pipeline, Forecasting & Operating Cadence

Position Overview

Our clients come to us for help improving sales processes, implementing forecasting systems, building territory and quota plans, and establishing effective sales operating cadences. You'll work alongside our RevOps Consultants and directly with Clients to understand how their businesses operate, challenge existing approaches, and implement better systems and processes.

This role is consultative and hands-on. You'll help clients think through how they manage pipeline, forecast revenue, and make decisions, then build the processes, tools, and reporting that support them. You should be equally comfortable discussing forecasting methodology with a CRO, building a capacity model in Excel, or configuring opportunity management workflows in Salesforce.

The ideal candidate understands how a revenue organization operates, enjoys solving complex business problems, and believes in keeping things simple rather than over engineering. You'll have the opportunity to work across different B2B companies, influence how they run their sales organizations, and help develop this area of expertise within Lean Layer.
What We're Looking For

The ideal candidate:

• Has deep, hands-on experience in Sales Operations or Revenue Operations, with particular expertise in pipeline management, forecasting, and sales operating cadences.
• Understands how sales processes, pipeline management, forecasting, territories, quotas, and capacity planning work together.
• Has worked closely with CROs, sales leaders, and RevOps teams to improve how sales organizations operate.
• Can take a business problem, challenge existing approaches, recommend a solution, and implement it.
• Is highly proficient in Salesforce and comfortable building workflows, reports, dashboards, and automations.
• Has strong analytical and modeling skills and enjoys getting into the details of sales performance, pipeline, and forecast data.
• Understands the daily reality of AEs and sales managers and builds processes people will actually use.
• Is interested in automation and AI and how they can improve sales operations.
• Is comfortable working across multiple client environments and managing competing priorities.

You'll be a strong fit if you've built things like:

• A sales process in Salesforce with clearly defined opportunity stages, exit criteria, required fields, and automated pipeline hygiene checks.
• A forecasting process that brings together rep submissions, manager judgment, forecast categories, and opportunity data into a reliable weekly forecast.
• A forecasting system in Salesforce, Clari, BoostUp, or a similar platform, including automated rollups, reporting, and alerts.
• A weekly pipeline and forecast review cadence with standard dashboards, deal inspection processes, and clear follow-up actions.
• A territory and account assignment model that balances account coverage, sales capacity, and ownership rules.
• A sales capacity and quota planning model that incorporates headcount, ramp time, productivity, attainment, and revenue targets.
• Automations or AI workflows that reduce manual forecasting, pipeline inspection, or sales planning work.

Key Responsibilities

Pipeline Management & Sales Processes

• Design and implement sales processes, opportunity stages, qualification criteria, and pipeline management workflows.
• Configure Salesforce or HubSpot to support opportunity management, required data capture, pipeline hygiene, and sales handoffs.
• Build automated workflows that flag stalled opportunities, missing information, overdue close dates, and other pipeline issues.
• Work with sales leaders to improve pipeline inspection, deal management, and sales process adoption.

Forecasting & Operating Cadence

• Design and implement forecasting processes, including forecast categories, submission rules, rollups, and management reporting.
• Configure and improve forecasting tools such as Salesforce Forecasting, Clari, BoostUp, or similar platforms.
• Establish weekly forecast reviews, pipeline reviews, deal inspection processes, and management operating cadences.
• Build the reporting, dashboards, templates, and processes that support effective sales reviews and leadership decisions.
• Identify opportunities to automate forecast preparation, pipeline reporting, and follow-up actions.

Sales Planning & Automation

• Build sales capacity, territory, account coverage, and quota planning models.
• Configure territory and account assignment rules and automate updates where appropriate.
• Help clients connect their sales plans, quotas, and forecasts to their CRM and reporting systems.
• Use automation and AI to reduce manual work and improve the accuracy and consistency of sales operations.
• Support related projects involving pricing, CPQ, or deal approvals where relevant to the client's requirements.

Client Consulting & Delivery

• Work directly with CROs, sales leaders, and RevOps teams to understand their business challenges and operating processes.
• Assess existing systems, data, and processes, identify gaps, and recommend practical solutions.
• Independently lead client projects from discovery and design through implementation, testing, and handover.
• Work alongside Lean Layer's RevOps Consultants and GTM Specialists across multiple client engagements.
• Document solutions, establish clear processes, and train client teams to maintain and improve what you've built.

Building the Specialty

• Help develop Lean Layer's implementation approaches, templates, and best practices for Pipeline, Forecasting & Operating Cadence.
• Share technical knowledge, practical experience, and new approaches with the wider consulting team.
• Contribute to Deep Dive workshops, courses, and practical learning content.
• Stay current on forecasting technology, sales planning tools, and opportunities to use AI in sales operations.

Required Qualifications

• 6+ years of hands-on experience in Sales Operations, Revenue Operations, GTM Operations, or similar roles, with deep expertise in pipeline management, forecasting, and sales operating cadences.
• Proven experience designing and implementing sales processes, forecasting systems, and pipeline management workflows in B2B organizations.
• Advanced Salesforce experience, including opportunity management, forecasting, CRM configuration, flows, validation rules, reports, and dashboards.
• Hands-on experience building and running sales forecasting processes, including forecast submissions, manager rollups, pipeline inspection, and leadership reporting.
• Experience implementing or administering forecasting tools such as Salesforce Forecasting, Clari, BoostUp, or similar platforms.
• Strong Excel or Google Sheets skills, including building forecasting, sales capacity, territory, and quota planning models.
• Experience establishing sales operating cadences, including weekly forecast reviews, pipeline reviews, and management reporting.
• Strong understanding of SaaS sales metrics, including pipeline coverage, conversion rates, sales velocity, attainment, and forecast accuracy.
• Experience working directly with senior sales leaders to define requirements, improve processes, and implement solutions.
• Comfortable configuring CRM workflows and automations, troubleshooting data issues, and connecting sales systems.
• Able to independently manage client projects and communicate recommendations, progress, and risks.
• Can show us forecasting models, CRM workflows, dashboards, or sales planning systems you've personally built and explain how they work.

Preferred Experience

• Experience supporting high-growth B2B SaaS companies with recurring-revenue sales models.
• Consulting or agency experience across multiple client environments.
• Experience with HubSpot CRM in addition to Salesforce.
• Experience with CPQ, pricing, deal desk, discount approvals, or quote-to-cash processes.
• Experience implementing territory management or sales planning platforms.
• Familiarity with AI tools and automation platforms such as n8n, Zapier, or Make.
• Experience using SQL, Python, or other tools for sales data analysis and automation.
• Experience developing technical training, implementation templates, or educational content.
• Experience working with U.S.-based B2B companies.

Additional Information

Learn more about working at Lean Layer: https://www.leanlayer.com/career-at-lean-layer

Visa Sponsorship: We do not currently offer U.S. visa sponsorship or transfers.

Canadian and Brazilian Residents: Applications are welcome. Hiring outside the United States is currently through full-time contractor arrangements.