GTM Operations Manager

Company Overview: We are a rapidly growing elite cybersecurity company specializing in providing top-tier security services to our global clients. As we expand our international customer base and reach a growing number of segments and markets, we are seeking a skilled GTM Operations Manager to build, implement and enhance our sales processes, decision support and marketing efforts. This role is critical to enabling our sales teams to deliver exceptional results and furthering our mission of delivering the highest quality security solutions.

Position Summary: The GTM Operations Manager will be responsible for overseeing sales forecasting, reporting, and analytics, while continuously improving processes that support decision-making and Go-To-Market initiatives. This position will work closely with the sales and marketing teams to develop effective support tools that help the sales force be effective and scale.

Key Responsibilities:

1. Sales Forecasting and Reporting:

   • Develop and maintain accurate sales forecasts and reports, analyzing market trends and performance metrics to drive data-informed decision-making.

   • Provide regular updates to leadership on sales performance, pipeline status, and market insights.

   • Develop and maintain sustainable lead conversion process to support accurate sales forecasting and sales efficiency.

2. Process Improvement:

   • Identify opportunities for process improvements across sales and marketing functions, implementing changes that enhance efficiency and effectiveness.

   • Develop and maintain standardized processes and best practices for sales operations. Maintain and enhance sales support systems. Ensure data accuracy.

3. Decision Support:

   • Provide analytical support to sales leaders, offering insights and recommendations based on data analysis and market research.

   • Build relevant dashboards, reports and visual representations of data sets to support sales execution.

   • Collaborate with cross-functional teams to align strategic objectives and ensure effective execution.

4. Commissions and Incentive Plans:

   • Work with the finance and sales teams to design, implement, and manage commission structures and incentive plans that motivate the sales force and align with company objectives.

   • Monitor the effectiveness of incentive programs and make recommendations for adjustments as needed.

5. Sales Support:

   • Provide ongoing support to the sales team, facilitating training sessions and ensuring they have access to the resources needed to succeed.

   • Act as the liaison between sales, marketing, and other departments to ensure seamless communication and collaboration.

6. Analytics and Performance Metrics:

   • Implement and maintain KPIs to track sales and marketing effectiveness, regularly analyzing data to inform strategy and operational adjustments.

   • Utilize analytics tools to measure the impact of marketing campaigns on sales performance and provide feedback for future initiatives.

Qualifications:

• Bachelor’s degree in Business, Marketing, or a related field; MBA preferred.

• 5+ years of experience in sales operations or marketing operations, preferably within a technology or cybersecurity environment. Start-up experience a plus.

• Self-starter, who takes initiative and enjoys being instrumental in the team’s success.

• Strong analytical skills with experience in sales forecasting, reporting, and process improvement. Visual representation of large data sets. AI a plus.

• Good working knowledge of CRM tools, Salesforce, SQL, Tableau.

• Knowledge of commission structures and incentive plans.