Manager, GTM Operations

WorkWhile•San Francisco, CA

1d•Hybrid

About The Position

WorkWhile is seeking a strategic, AI-fluent, and results-oriented Senior Manager, GTM Operations to serve as a force multiplier for their go-to-market engine. This role sits at the intersection of GTM strategy, AI automation, and revenue architecture, leading the operational execution that powers Sales, Account Management, and Sales Development teams. The individual will be responsible for building and scaling an automated revenue operating system, deploying AI tools and modern tech stacks to optimize pipeline generation, automate account enrichment, refine forecasting models, and eliminate operational friction across the GTM funnel. Reporting directly to the President, this role involves acting as a senior thought partner and tactical leader, collaborating cross-functionally with Sales, Marketing, Account Management, Finance, Data Science, and Product & Engineering.

Requirements

5–8+ years of progressive experience in Revenue Operations, GTM Strategy, or Sales Operations at a fast-growing B2B SaaS or tech marketplace environment.
Deep hands-on experience leveraging modern AI/automation tools in a RevOps environment.
Expert proficiency with Clay (waterfall enrichment, AI research agents, intent signaling), Nooks / Outreach, Gong (conversation intelligence), HighTouch (reverse ETL), and generative AI tools (ChatGPT/Claude/Custom GPTs) for operational workflows.
Advanced Salesforce (SFDC) administration/architecture skills.
Expert Excel / Google Sheets financial and capacity modeling capabilities.
Proficiency in SQL, BigQuery, or Metabase/BI platforms for complex multi-data-source analysis.
Proven track record of taking messy, manual GTM processes and turning them into scalable, highly automated operating frameworks.
Excellent communication and stakeholder management skills; comfortable challenging senior leadership with data-backed insights.
High agency, entrepreneurial mindset, and comfort navigating ambiguity in a high-velocity, high-growth environment.

Responsibilities

Architect and scale AI-driven workflows across top-of-funnel and full lifecycle motions, implementing automated account scoring, dynamic buyer intent signal monitoring, and AI-assisted account enrichment to accelerate outbound execution.
Own, optimize, and connect the GTM tech stack, including Salesforce, Clay, Nooks, Gong, HighTouch, Outreach, and ZoomInfo, ensuring seamless data syncs and pipeline automation.
Leverage LLMs and generative AI tools to streamline operational workflows, auto-generate competitive and account intelligence briefs for field reps, and automate routine GTM administrative tasks.
Partner with leadership to drive annual/quarterly planning, capacity modeling, quota allocation, and territory design using predictive inputs.
Analyze the end-to-end GTM funnel to identify conversion bottlenecks, sales cycle velocity levers, and ACV expansion opportunities.
Oversee deal structuring, custom quoting mechanics, and rules of engagement, and collaborate with Finance to administer, model, and optimize incentive commission structures.
Help run the end-to-end GTM business rhythm, delivering accurate weekly revenue forecasting, pipeline inspection, and performance diagnostics for executive leadership.
Build advanced dashboards across Salesforce, Metabase, and BigQuery to provide real-time visibility into quota attainment, SDR pacing, account penetration, and win/loss diagnostics.
Maintain GTM data hygiene by building automated validation pipelines and governance frameworks across all connected systems.
Serve as the key operational partner and advisor for field-facing reps and managers regarding process execution, system navigation, and commission tracking.
Continuously audit sales processes to eliminate manual steps and friction, replacing legacy workflows with automated, AI-assisted solutions.