GTM Operations Data Manager

This role is located in Somerville, MA - We are a hybrid work environment and are in the office 3+ days/per week.

Tulip, the leader in AI-native frontline operations, is helping companies around the world equip their workforce with composable, connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Tulip’s cloud-native, no-code platform, powered by embedded AI, is driving the digital transformation of industrial environments through composable, human-centric solutions that go beyond disrupting the Manufacturing Execution System (MES) category.

A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany, Hungary, Singapore, and Israel. Tulip has been recognized as a World Economic Forum Global Innovator, a 2024 Deloitte Technology Fast award winner, one of Energage’s Top Workplaces USA, and one of Built In Boston’s "Best Places to Work" and "Best Midsize Places to Work."

This is a high-leverage strategic role focused on the “Growth” side of the house. You will own the data architecture and strategic planning that powers our Sales organization. Your mission is to use data and AI to ensure our Sales team is targeting the right accounts, at the right price, with the most efficient process possible. You are the architect of our Go-To-Market (GTM) engine.

You are a strategic architect who thrives at the intersection of data science, commercial strategy, and systems engineering. You don’t just build dashboards; you build the structural integrity of the entire Sales engine. You possess a “systems-first” mindset, naturally obsessed with creating scalable structures and clean data schemas that allow for advanced AI modeling and predictive lead scoring. As a master communicator, you can distill complex pricing simulations or TAM (Total Addressable Market) analyses into clear, executive-level narratives that drive board-level decisions.

You are deeply curious about the frontier of Revenue Operations, constantly evaluating how AI can be leveraged for territory optimization, pipeline forecasting, and automated prospecting intelligence.

• Strategic
  
  Experience:
  
  5+ years in Sales Ops, GTM Strategy, or Management Consulting within B2B SaaS.
• Structural Mastery: Proven track record of redesigning Salesforce data structures, lead routing logic, and attribution models to support high-growth teams.
• AI & Planning Proficiency: Experience evaluating or deploying AI for Sales, such as predictive lead scoring, automated territory carving, or AI-driven “Next Best Action” for reps.
• The Technical Stack: Advanced Modeling:
  Expert SQL and Excel/Sheets skills are non-negotiable.
  • BI Platforms: Deep experience with Sigma, Tableau, or Power BI.
  • Systems: Advanced Salesforce (SFDC) knowledge; ability to partner with Admins to drive architectural changes.
• Strategic Initiatives: Experience leading TAM/SAM/SOM analysis, Pricing & Packaging redesigns, and Sales Incentive/Commission planning.
• Bachelor degree in relevant field required. MBA preferred.

• TAM & Territory Strategy:
  Define the “Golden Record” ICP and use AI/data to carve territories for optimal rep productivity and coverage.
• Sales AI Implementation:
  Evaluate and pilot AI tools for pipeline prioritization; build models to predict lead conversion based on win patterns.
• Pricing & Elasticity:
  Partner with Finance and Product on pricing changes; analyze discounts and win/loss data to optimize Price Book and packaging.
• Pipeline Architecture:
  Redesign funnel stages and data requirements to ensure accurate stage transitions for high-fidelity forecasting.
• Strategic Forecasting:
  Build “Scenario Models” (e.g., headcount changes) to support leadership’s fiscal planning.
• Sales Productivity:
  Identify process bottlenecks (legal cycles, slow lead response) and drive cross‑functional projects to eliminate them.

• Sales leads
  • To align territory and quota strategy.
• Marketing Ops
  • To ensure the “Lead-to-Sales” handoff is seamless and automated.
• Finance
  • To align sales targets with the company’s financial goals and P&L.
• Sales Enablement
  • To ensure the field…