Senior Manager, GTM Operations

HiveMQ•Chicago, IL

About The Position

HiveMQ is seeking an analytical, proactive, and results-driven Senior Manager, GTM Operations to lead our Deal Desk function and help scale our broader revenue operations. This person will act as a strategic partner to GTM leadership, Finance, and Legal—owning Deal Desk and CPQ, structuring complex deals, ensuring commercial compliance, and driving operational efficiency throughout the quote-to-cash lifecycle. The role will also partner cross-functionally to optimize systems and processes, ensure data integrity, and lead strategic initiatives across the entire revenue engine, including the thoughtful application of AI to scale the team’s impact. The ideal candidate brings senior-level commercial acumen, process rigor, and cross-functional leadership skills, and thrives in a fast-paced, high-growth environment.

Requirements

7+ years of progressive experience in Revenue Operations, Sales Operations, Deal Desk, or GTM Operations, including time in a senior or lead capacity at a high-growth B2B SaaS company.
Demonstrated hands-on experience owning or leading a Deal Desk function, including structuring complex, non-standard deals; reviewing commercial terms; and partnering with Sales, Finance, and Legal to drive deals to close.
Strong working knowledge of CPQ platforms—configuring product catalogs, pricing rules, discount approvals, and quote-to-order workflows—and a track record of driving CPQ adoption and process improvements with Sales.
Advanced Salesforce proficiency, including Flows, validation rules, reports and dashboards, and integrations with adjacent GTM systems.
Solid understanding of SaaS pricing models, discounting strategy, revenue recognition principles, and the levers that drive ARR, margin, and rep comp.
Excellent communication and stakeholder management skills, with the ability to influence senior leaders and translate commercial nuance into clear, actionable guidance for Sales.

Nice To Haves

Hands-on experience with DealHub CPQ—administration, playbook configuration, dynamic document generation, and Salesforce integration—is a strong plus.
Proven AI proficiency is a big plus—demonstrated ability to apply LLMs and AI-powered tools (e.g., Claude, ChatGPT, AI agents, prompt engineering, workflow automation) to streamline GTM operations, accelerate analysis, generate sales collateral, and scale individual output.
Experience supporting partner/channel deal structures (referral, resell, and other indirect motions) and their implications for margin, list pricing, and rep compensation.
Experience in IoT, MQTT, IIoT, or developer-focused infrastructure software is a plus.

Responsibilities

Map and document end-to-end GTM workflows to identify gaps and inefficiencies.
Analyze current processes across the Go to Market teams to identify bottlenecks and improvement opportunities.
Design and implement standardized, scalable processes that enhance alignment and reduce friction across teams through automation, documentation, or tooling.
Lead initiatives to improve operational efficiency, such as lead handoff protocols, pipeline hygiene, and sales cycle optimization.
Continuously improve deal desk processes to increase speed, reduce friction, and enhance transparency for Sales and cross-functional partners.
Maintain and optimize templates, playbooks, and commercial policies.
Serve as a trusted advisor to Sales on pricing, discounting, commercial terms, and deal structuring for strategic and non-standard deals.
Ensure alignment with pricing strategy, revenue recognition policies, and margin goals.
Review and approve non-standard terms, partnering with Legal, Finance, and Product as needed.
Maintain a high level of responsiveness to support fast-moving deal cycles.
Enforce policies and approval workflows to ensure compliance with company standards and internal controls.
Document deal exceptions and track trends for executive visibility and process improvement.
Ensure accuracy in tooling and contract documentation before signature.
Monitor and improve data quality across the GTM tech stack, including Salesforce and integrated platforms.
Streamline workflows across Go to Market teams.
Automate manual and repetitive tasks to improve efficiency.
Evaluate, implement, and optimize tools across the Revenue Operations tech stack—including Salesforce, Gong, Clay, Default, and other GTM platforms—to support a scalable, integrated revenue engine.
Configure and enhance core systems (Salesforce Flows, fields, page layouts, record types, dashboards and reports; Gong workflows and call insights; Clay enrichment and outbound automations; Default routing and signals) to meet evolving business needs.
Monitor user adoption, respond to support tickets, and proactively drive platform enhancements.
Gather stakeholder requirements and translate them into scalable, efficient system solutions.