Senior GTM Operations Analyst (Rev Ops Analyst)

Overview

SolarWinds is transforming its go-to-market strategy by converting its installed base to subscription licensing and expanding its Observability, Service Management, and Database portfolios globally. The company is hiring a Senior Revenue Operations Specialist to support this transformation.

Position Summary

The Senior Revenue Operations Specialist will be part of the GTM Technology team and will be responsible for designing and governing CRM workflows, leading cross-functional process improvements, and managing complex, multi-stakeholder initiatives across Sales, Support, Customer Success, and Services functions.

Focus Areas

• CRM Systems & Workflow Design
• Enterprise Sales Lifecycle Operations
• Cross-Functional Project Delivery
• Global Process Governance

Responsibilities

Systems & Process Design

• Own the design, documentation, and ongoing governance of CRM workflows across Salesforce and Gainsight, ensuring alignment with enterprise sales and customer success motions
• Identify process gaps and inefficiencies across the customer lifecycle and architect scalable solutions in partnership with Operations, IT, and business stakeholders
• Translate business requirements into system design specifications, workflow configurations, and documented process standards
• Maintain process documentation, data dictionaries, and system design artefacts as living, up-to-date resources
• Evaluate and recommend improvements to tooling and workflows that reduce manual effort and increase data integrity across the GTM stack

Project & Program Delivery

• Manage multiple concurrent initiatives from initiation through go-live, ensuring on-time delivery against scope, timeline, and stakeholder expectations
• Develop and maintain project charters, requirements specifications, project plans, test documents, and status reports
• Lead cross-functional, globally distributed teams through structured delivery frameworks
• Cook User Acceptance Testing with stakeholders; prepare training materials and process documentation for new system rollouts
• Close projects by validating that delivered solutions meet expected business outcomes and conducting post-implementation reviews

Stakeholder Engagement & Collaboration

• Engage stakeholders across Support, Customer Success, Sales, and Revenue Operations to define project scope, align priorities, and manage expectations
• Act as a subject matter expert between GTM Technology and business teams for systems-related requests, projects, and escalations
• Persist with global teams across EMEA and APAC, maintaining delivery momentum across geographies and time zones
• Prepare and deliver presentations to senior stakeholders; propose solutions and drive decisions with clarity and confidence

Qualifications

• Bachelor’s or Master’s degree
• 5+ years of experience in Revenue Operations, Customer Operations, or Sales Operations in a B2B SaaS or technology environment
• Demonstrated hands-on experience designing and configuring workflows in CRM platforms—Salesforce required
• Deep understanding of the enterprise B2B sales lifecycle end to end: pipeline management, opportunity stages, renewal motions, and post-sale customer success workflows
• Proven ability to translate business requirements into system design and documented process specifications
• Experience managing projects across global, cross-functional teams in a matrixed organization
• Project management certification—PMP, PRINCE2 Foundation & Practitioner, or equivalent
• Fluent in spoken and written English; excellent verbal and written communication skills
• Confident presenting to senior stakeholders, proposing solutions, and driving decisions under ambiguity
• Strong organizational skills with the ability to manage competing priorities and meet deadlines without sacrificing quality
• Experience with JIRA for project tracking and backlog management preferred

The Ideal Candidate

• Brings a systems-thinker mindset—you don’t just document processes, you redesign them with upstream and downstream impact in mind
• Has genuine hands-on experience in CRM administration and workflow design, not just functional knowledge
• Has worked across geographies and understands how to keep globally distributed teams aligned and moving
• Earns stakeholder credibility quickly at all levels—you communicate in outcomes, not activity
• Is energized by operational complexity and thrives in environments where structure must sometimes be created, not inherited
• Closes projects—you know how to manage scope, escalate risks early, and still deliver on time
• Has a passion for using technology to make customer-facing teams more effective and data-driven