GTM Sales Operations Manager

Docusign • San Francisco, CA

2d • Hybrid

About The Position

As a GTM Sales Operations Manager for Contact Data Management, you are a highly motivated self-starter responsible for driving critical contact data quality and acquisition initiatives in Salesforce across our global GTM organization. This role combines strategic execution with hands-on technical leadership, leveraging agentic, autonomous, and analytical AI solutions to systematically standardize, enrich, deduplicate, and acquire high-propensity contact records at scale. You will ensure high-value accounts always have relevant, actionable contact data that drives Sales prospecting effectiveness, accelerates pipeline velocity, and directly impacts revenue growth across global GTM operations.

Requirements

• 8+ years of experience in contact data quality, data governance, or data operations in a SaaS or high-growth tech environment
• 2+ years of hands-on experience managing contact data initiatives with impact across multiple global regions
• 2+ years of hands-on experience with AI-driven contact solutions-such as contact deduplication engines, contact validation models, or intelligent contact enrichment workflows
• Experience managing offshore or distributed data operations teams in diverse markets
• Experience leading large-scale contact data cleanup, enrichment, or deduplication initiatives in SaaS environments; experience quantifying impact and ROI through increased coverage and accuracy
• Experience with advanced Salesforce: contact models, contact hierarchies, CRM data governance, contact data validation
• Experience with generative Agentic and AI solutions for contact data deduplications, enrichment, validation, and intelligent processing
• Experience with SQL - Advanced proficiency with complex queries, window functions, CTES, data modeling, and query optimization; experience writing production-grade SQL for contact data validation, deduplication, and pipeline logic
• Experience with Python for data manipulation, validation logic, ML pipeline development, and process automation
• Experience with at least 2 contact enrichment platforms such as Clay, ZoomInfo, or similar
• Experience with data privacy/compliance regulations (GDPR, CCPA, LGPD, local market requirements) and designing compliant contact data processes
• Experience writing business requirements and technical specifications for data/IT initiatives
• Experience with UAT (User Acceptance Testing): defining test cases, identifying defects, coordinating remediation
• 5+ years of people management experience leading data, analytics, or operations teams including direct reports and offshore team coordination across time zones and regions
• Experience leading cross-functional initiatives across Sales, RevOps, Marketing Operations, and Data teams
• Experience defining scope, managing cross-functional dependencies, tracking KPIs, and delivering with executive visibility
• Experience driving adoption of contact data standards and governance policies

Nice To Haves

• Strong executive-level communication: ability to translate technical contact data concepts into compelling narratives for Sales and C-level GTM leadership
• Remote-first collaboration: comfort working asynchronously with global teams across multiple time zones and regions
• Experience orchestrating multiple vendors
• Degree in Computer Science, Data Science, Engineering, Mathematics, or related analytical field (or equivalent professional experience demonstrating strong technical and analytical capabilities)
• Experience in a GTM, RevOps, or Sales Operations leadership role
• Background in Sales Operations, Sales Enablement, or Revenue Operations in B2B SaaS enterprise environments
• Certification in data governance (CDMP, DGSP) or comparable framework
• Experience building or implementing Master Data Management (MDM) frameworks or global data governance models
• Experience with data transformation platforms (Alteryx, Talend) or low-code/no-code data solutions
• Advanced analytics and visualization: Tableau, Claude Code, Claude Co work
• Prior experience managing global operations across 3+ regions with different languages, markets, and regulatory environments

Responsibilities

• Execute global contact standardization, enrichment, and deduplication initiatives with accountability for contact accuracy, completeness, and coverage across all regions
• Develop and enforce contact data standards, governance policies, and contact-to-account hierarchy rules aligned with global compliance requirements and regional privacy regulations
• Build and maintain contact data quality dashboards with monthly KPI tracking and executive visibility to Sales and GTM leadership; establish SLAs and performance benchmarks for contact accuracy, completeness, and coverage
• Ensure contact data readiness for sales enablement drive clean, standardized contact creation and enrichment at the point of entry to prevent downstream quality issues
• Design and deploy AI agents and automation workflows to standardize, enrich, validate, and deduplicate contact records-targeting 99%+ data accuracy and completeness
• Architect intelligent contact data pipelines and validation frameworks; build scalable, production-grade contact data standards with automated quality assurance processes
• Identify, evaluate, and implement emerging data technologies and AI/ML solutions to improve contact quality, operational efficiency, and scalability
• Deploy multiple AI/automation workflows that reduce manual cleansing and enrichment effort and accelerate time-to-productivity for regional teams
• Drive contact acquisition strategy leveraging Clay, ZoomInfo, Lusha, Cognism and similar platforms to maximize new contact coverage and ensure high-propensity accounts have relevant contacts for prospecting
• Lead hands-on vendor selection, integration, relationship management, and continuous optimization for contact coverage; manage vendor SLAs and performance monitoring
• Execute contact deduplication and contact hierarchy initiatives across global regions; eliminate duplicate and orphaned contacts to improve data trust scores
• Increase complete contact coverage (first name, last name, email, phone, title) by through targeted enrichment, validation, and process improvements
• Write business requirements documents (BRDs) and technical specifications for contact data quality initiatives, automation workflows, and GTM system enhancements
• Coordinate closely with internal team to ensure technical feasibility, security compliance, and alignment with data infrastructure standards
• Lead User Acceptance Testing (UAT) for new contact systems, automation tools, and process changes; validate solutions meet global business requirements
• Participate in prioritization sessions to assess business impact of contact data initiatives and ensure resources are allocated to highest-value opportunities
• Partner closely with Sales, Sales Operations, RevOps, Marketing Operations, and GTM teams to understand contact requirements and drive adoption of contact data standards
• Communicate contact data quality insights and strategic recommendations to Sales and C-level GTM leadership through compelling presentations, dashboards, and executive reports
• Coordinate execution with central data governance team, regional stakeholders, and offshore contractors to deliver consistent, high-quality contact data improvements
• Lead offshore team performance management, training, quality assurance, and process optimization
• Provide regular updates on contact data quality goals, progress against KPIs, improvements made, and impact to Sales effectiveness and revenue outcomes
• Prioritize contact data initiatives based on maximum business impact-focusing resources and effort on high-propensity accounts, priority segments, and activities with highest ROI to Sales prospecting, pipeline acceleration, and revenue growth
• Execute cross-functional contact data programs with defined KPIs, milestones, and stakeholder visibility (contact segmentation, territory enablement, forecasting readiness)
• Support global GTM planning with clean, standardized, enriched contact data and account-to-contact mapping
• Establish contact data SLAs and achieve 98%+ compliance across all regions; improve contact data accuracy to 95%+ and achieve 90%+ contact coverage within 12 months

Benefits

• Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).
• Paid Time Off: earned time off, as well as paid company holidays based on region
• Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
• Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
• Retirement Plans: select retirement and pension programs with potential for employer contributions
• Learning and Development: options for coaching, online courses and education reimbursements
• Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed