GTM Operations Analyst

FiscalNote•Washington, DC

About The Position

We're building out our Revenue Operations function and looking for a GTM Operations Analyst to help us run and scale the tools, data, and processes that power our go-to-market motion. This is a high-visibility role where you'll sit at the intersection of Sales, Marketing, and Customer Success — owning the tools and processes that support the entire customer lifecycle — from pipeline generation to retention and expansion. You'll own the administration and optimization of our core sales tech stack, serve as a strategic partner to the teams that use it every day, and work cross-functionally to identify and fix the operational gaps that slow teams down. The Revenue Operations team sits at the center of our go-to-market organization, aligned strategically under Finance. We centrally own the systems, data, and processes that help Sales, Marketing, and Customer Success teams work efficiently and grow revenue. We're a small, high-impact team that operates with a lot of ownership, and works closely with senior stakeholders across the business. You have a Sales Ops or Revenue Ops background and are comfortable owning tools end-to-end — not just using them, but configuring them, troubleshooting them, and making sure they're actually driving value. You're process-oriented but pragmatic, and you know how to balance operational rigor with the fluidity that sales teams demand. You're equally comfortable pulling a report, redesigning a workflow, or sitting in a room with Sales leadership to understand what's slowing their team down. You don't wait to be told what to fix.

Requirements

1–3 years of experience in Sales Operations, Revenue Operations, or a GTM Ops role at a B2B SaaS company
Hands-on experience administering sales tools like Gong, ZoomInfo, or similar conversation intelligence and data enrichment platforms
Working knowledge of Salesforce. You can build reports, manage records, and understand how data flows through the system even if you're not a full admin
Strong process orientation. You can document a workflow, spot where it breaks, and propose a fix
Comfortable working directly with Sales and Marketing stakeholders, managing requests, and setting expectations
Familiarity with B2B SaaS GTM motions. You understand the sales cycle, pipeline stages, and how ops fits into the revenue engine

Nice To Haves

Experience with sales engagement or parallel dialer tools like Nooks, Outreach, Salesloft, etc.
Exposure to intent/buying signal tools like Demandbase, 6sense, or similar
Experience supporting compensation plan design or administration in tools like QuotaPath, CaptivateIQ, or similar
Salesforce Admin certification or meaningful self-study toward it
Experience working on a small ops team where you've had to be a generalist

Responsibilities

You will be the primary owner and administrator for our core sales tech stack, including, but not limited to Gong Engage, ZoomInfo, LinkedIn Sales Navigator, Nooks, and Chili Piper. For each tool you’re responsible for core system administration, building and maintaining processes, driving adoption, partnering closely with Sales Enablement to ensure proper adoption and usage, and proactively identifying opportunities to get more value out of what we're paying for.
Partner with Sales, CS and Marketing leadership to design and operationalize GTM workflows that support the entire customer lifecycle – driving pipeline, net retention, and customer satisfaction. This includes translating account signals from data providers, designing routing logic, trigger conditions, and follow-up workflows across tools, and documentation so workflows can be handed off, repeated, and iterated on.
Serve as the operational point of contact for Sales, Marketing, and Customer Success teams. This means fielding and triaging requests for reporting, process changes, and tool support, translating business requirements into clear specs that can be built in Salesforce or other platforms. You will proactively identify broken or inefficient processes before they escalate and will collaborate with Sales Enablement to maintain and update onboarding resources and training materials for the tools and workflows you manage.
Own the administration and technical health of QuotaPath and Gong Forecasting — ensuring both tools are properly configured, connected to the right data sources, and producing accurate outputs. While commissions and forecasting are owned by FP&A, you are the operational point of contact when something breaks, data looks wrong, or a configuration change is needed. This means gathering requirements from FP&A, translating them into system changes, and coordinating across teams to get them implemented correctly.