GTM Operations Manager

Smartcat•Boston, MA

7h•Remote

About The Position

Smartcat is seeking an analytical, execution-oriented, and AI-first GTM Operations Manager to help build, run, and improve the systems and processes that power Smartcat's go-to-market organization. This is a broad, hands-on role spanning Sales Operations and Customer Operations, with balanced support for both pre-sale and post-sale motions. Depending on business priorities, you may work on lead and pipeline management, territory and capacity planning, forecasting, Deal Desk, customer handoffs, renewals, expansion, reporting, systems administration, or workflow automation. You will partner with GTM leaders and frontline teams to identify operational gaps, translate business needs into scalable solutions, and improve visibility and execution across the customer lifecycle. You will use AI as a core part of how you work—accelerating analysis, automating workflows, improving decision-making, and helping teams adopt practical AI-enabled ways of working. As Smartcat continues to define the core roles within its evolving GTM Operations team, this position offers the flexibility to contribute broadly and, over time, align to a more specialized area based on organizational needs and individual strengths. This role reports to the Head of Revenue Operations.

Requirements

4–7+ years of experience in Revenue Operations, Sales Operations, Customer Operations, or Business Operations in a B2B SaaS environment.
Broad experience across both pre-sale and post-sale motions, with working knowledge of several GTM disciplines such as lead and pipeline management, forecasting, territories, Deal Desk, customer handoffs, renewals, or expansion.
A track record of succeeding in a hands-on, cross-functional operations role and adapting quickly as priorities change.
Strong practical fluency with generative AI and automation tools, including the ability to identify high-value use cases, build AI-assisted workflows, evaluate outputs critically, and help others adopt new capabilities responsibly.
Strong CRM expertise, including workflow automation, lifecycle stages, reporting, data quality, and integrations.
Strong business intelligence and analytical skills, with the ability to turn complex data into clear insights and recommendations.
Experience working across a modern GTM technology stack; experience with tools such as Chili Piper, ZoomInfo, DealHub, sales engagement, customer success, territory management, or enablement platforms is helpful, but expertise in every category is not expected.
A builder mindset and comfort moving between analysis, process design, systems, automation, documentation, and hands-on execution.
Strong problem-solving, prioritization, communication, and stakeholder-management skills.
Ability to translate business goals into practical operational solutions and carry work from initial analysis through implementation and adoption.

Nice To Haves

Experience implementing AI-enabled workflows, GTM systems, or cross-platform automations is a plus.

Responsibilities

Partnering with GTM teams to solve operational challenges across the customer lifecycle, from lead management and new-business pipeline through handoffs, renewals, and expansion.
Using AI, automation, and strong systems thinking to simplify workflows, improve team productivity, and reduce manual work.
Delivering clear reporting, analysis, and insights that improve forecasting, planning, pipeline visibility, and business decisions.
Supporting selected systems, process, or commercial initiatives—such as CRM improvements, Deal Desk, territories, data quality, or GTM tooling—based on current priorities.
Leading cross-functional projects from problem definition through implementation, documentation, adoption, and continuous improvement.
Helping shape the evolving GTM Operations function while developing deeper expertise in the areas that best align with business needs and your strengths.