Manager, GTM Operations (Remote OK)

Arkose Labs • San Mateo, CA

1d • $150,000 - $165,000 • Remote

About The Position

Arkose Labs is seeking a Manager, GTM Operations to own the operational and analytical backbone of the revenue engine. This role is responsible for the Salesforce instance, commission calculations, margin analysis, and pipeline reporting. It is a high-trust, high-visibility position where the work produced is read by sales leadership, finance, and the board, and the numbers published are the numbers the company acts on. The ideal candidate is comfortable in spreadsheets, CRM object models, and leadership conversations.

Requirements

• 7+ years in GTM Operations, RevOps, or Sales Operations, ideally in B2B SaaS
• Hands-on Salesforce administration experience (certification a plus)
• Experience building or maintaining commission calculations and compensation plans; familiarity with Xactly or a similar commission platform is a strong plus
• Experience with GTM and sales engagement tools such as Gong, Clay, or comparable platforms
• Strong financial and analytical acumen, and comfort working with ARR, contribution margin, and FP&A-style reconciliation
• Advanced spreadsheet skills, and the modeling judgment to know when a spreadsheet is the wrong tool
• Experience building executive and board-level reporting and presentations
• Excellent cross-functional collaboration skills, with the ability to work fluently with Sales, Finance and Accounting, Legal, Customer Success, and Marketing
• Discretion with confidential compensation and financial data
• Curiosity and comfort experimenting with AI tools to automate and streamline operational workflows
• High attention to detail and a strong ownership mentality; this role carries significant operational responsibility and visibility
• A self-starter who adapts to shifting priorities and deadlines, and solves problems rather than escalating them
• Excellent written and verbal communication skills

Nice To Haves

• A background in finance, accounting, or FP&A
• Hands-on Marketo experience

Responsibilities

• Salesforce administration and reporting: Own Salesforce end to end, including object and field configuration, reports and dashboards, workflow and automation, user management, and integrations. Handle ad hoc requests such as closing out opportunities, subscription changes, flow fixes, and data integrity cleanup.
• Commissions and variable compensation: Run monthly commission and variable compensation calculations end to end for sales teams and solutions consultants. Lead the rebuild of commission calculations using AI tooling.
• Compensation plan design: Lead annual commission planning and plan design in partnership with Sales, Finance, Solutions Consulting, and Legal. Model the cost of proposed plan changes and support related work like territory and quota planning, tooling evaluations, process redesign, and systems migrations.
• Contribution margin analysis: Calculate, report, and own monthly contribution margin across deals, sales, and solutions consulting.
• Board and executive reporting: Produce monthly pipeline reporting for the board and build monthly Board Flash slides, including stage-by-stage coverage, funnel stage changes, month-over-month movement, key GTM metrics, and explanatory narratives.
• OKR reporting: Gather, validate, and publish monthly companywide OKR progress, and work with executives to realign objectives quarterly and annually.
• Gong administration and ownership: Serve as the administrator and internal owner of Gong, managing user and license provisioning, the Salesforce integration, trackers, keyword alerts, scorecards, call libraries, and reporting and deal boards.
• Clay and marketing operations: Own and administer the Clay instance, maintaining existing workflows and extending them as the GTM motion changes. Support marketing campaign operations including list building, data enrichment, audience segmentation, and closing the loop between campaign activity and pipeline outcomes.
• Marketing operations: Support marketing campaign operations including list building, data enrichment, audience segmentation, and closing the loop between campaign activity and pipeline outcomes.
• Cross-functional collaboration and special projects: Act as the connective tissue across Sales, Legal, Finance, Marketing, and Customer Success. Take on and drive cross-functional problems without supervision.

Benefits

• Competitive salary + Equity
• 401k plan
• Robust benefits package- 85% medical, dental, vision coverage for employees and 75% for dependents
• Flexible PTO
• Life insurance coverage
• Short and Long Term Disability Insurance paid by the company
• Generous nationwide parental leave policy
• Amazing discounts program
• Wellbeing package including mental health and gym discounts
• Flexible working hours to support personal well-being and mental health
• Employee Assistance Program

What This Job Offers

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