GTM Operations Manager - Remote

About the role

This is an operational excellence role first. The right person takes genuine ownership over the infrastructure and growth enablement that powers our go-to-market teams — mapping how systems connect, identifying friction before it becomes a problem, and building the integrations and workflows that make Sales, Marketing, SDR, Customer Support, and Account Management measurably more effective in their day-to-day work.

Responsibilities

• Own and maintain a living, visual map of OTS's GTM tech stack — documenting how tools integrate, where data flows, and where dependencies exist across Marketing, Sales, SDR, Customer Success, and Support.
• Map the end-to-end GTM prospect and customer journey across all systems, from first touch through renewal, identifying where data handoffs occur and where continuity breaks down.
• Maintain clear, accessible documentation for all GTM systems — integration configurations, field mappings, routing logic, and workflow dependencies — so the team can operate and troubleshoot with confidence.
• Serve as the internal authority, requirements gatherer, and thought leader on how OTS's GTM systems connect.
• Conduct regular workflow audits across GTM roles — identifying manual steps, redundant processes, unclear handoffs, and missing automation that create friction or consume time that should go toward customers.
• Design and implement workflow improvements that increase the speed, clarity, and ease of day-to-day GTM operations — from lead routing and data entry to reporting access and task management.
• Build lightweight internal tools, views, and dashboards that surface the right information to the right people at the right time — reducing the need to export data, run manual queries, or ping other teams for status.
• Partner with team leads to understand role-specific pain points and translate them into durable operational improvements, not one-off fixes.
• Own the integrations between GTM platforms — HubSpot, Salesforce, Salesloft, Intercom, product usage, and adjacent tools — ensuring data flows accurately, completely, and without duplication or silent failures.
• Establish and maintain data quality standards across GTM systems: field definitions, object relationships, naming conventions, and enrichment logic that support reliable reporting and consistent operations.
• Monitor integration health proactively — identifying sync errors, broken workflows, or data inconsistencies before they affect team performance, and resolving them with urgency.
• Ensure a single, shared version of the truth is maintained across Marketing, Sales, and Customer Success — from top-of-funnel attribution through Finance.
• Build and maintain the reporting infrastructure that gives GTM team members and leadership clear, timely visibility into funnel performance, team activity, and pipeline health — without requiring manual data pulls.
• Define and govern the KPI framework for GTM operations: what we track, how it's calculated, where it lives, and how it's surfaced to different stakeholders.
• Proactively identify gaps in GTM visibility — metrics that aren't being captured, processes that aren't being measured — and build the infrastructure to fill them.
• Evaluate new tools and vendors with rigor: understanding how they fit into the broader data ecosystem, what operational overhead they introduce, and whether they unlock meaningful new capacity for the GTM team.
• Manage the vendor lifecycle for GTM platforms — renewals, configuration updates, user provisioning, and ongoing optimization — in coordination with Finance and IT.

Qualifications

• Operational Excellence Mindset
• Deep hands-on experience with CRMs — particularly Salesforce and HubSpot — including object modeling, workflow automation, field configuration, and integration architecture.
• Comfort working across the GTM tech ecosystem: marketing automation, SDR tooling, enrichment platforms, CS platforms, and the integrations that tie them together.
• Experience building or managing integrations via native connectors, middleware platforms (e.g., Zapier, Make, Workato), or direct API configuration.
• GTM Context & Curiosity
• Strong documentation instincts — you leave things clearer than you found them, and you treat good documentation as a form of leverage, not overhead.
• Familiarity with integration middleware platforms (Zapier, Make, Workato) or direct API configuration.
• Background in B2B SaaS, ideally in a high-growth stage company.