GTM Sales Operations Manager

Docusign • San Francisco, CA

3d • 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.
This position is an individual contributor role reporting to the Senior GTM Data Governance Director.

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