Senior Manager, Sales Operations

MongoDB•New York, NY

2d•Remote

About The Position

We are seeking a Senior Manager of GTM Operations to lead AI and horizontal platform programs within the Core Operations team. This role will shape how our global GTM organization becomes more productive, scalable, and AI-enabled—by defining high-impact use cases, driving cross-functional programs, and ensuring successful adoption of new capabilities. Core Operations sits at the intersection of GTM strategy, systems, and execution. This leader will act as both the orchestrator of GTM AI programs and a GTM process engineer—rethinking and redesigning how work gets done across the customer lifecycle, then applying AI and platforms to streamline, standardize, and scale those processes.

Requirements

7–12+ years in GTM Operations, Strategy & Operations, RevOps, or similar roles
Proven experience redesigning business processes and leading cross-functional transformation programs
Experience identifying, piloting, and scaling AI/automation use cases in business operations
Strong understanding of end-to-end GTM processes (Sales, Customer Success, Partners, SAs)
Experience partnering with IT, Data, and Engineering teams
Ability to bring structure to ambiguity—building frameworks, roadmaps, and execution plans
Strong stakeholder management and executive communication skills

Nice To Haves

Experience acting as a “process architect” or “process engineer” within GTM or operations environments
Experience deploying AI tools (e.g., enterprise search, LLM platforms, workflow automation)
Systems thinker who can connect process, data, and technology into cohesive solutions
Ability to balance rapid experimentation with scalable, governed solutions

Responsibilities

Define the GTM AI and platforms strategy for Core Operations, focused on improving productivity and enabling revenue and customer outcomes
Translate business needs into prioritized AI use cases and requirements, partnering with IT to inform the broader technology roadmap
Own and drive GTM AI programs end-to-end—from problem definition and business case through rollout and impact measurement
Lead change management for new AI capabilities, ensuring strong adoption across Sales, Customer Success, Partners, and other GTM teams
Establish and oversee data governance processes and programs that enable scalable, trusted AI solutions
Run Field Advisory Board on GTM use of AI & horizontal platforms. Serve as the primary bridge between GTM leadership and IT, ensuring alignment on priorities and outcomes
Analyze and redesign end-to-end GTM processes to reduce friction, eliminate manual work, and improve consistency
Identify where AI and automation can fundamentally improve workflows—not just layer on top of existing inefficiencies
Standardize global processes while allowing for necessary regional or segment variation
Ensure process design, systems, and data models are tightly aligned to enable scalability and high-quality execution
Rapidly deploy and scale AI tools (e.g., Glean agents, LLM platforms such as Claude, and emerging technologies) to solve high-impact operational challenges
Drive AI-powered improvements across GTM Ops workflows (e.g., territory planning, forecasting support, ticket deflection, reporting automation)
Continuously surface opportunities to improve both internal Ops productivity and frontline GTM effectiveness
Build and run a centralized intake and prioritization model for AI use cases across GTM
Develop frameworks to assess impact, feasibility, risk, and scalability
Define clear execution paths (Ops-led vs. IT-partnered) and ensure successful pilots are scaled into durable solutions
Establish the foundations for reusable, enterprise-grade AI solutions, including a centralized library of agents and use cases
Partner with Data and IT teams to ensure solutions are built on high-quality, governed data
Align use cases to the right platforms and infrastructure (e.g., Glean, Claude, and other tools), without directly owning the tooling roadmap
Develop the GTM Operations team into AI-fluent operators who can identify, assess, and scale high-impact opportunities
Build training, frameworks, and hands-on learning programs to increase AI adoption and capability
Foster a culture of experimentation, rapid iteration, and continuous improvement
Design and enable AI-driven improvements to end-to-end GTM processes, reducing manual work and increasing consistency
Lead cross-functional initiatives that connect strategy, systems, and execution
Ensure solutions are scalable, aligned to global standards, and deliver measurable business impact
Act as a strategic partner to GTM leadership, IT, Data, and Enablement teams
Ensure solutions solve the right business problems and are successfully adopted in the field
Support ongoing optimization through feedback loops, performance tracking, and iteration
Improve the productivity and effectiveness of the GTM Operations organization through better prioritization, tooling, and ways of working
Help position Core Operations as a strategic, AI-forward partner to GTM leadership