GTM Operations Lead

GTM Operations Lead

Department: Sales

Employment Type: Permanent - Full Time

Location: Chicago

About the team Revenue 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

GTM 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 Rev Tech 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

Essential

• 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)

We 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…