Specialist, Revenue Operations Account Hierarchy & GTM Strategy

Omnissa•USA-TX, TX

3d•$110,138 - $183,563•Remote

About The Position

Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. We integrate industry-leading solutions—including Unified Endpoint Management, Virtual Apps and Desktops, Digital Employee Experience, and Security & Compliance—into a seamless, autonomous workspace that adapts to how people work. Our platform boosts employee engagement while optimizing IT operations, security, and cost. Guided by our Core Values—Act in Alignment, Build Trust, Foster Inclusiveness, Drive Efficiency, and Maximize Customer Value—we’re growing rapidly and committed to delivering meaningful impact. If you're passionate about shaping the future of work, we’d love to hear from you. As a Revenue Operations Specialist-Account & GTM Strategy you will be responsible for partnering cross functionally to optimize and maintain account hierarchies and segmentation as a core enabler of go-to-market execution. The Specialist ensures customer structures accurately reflect how teams sell, expand, and renew, enabling effective account-based selling, strong install base retention, and high-confidence revenue attribution.

Requirements

3–5+ years in Rev Ops, Sales Ops, or GTM Analytics
Strong experience with Salesforce account structures and customer data
Understanding of SaaS GTM motions: New, Expansion, Renewals
Analytical mindset with ability to translate data into GTM insights & actions.
Detail-oriented with strong ownership and cross-functional collaboration skills.

Responsibilities

Maintain and continuously improve account assignments and hierarchies in Salesforce, including: Parent/child relationships, Ultimate parent mapping, Customer-level revenue rollups, Account Segmentation data (industry, size, etc.)
Ensure account structures reflect how teams execute in the field: Selling into buying groups, Expanding across subsidiaries, Managing renewals across entities
Identify and resolve: Fragmented accounts that limit selling effectiveness or renewal visibility, Misaligned structures that create confusion across AEs, Renewals Teams, and overlays
Support structuring complex enterprise customers to enable coordinated GTM execution.
Translate customer data into clear, actionable selling units (what accounts/structures reps should engage)
Enable better cross-sell execution by exposing relationships across account hierarchies.
Partner with GTM teams to remove friction caused by unclear or inconsistent customer structures.
Ensure full visibility into the customer install base at the hierarchy level, enabling: Holistic view of total ARR exposure across related accounts, Better coordination of renewal and expansion motions
Structure accounts to support: Identification of renewal risk across fragmented entities, Alignment between contracting entities and selling teams.
Partner with Renewals and Sales to improve: Renewal readiness and account clarity, Net revenue expansion opportunities within existing customers
Execute and maintain account segmentation frameworks aligned to the GTM strategy.
Incorporate both growth and install base dynamics, including: High-value / high-ARR customers, Expansion-ready accounts, At-risk or underpenetrated accounts
Provide high-quality target account datasets to support: Pipeline generation, Expansion plays within the install base.
Ensure hierarchies support accurate: ARR and bookings rollups, Clear classification of new, expansion, and renewal revenue
Improve visibility into: Customer-level performance, Expansion vs retention drivers
Execute data governance initiatives with a focus on GTM impact.
Conduct: Hierarchy audits tied to active selling and renewal cycles, Cleanup efforts that directly improve rep effectiveness and renewal outcomes
Partner with systems teams to operationalize improvements (governance, validation rules, enrichment)
Deliver insights that drive growth across both new and existing customers, including: Support Strategic account planning, Expansion strategy, and Install base optimization.
Participate in cross-functional account hierarchy initiatives and help drive best practice into Omnissa’s approach.
Ensure that account hierarchy is used effectively in territory planning.
Partner closely with: GEO Sales Ops, Sales, Renewals, Finance, Marketing, Data teams, and OM