GTM Process & Automation Manager

ShipBob, Inc.

4d•$101,629 - $169,381•Remote

About The Position

ShipBob is seeking an individual contributor to improve the design of North American sales processes and optimize the systems that support them. The role works with BDRs, AEs, managers, and sales leaders to identify process breakdowns, system friction, and manual work that can be automated. It owns the end-to-end improvement cycle: discovering and scoping problems, recommending solutions, aligning stakeholders, building changes, driving adoption, measuring results, and iterating. The role builds and configures solutions using tools such as Salesforce, Gong, Clay, Claude, and n8n, and partners with Enablement to support changes with training and accountability. It owns adoption and consistency reporting for the North American sales organization and reports to the Director of Revenue Strategy and Operations. In the first 12 months, the role is expected to improve core sales processes and sales outcomes; increase adoption of processes, systems, and signal-based prospecting; reduce manual and non-sales work through automation; reduce the systems AEs use to manage deals; promote consistent next-best-action prioritization; ship tools and automations with measurable impact; and establish adoption and consistency reporting with regular leadership reviews. The position is remote in the listed states: AL, AZ, CA, CO, FL, GA, KS, KY, IA, ID, IL, IN, LA, MA, ME, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, RI, SC, TN, TX, UT, VA, VT, WA, and WI. The base salary range is $101,629–$169,381, with eligibility for the Company's discretionary bonus plan. ShipBob describes a competitive total compensation package and provides full-time employees access to AI and productivity tools from their first day.

Requirements

8+ years of experience in Revenue Operations, Sales Operations, Sales Enablement operations, or GTM engineering; ideally supporting a B2B sales team.
Track record of improving process design by consulting the people who perform the work, driving adoption, and demonstrating results with data.
Experience mapping end-to-end workflows across multiple tools and removing steps through automation, integration, or consolidation.
Ability to identify manual work worth automating, estimate its time cost, and assess what is worth building.
Demonstrated experience building and shipping automations, AI agents, or internal tools that people use.
Hands-on experience with Salesforce and Gong.
Ability to turn field feedback and system data into a clear point of view and defend recommendations with both VPs and reps.
Comfort reporting adoption and consistency data to leaders and constructively holding people accountable.
Ability to own problems end to end and iterate until the solution works.
Excellent communication skills, including facilitating working sessions with reps and presenting recommendations to VPs.

Nice To Haves

Experience with Clay, n8n, or similar workflow tools.
Hands-on experience building with LLMs such as Claude.

Responsibilities

Observe how BDRs, AEs, managers, and sales leaders use Salesforce, Gong, and other workflow systems; identify flawed processes, workarounds, system friction, and repeated manual tasks.
Map the AE workflow from first meeting to closed-won, including the systems used at each step.
Define problems with baselines, success metrics, and estimated impact; prioritize by time saved, systems removed, and reps affected.
Use field conversations, system data, and call recordings to present options, trade-offs, and recommendations to the Director and GTM leaders.
Align Sales leadership, Enablement, GTM Systems, and other stakeholders on owners, timelines, and success criteria before building solutions.
Improve process design and build workflow automations in n8n, AI agents and skills in Claude, signal-based prospecting plays in Clay, and configurations in Salesforce and Gong.
Partner with GTM Systems on integration and consolidation decisions; optimize systems, remove manual steps, and bring work into systems reps already use.
Own adoption of each process and system change from launch through sustained use, using automation, in-system guardrails, prompts, and manager inspection routines.
Set standards for how funnel stages should run and reduce process variation across reps, teams, and segments.
Define and report adoption, consistency, and outcome metrics across the North American sales organization; review results regularly with sales and RevOps leaders, flag gaps, make clear asks, and escalate when adoption stalls.
Maintain a feedback loop with reps, managers, and leaders, and use feedback and adoption data to improve or retire changes that are not working.
Partner with Enablement to provide documentation, training, and clear expectations for every change.
Perform other duties and responsibilities as necessary.

Benefits

Medical insurance
Dental insurance
Vision insurance
Basic life insurance
Paid maternity/parental leave
Paid holidays
Flexible time off
Paid sick leave
Wellness days (one day per quarter)
401(k) match
Comprehensive benefits package
Eligibility to participate in the Company's discretionary bonus plan
Access for full-time employees to AI and productivity tools from Day 1 at no cost