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 throughout the 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 role contributes to reporting and business intelligence initiatives while focusing primarily on process design, operational execution, and continuous improvement. It also supports GTM initiatives from discovery and requirements gathering through implementation, and helps monitor process adoption and effectiveness.

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 workflows supporting Sales, Marketing, and Customer Success.
Hands-on Salesforce experience, including creating reports and dashboards, 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 identifying trends, evaluating operational challenges, and recommending 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, 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 translate business needs 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 work through automation, system functionality, and process redesign.
Develop, maintain, and optimize Salesforce reports and dashboards for operational visibility and performance tracking.
Analyze GTM metrics, including pipeline health, sales productivity, process compliance, and customer lifecycle performance.
Use Salesforce reporting and Tableau to deliver operational insights and identify trends or areas requiring attention.
Partner with GTM Analytics to align reporting definitions, KPI measurement, data integrity, and executive reporting.
Translate reporting needs into business requirements and partner with Business Applications on scalable reporting and system solutions.
Identify data quality issues and process gaps affecting reporting accuracy, forecast visibility, and operational effectiveness.
Serve as a business partner to Salesforce and Business Applications teams, translating GTM needs into system requirements, enhancement requests, and process improvements.
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.
Evaluate the impact of process and system changes and help ensure successful adoption.
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 ongoing refinement.
Support pipeline reviews, business reviews, and other recurring GTM activities.
Manage multiple operational priorities and collaborate across teams to deliver measurable outcomes.
Proactively identify and recommend solutions to operational challenges that improve efficiency, scalability, consistency, data integrity, and user experience.