GTM Operations Manager

On The Stage•New York, NY

About The Position

On The Stage (OTS) is scaling fast, and our GTM (go-to-market) technology stack needs to run cleanly at every stage of our growth. As our GTM Operations Manager, you'll be the person who keeps that engine humming — ensuring our technology stack is high-fidelity, our data is trustworthy, and every GTM team member can leverage our GTM tool tech stack without friction to focus on prospects and customers. 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. You'll partner closely with our Founding GTM Engineer, who will own pipeline generation and growth programs, and together you'll ensure OTS operates with a single version of the truth from top-of-funnel through revenue. This is a strategic, high-visibility role reporting directly to the SVP of CS & Business Operations, with direct exposure to the Senior Leadership Team. As our GTM Operations Manager, you own the reliability, coherence, and usability of the systems that underpin our go-to-market motion. You’ll ensure our tools, data, and workflows are set up to execute reliably with high fidelity, by steering a clear roadmap of our GTM architecture that outlines future opportunities for innovation. Your work directly enables the productivity and confidence of every GTM team member leveraging our tools seamlessly and seeing continuous improvement of their day-to-day usage. Success looks like: GTM team members who spend their time on prospects and customers, not on workarounds. A tech stack that is well-documented, well-integrated, and evolving intentionally. Insights should surface automatically and friction disappears before anyone has to ask.

Requirements

5+ years of experience in GTM Operations, Revenue Operations, Sales/Marketing Systems, or a closely related function.
Demonstrated ability to build consensus among senior, cross-functional stakeholders on competing requirements, and to translate that alignment into a clear, executable program plan.
Proven hands-on experience with Salesforce and/or HubSpot, including administration, workflow configuration, and integration management.
Demonstrated ability to document, audit, and improve GTM workflows and system integrations at a cross-functional level.
Strong analytical skills with the ability to trace data issues, validate integration accuracy, and maintain data quality standards across systems.
Excellent communication skills — able to translate between business needs and technical implementation, and document systems for non-technical audiences.
Strong organizational skills with the ability to manage multiple workstreams and competing priorities in a fast-paced environment.
Operational Excellence Mindset: Takes genuine ownership over systems, notices and fixes friction before it compounds, cares about sustainability as much as speed, turns complexity into clarity, communicates with precision and empathy.
Technical Aptitude: Deep hands-on experience with CRMs (Salesforce, HubSpot), comfort working across the GTM tech ecosystem, ability to trace data through complex systems, experience building or managing integrations via native connectors, middleware platforms, or direct API configuration.
GTM Context & Curiosity: Understands GTM roles' day-to-day realities, first-principles problem solver, strong documentation instincts, obsessive learner.

Nice To Haves

SQL proficiency for self-serve data analysis, debugging, and validation.
Hands-on experience with Qualified, RB2B, Clay, or similar enrichment, intent, and analytics platforms.
Experience building internal dashboards, reporting views, or lightweight tools to unify data across systems.
Familiarity with integration middleware platforms (Zapier, Make, Workato) or direct API configuration.
Background in B2B SaaS, ideally in a high-growth stage company.

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.
Own a rolling tech stack roadmap that reflects OTS's current needs and future direction — identifying tools to evaluate, integrations to deepen, capabilities to build, and platforms to consolidate or sunset.
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.