Revenue Operations Strategy Manager, AI & GTM Systems
Listed on 2026-02-20
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IT/Tech
Data Analyst, Business Systems/ Tech Analyst
Revenue Operations Strategy Manager, AI & GTM Systems
United States
Revenue Operations Strategy Manager, AI & GTM Systems
Date: 02.2026
Function:
Revenue Operations / GTM Strategy
Reports to:
Sr. Director, FP&A & Revenue Operations
Position Summary
The Revenue Operations Strategy Manager, AI & GTM Systems designs and documents the end-to-end architecture of the Go To Market (GTM) and Customer Journey technology stack, with emphasis on embedded AI capabilities. The role maps systems, data flows, and workflows, ensuring accurate, consistent, and actionable data across the revenue lifecycle.
They own the strategy, documentation, and governance of integrations and data contracts (not hands on build), serving as the connective tissue between GTM leaders, Rev Ops, IT, and Analytics. The ideal candidate blends strong Rev Ops architecture skills with hands‑on understanding of AI/LLMs in GTM contexts (e.g., routing, enrichment, scoring, outreach, customer insights).
Key Responsibilities
Tech Stack Architecture & Documentation
- Maintain a comprehensive blueprint of the GTM and customer journey tech stack, including systems, integrations, workflows, and AI touchpoints.
- Document currentandtarget statearchitectures across CRM/CPQ/ERP, engagement, enrichment/intent, routing, and customer success platforms.
- Define RACI, data object ownership, , and integration patterns across GTM systems.
Data Quality, Governance & Source of Truth
- Partner with Rev Ops, Analytics/BI, and Finance to define core metrics, systems of record, and end-to-end data lineage.
- Identify gaps and inconsistencies; recommend fixes across process, field design, tooling, and SLAs.Establish governance standards including naming conventions, lifecycle definitions, enrichment rules, QA tests, and change management protocols.
AI Strategy Across the GTM Stack
- Catalog all current AI use cases across GTM (e.g., 6sense, Clay, ChatGPT/Copilot, Gong, Churn Zero, Lean Data).
- Partner with GTM leaders to prioritize and design AI powered workflows that improve conversion, productivity, and customer health (e.g., AI assisted prospecting, next best action, health/risk signals).
- Ensure AI tools integrate into core systems in ways that are auditable, explainable, and tied to measurable KPIs.
- Translate business requirements into solution designs, data contracts, and integration specs for Salesforce, Net Suite, Outreach, Churn Zero, and other platforms.
- Provide architecture and quality oversight for integration and automation initiatives (lead lifecycle, quote flows, billing, renewals, customer health).
- Evaluate new tools and changes for architectural fit, data integrity, and alignment with the Rev Ops roadmap.
GTM Analytics Enablement
- Ensure the GTM data model supports ARR waterfall, funnel conversion, pipeline quality, product usage, churn/expansion, and other core dashboards.
- Partner with the GTM Systems Team to guarantee upstream configurations enable trusted, consistent “single source of truth” reporting.
- Support creation of self-service views and documentation so GTM teams can understand and interpret metrics.
Cross‑Functional Partnership & Change Management
- Advise Marketing, SDR, Sales, Partnerships, Customer Success, Product, and Finance leaders on optimal use of the GTM and AI stack.
- Lead discovery, requirements, and tradeoff discussions to design scalable, AI aware solutions.
- Drive change‑management initiatives, including stakeholder alignment, rollout plans, training, and documentation.
Skills & Experience
- Bachelor’s degree in business, Information Systems, Engineering, Data/Analytics, or related field preferred.
- 8+ years in Revenue Operations, Sales Operations, GTM Strategy, or AI/ML workflow design in B2B SaaS.
- Proven experience designing or overseeing GTM architecture across platforms such as Salesforce CPQ, Net Suite, Gong, Churn Zero, and engagement/data providers (Outreach, Zoom Info, 6sense, Clay, Qualified, Lean Data).
- Hands‑on familiarity with AI in GTM (LLMs, copilots, conversational intelligence, predictive scoring, enrichment, intent).
- Strong analytical and problem solving ability; skilled at connecting process, data architecture, and reporting requirements into coherent…
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