GTM Operations Analyst

About the role

The GTM Operations Analyst will be a critical partner to Sales, Customer Success, and Marketing teams as well as Commercial Leadership, focused on improving opportunity management, pipeline hygiene, and overall sales funnel effectiveness. This role is highly cross-functional and relational, acting as a connective tissue between Revenue Operations, Sales, Customer Success, Marketing, Sales Enablement, Legal, Revenue Accounting, Product, and Business Operations teams.

Responsibilities

• Support Sales Reps and Commercial Leadership in opportunity management, pipeline hygiene, and inspection cadences.
• Partner on FY26 account planning and capacity planning, including Pod and Primary Industry alignment.
• Support Sales Enablement refreshes across core opportunity management processes and quoting & contracting enablement.
• Contribute to Quote-to-Cash and Billing improvement initiatives by identifying process gaps and partnering with RevOps and FinOps teams.
• Support Sales Compensation (SIP) operations, including compensation plan administration, quarterly commission calculations, and supporting annual planning, partnering with Accounting, Finance, Legal, People, and Revenue Leadership teams.
• Build scalable content, documentation, and repeatable processes to increase sales funnel effectiveness.
• Aid in automation and efficiency initiatives by identifying manual processes and bottlenecks across the GTM funnel and helping implement scalable solutions using existing and new tools.
• Serve as a cross-functional partner by translating business needs into operational and technical requirements and supporting rollout of new GTM capabilities.

Requirements

• 2–5+ years of experience in GTM Operations, Revenue Operations, Sales Operations, or a related role.
• Strong understanding of B2B sales processes, pipeline management, and forecasting.
• Experience working closely with Sales teams and senior GTM leadership.
• Hands-on experience with Clari, Salesforce, and sales enablement workflows.
• Strong communication and stakeholder management skills, with the ability to influence without authority.
• Highly organized, detail-oriented, and comfortable operating in a fast-paced, scaling environment.

Nice to Have

• Experience supporting account planning and capacity modeling.
• Exposure to Variable Compensation programs.
• Familiarity with configure, price, and quote (CPQ) and quote-to-cash (Q2C) processes.
• Exposure to AI-driven sales tools and forecasting methodologies.
• SaaS, B2B, or Fintech experience.