GTM Strategy and Operations Manager

We are seeking a highly analytical, technically proficient GTM Strategy and Operations Manager to own the data, AI workflows, systems and operating processes that govern pipeline from opportunity creation through close, customer handoff and renewal. This is a hands-on builder role at the intersection of GTM Operations, analytics and GTM Engineering. The successful candidate will establish trusted pipeline and forecast reporting, turn commercial data into decisions, and build governed AI-enabled workflows that improve forecast accuracy, deal execution, retention visibility and leadership insight.

What You Will Do (Essential Responsibilities):

• Analytics, Data and Decision Infrastructure:

• Own the analytical foundation for pipeline through renewal, including the commercial data model, metric definitions, source-of-truth logic, transformations and dashboard architecture.

• Build reliable reporting for pipeline coverage, stage conversion, win rate, deal size, sales cycle, slippage, forecast accuracy, retention, renewal risk and partner contribution.

• Create analytical views across region, segment, product, source, owner, partner, opportunity type and cohort, using trend and root-cause analysis to explain performance drivers.

• Establish data-quality monitoring, reconciliation and reporting QA across Salesforce, Clari and related sources so leaders can trust outputs and understand metric lineage.

• Deliver decision-ready pipeline, forecast and renewal narratives that distinguish signal from noise and recommend specific management actions.

• AI, Automation and GTM Engineering:

• Design, build and operate production-ready AI workflows for opportunity hygiene, deal-risk detection, forecast commentary, meeting intelligence, next-step quality, renewal preparation, churn and expansion signals, and management reporting.

• Connect AI capabilities to Salesforce, Clari, Clari Copilot and structured commercial data using low-code tools, integrations, APIs and agent-based platforms.

• Define prompts, structured outputs, evaluation criteria, exception handling, human-in-the-loop controls and monitoring for accuracy, adoption and business impact.

• Apply appropriate governance for data security, permissions, transparency and responsible use while continuously testing and improving workflow performance.

• Identify high-value automation opportunities, quantify expected benefit and measure realised gains in forecast accuracy, seller capacity, cycle time and retention visibility.

• Opportunity, Pipeline and Forecasting Ownership:

• Own the Salesforce opportunity lifecycle from creation through qualification, progression and close, including stages, entry and exit criteria, required fields, validation and hygiene standards.

• Own the forecasting operating model, including cadence, hierarchy, categories, inspection views, submissions, governance and forecast-accuracy measurement.

• Administer and optimise Clari and its Salesforce integration, ensuring access, roll-ups, workflows and data are accurate, usable and trusted.

• Use Clari and Clari Copilot insights to surface movement, slippage, risk, upside, stakeholder coverage and coaching opportunities for leaders and sellers.

• Partner with Sales leadership to improve pipeline discipline and execution through clear process, enablement, inspection and data-led intervention.

• Close, Renewal and Partner Operations:

• Own closed-won handoff into implementation and Customer Success, including required context, ownership, service levels, milestone capture and exception management.

• Design and maintain renewal processes covering record creation, ownership, timelines, stages, risk, forecast categories, escalation, retention outcomes and expansion signals.

• Own scalable processes for partner-sourced and partner-influenced opportunities, including registration, approval, attribution, handoffs and performance reporting.

• Ensure closed-lost, churn and contraction reasons are consistently captured and converted into actionable insight.

• Cross-Functional Leadership and Governance:

• Serve as the operational and analytical partner to Sales, Customer Success, Partnerships, Finance, GTM Systems and executive leadership for pipeline-to-renewal performance.

• Lead requirements gathering, process design, solution configuration, testing, release management, documentation, enablement and adoption measurement.

• Drive alignment on commercial definitions, forecast policy, data standards and prioritisation, balancing near-term needs with scalable architecture.

What You'll Need (Required Knowledge, Skills & Abilities):

• 4+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Customer Operations, GTM Engineering, Revenue Systems or an equivalent technical GTM role in a B2B technology or SaaS environment.

• Advanced analytical ability, including experience designing data models, metric definitions, dashboard architecture and scalable reporting infrastructure for operational and executive decision-making.

• Strong Salesforce proficiency across opportunity data modelling, process design, automation, reports, dashboards, permissions and data-quality governance.

• Hands-on experience with forecasting processes and platforms, preferably Clari, including configuration, inspection, reporting and forecast-accuracy analysis.

• Demonstrated success building and operationalising AI-enabled workflows using low-code tools, integrations, APIs or agent-based platforms.

• Working knowledge of AI workflow design, including prompt design, structured outputs, testing and evaluation, monitoring, exception handling and human oversight.

• Experience designing opportunity, close, customer handoff, renewal and recurring-revenue reporting processes.

• Ability to combine quantitative analysis with commercial judgement, communicate clear recommendations and influence senior cross-functional leaders.

• Strong requirements-gathering, process-mapping, solution design, testing, documentation and change-management skills.

What Would Be Nice (Preferred Experience):

• Experience with Clari Copilot, conversation intelligence or AI-assisted deal inspection.

• Experience with SQL, BI tools, data transformation, reverse ETL or warehouse-based reporting.

• Experience building GTM applications, internal tools or agents in a GTM Engineer capacity.

• Exposure to Salesloft, Lusha, Clay, Nooks, Qualified or LinkedIn Sales Navigator, plus experience supporting enterprise or multi-product recurring-revenue motions.