GTM Strategy & Operations Analyst

SolarWinds•Austin, TX

About The Position

SolarWinds is seeking a highly analytical and process-oriented GTM Strategy & Operations Analyst to support the evolution and scalability of its global Go-to-Market organization. The role partners with Sales, Marketing, Customer Success, Finance, Business Applications, and Revenue Operations to evaluate, optimize, and operationalize processes across the full customer lifecycle. The analyst connects people, processes, systems, and data by identifying operational gaps, improving workflows, strengthening process consistency, and enabling better visibility and execution across the GTM organization. The position contributes to reporting and business intelligence initiatives while focusing primarily on process design, operational execution, and continuous improvement. The role also supports operational projects from discovery and requirements gathering through implementation, develops process documentation and training resources, monitors adoption and effectiveness, and supports recurring GTM activities such as pipeline and business reviews. Success includes more consistent and scalable workflows, stronger reporting and cross-functional alignment, documented processes and governance, and measurable operational improvements.

Requirements

At least 4 years of experience in Revenue Operations, Sales Operations, GTM Operations, Business Operations, or a related field.
Strong understanding of end-to-end GTM processes and operational workflows supporting Sales, Marketing, and Customer Success.
Hands-on Salesforce experience, including report and dashboard creation, data analysis, troubleshooting, and understanding core CRM objects and relationships.
Experience translating business requirements into process improvements, reporting solutions, and system enhancements.
Working knowledge of Tableau or similar business intelligence and visualization tools.
Strong analytical and problem-solving skills, including the ability to identify trends, evaluate operational challenges, and recommend solutions.
Experience documenting business processes, developing SOPs, and supporting change management initiatives.
Excellent communication and stakeholder management skills, with the ability to collaborate across functions and organizational levels.
Strong organizational skills and ability to manage multiple priorities in a fast-paced, global environment.
Ability to work independently, take ownership of initiatives, and drive projects from concept through execution.
Hands-on experience with Tableau and Salesforce.

Nice To Haves

Experience supporting a global or large-scale sales organization.
Experience partnering with Salesforce administrators, Business Applications, or systems teams on CRM enhancements and automation.
Familiarity with pipeline management, forecasting processes, sales methodology, and customer lifecycle operations.
Experience with Salesforce Flow, workflow automation, or other process automation tools.
Advanced Salesforce reporting capabilities and experience developing or maintaining Tableau dashboards.
Experience supporting operational transformation, process standardization, or GTM systems implementations.
Experience working in a high-growth or evolving business environment.
Experience with GTM tools such as Outreach, ZoomInfo, Clari, Gong, Marketo/Pardot, Gainsight, or Salesforce.

Responsibilities

Evaluate existing GTM processes to identify inefficiencies, gaps, bottlenecks, and improvement opportunities.
Design, document, and implement scalable processes across lead management, opportunity management, account management, renewals, and expansion.
Establish standardized workflows, process documentation, SOPs, and governance frameworks for global GTM teams.
Partner with functional leaders to understand business needs and translate them into process improvements and operational solutions.
Support the development and refinement of sales process frameworks, stage-gate criteria, operational workflows, and business rules.
Identify opportunities to streamline manual processes through automation, improved system functionality, and process redesign.
Develop, maintain, and optimize Salesforce reports and dashboards for operational visibility and business performance tracking.
Provide reporting and analysis on pipeline health, sales productivity, process compliance, and customer lifecycle performance.
Use Salesforce reporting capabilities and Tableau to deliver operational insights and identify trends or areas requiring attention.
Partner with the GTM Analytics team on consistent reporting definitions, KPI measurement, data integrity, and executive reporting.
Translate reporting needs into business requirements and work with Business Applications to implement scalable reporting and system solutions.
Identify data quality issues and process gaps affecting reporting accuracy, forecast visibility, and operational effectiveness.
Support standardized reporting frameworks that improve consistency, governance, and visibility across the GTM organization.
Translate GTM operational needs into system requirements, enhancement requests, and process improvements for Salesforce and Business Applications teams.
Collaborate with Sales, Marketing, Customer Success, Finance, and Enablement to improve cross-functional processes, workflows, and handoffs.
Support Salesforce enhancements, workflow automation, and system optimization initiatives.
Help stakeholders evaluate the impact of process and system changes and support successful adoption.
Recommend solutions to recurring operational challenges that reduce manual effort, improve data integrity, and enhance user experience.
Support GTM initiatives and operational projects from discovery and requirements gathering through implementation.
Develop and maintain process documentation, training materials, and knowledge resources with Enablement and functional stakeholders.
Monitor process adoption and effectiveness and identify opportunities for refinement and improvement.
Support operational rhythms, including pipeline reviews, business reviews, and other recurring GTM activities.
Manage multiple operational priorities and collaborate across teams to move projects forward and deliver measurable outcomes.
Proactively identify opportunities to improve operational efficiency, scalability, and consistency.