Lead Revenue Operations, GTM

Henry Schein

2d•$110,000 - $130,000•Remote

About The Position

This position owns the architecture, execution, and optimization of end-to-end go-to-market (GTM) processes. Additionally, this position acts as the business process authority across Sales, Marketing, Customer Success, and Finance. Lead revenue tooling, forecasting, analytics, and sales support operations, with a focus on scalability, predictability, and efficiency.

Requirements

Typically, 10 or more years of professional experience in roles such as Operations Leadership
Typically, a bachelor’s degree or global equivalent in related discipline
Systems thinking and Process Optimization— ability to understand how cross-functional processes connect
Proven leadership experience in a cross-functional influence role within a matrixed organization
Strong organizational discipline with exceptional follow-through
Strong data driven decision-making experience
Project management and leadership skills
Outstanding verbal and written communication skills and ability to resolve disputes effectively
Excellent presentation and public speaking skills
Excellent independent decision making, analysis and problem-solving skills
Excellent planning and organizational skills
Good negotiating skills
High ownership, operational rigor, and continuous improvement mindset

Nice To Haves

Master's degree or global equivalent
Leadership experience
PMP certification

Responsibilities

Own end-to-end GTM process design from lead through close and expansion
Define rules of engagement, lead routing, SLAs, and cross functional handoffs
Support pipeline reviews, forecasting calls, QBRs, territory planning, and annual GTM planning
Partner with BI/CRM teams (Salesforce, Domo) to translate business requirements into system workflows and reporting
Define leading indicators and deal with health signals by stage, segment, and rep
Establish stage exit criteria, conversion benchmarks, and pipeline quality standards
Partner with Sales leadership on playbooks and interventions for deal risk and opportunity
Analyze win/loss, deal velocity, and pipeline trends; deliver actionable insights to leadership
Redesign support workflows to improve resolution time, scalability, and rep experience
Define escalation paths, SLAs, and performance metrics
Partner cross functionally to eliminate recurring issues at the source
Own administration and adoption of: Sales engagement tools (Groove, Salesloft, or equivalent), Revenue forecasting platform (Clari or equivalent), Dialer platforms
Configure workflows, governance, reporting, and performance analysis
Evaluate, recommend, and onboard new GTM tools
Ensure clean integration and data integrity with Salesforce and BI systems
Own revenue forecasting process and accuracy
Define and prioritize GTM dashboards and reporting
Monitor pipeline coverage, conversion rates, cycle time, rep productivity, and support performance
Act on financial information that contributes to business profitability
Build capacity and scenario models for headcount and growth planning
Partner with Sales Enablement on training, documentation, and playbooks
Act as a trusted advisor to Sales and CS leadership
Identify patterns, streamline revenue workflows and lead teams to map and optimize end-to-end revenue workflows to improve system efficiency and scalability
Lead cross functional initiatives
Own preparation of recurring leadership and sales communications (QBRs, pipeline reviews, exec updates)
Communicate effectively with senior management
Manage effectively outsourced relationships
Influence, build relationships, understand organizational complexities and manage conflict