Senior Manager, GTM Effectiveness

Job Description

Position Title: Senior Manager, GTM Effectiveness

Location: Dallas, TX

Your role

The Senior Manager, GTM Effectiveness is responsible for driving operational excellence across the end-to-end Lead to Contract lifecycle, ensuring scalable, efficient, and data-driven execution of go-to-market processes. This role plays a critical leadership function in aligning Sales, Commercial, Finance, Legal, IT operations to deliver seamless deal execution and improved business outcomes.

In addition to owning process optimization and governance, this role will play a key part in partnering with and helping build out the AMER Quote Desk, ensuring consistent execution, clear operating models, and alignment with global standards.

What you'll do:

GTM Process Ownership & Optimization

• Own and optimize the end-to-end Lead to Contract process, ensuring efficiency, scalability, and alignment with business objectives
• Identify and implement process improvements that reduce friction, improve cycle times, and enhance user experience
• Partner with functional stakeholders to streamline workflows and eliminate duplication across teams
• Maintain and govern process documentation, SOPs, and work instructions
• Act as a business approver for system and process changes impacting Lead to Contract workflows

Cross-Functional Leadership & Stakeholder Management

• Build strong partnerships across Sales, IT, Finance, Legal, Commercial, and Contract Management teams
• Serve as a key liaison to identify, escalate, and resolve cross-functional issues impacting deal execution
• Lead forums and working sessions to drive alignment, surface issues, and enable collaborative problem solving
• Anticipate downstream impacts of process or system changes and proactively manage risk

Metrics, Analytics & Performance Management

• Define and track KPIs for Lead to Contract performance, including quote cycle time, win rates, SLA adherence, and process health
• Build and maintain dashboards (e.g., Power BI) to provide visibility into operational performance
• Analyze trends and bottlenecks, delivering actionable insights to leadership
• Drive a culture of data-driven decision making across GTM teams

Training, Enablement & Change Management

• Develop and deliver training programs to support process adoption and system changes
• Partner with Quote Desk and Sales leadership to drive consistent enablement across regions
• Build and support a network of change champions to sustain adoption
• Lead communication strategies for process, policy, and system updates

Technology & Systems Enablement

• Partner with IT and business product owners to define requirements for system enhancements
• Drive improvements in CRM, CPQ, and Contract Lifecycle Management tools
• Ensure technology effectively supports Quote Desk operations and broader GTM processes

Operational Cadence & Continuous Improvement

• Lead regular business cadences, including executive reporting, operational reviews, and alignment forums
• Deliver concise updates on priorities, risks, and performance metrics
• Identify and drive continuous improvement initiatives across GTM and Quote Desk operations
• Support post-go-live stabilization through office hours, triage sessions, and ongoing optimization

What you'll need

• 8+ years of experience in Sales Operations, Revenue Operations, GTM Strategy, or related fields
• Proven experience managing or optimizing Lead to Contract / Quote to Cash processes
• Experience working with or supporting Quote Desk / Deal Desk functions, preferably in a global or regional capacity
• Strong analytical skills with the ability to translate data into actionable insights
• Demonstrated ability to lead cross-functional initiatives and influence senior stakeholders
• Experience with CRM/CPQ systems (e.g., Salesforce) and reporting tools (e.g., Power BI)
• Strong communication, leadership, and stakeholder management skills

Preferred Experience

• Experience in the data center, technology, or infrastructure industry
• Experience supporting or building regional Quote Desk or Deal Desk teams
• Familiarity with Contract Lifecycle Management (CLM) tools
• Background in process improvement methodologies (Lean, Six Sigma, etc.)

A bit about us

Digital Realty brings companies and data…