GTM Strategy and Operations Manager

Mitek Systems; Canada; On-site; CAD 155,000 - 180,000; Full time

Job summary

Mitek Systems seeks a data-driven GTM Operations leader to own the analytical foundation for pipeline through renewal, including data models, metrics and forecast governance. You will design scalable reporting across regions and products, and partner with Sales, Customer Success and Finance to drive decision quality.

You will build AI-enabled workflows with low-code tools, connect to Salesforce and Clari, and lead change-management initiatives to raise forecast accuracy and renewal outcomes

Qualifications

• 4+ years of GTM Operations, Revenue Operations, Sales Operations, Customer Operations, GTM Engineering, or equivalent tech GTM role in a B2B tech/SaaS environment.
• Advanced analytical ability: data models, metrics, dashboards for operational/executive decisions.
• Strong Salesforce proficiency across opportunity data modelling, automation, reports & governance.
• Hands-on forecasting experience with platforms like Clari: configuration, inspection & accuracy analysis.
• Demonstrated success building and operationalising AI-enabled workflows using low-code tools and integrations.
• Knowledge of AI workflow design: prompts, outputs, testing, monitoring, governance and human oversight.
• Experience designing reporting for opportunities, close, renewal and recurring revenue.
• Ability to combine quantitative analysis with business judgement and influence senior leaders.
• Excellent requirements gathering, process mapping, solution design, testing and change management skills.

Responsibilities

• Own the analytical foundation for pipeline through renewal, including data model, metrics, source-of-truth logic and dashboard architecture.
• Build reliable reporting for pipeline coverage, stage conversion, win rate, deal size, sales cycle, forecast accuracy and renewal risk.
• Create views across region, segment, product, source, owner, partner and cohort; explain drivers with trend and root-cause analysis.
• Establish data-quality monitoring and QA across Salesforce, Clari and related sources for trusted outputs.
• Deliver decision-ready pipeline, forecast and renewal narratives with actionable recommendations.
• Design, build and operate production-ready AI workflows for opportunity hygiene, deal-risk, forecast commentary and renewal signals.
• Connect AI to Salesforce, Clari, Copilot and data via low-code tools, APIs and integrations.
• Define prompts, outputs, evaluation criteria and exception handling for accuracy and adoption.
• Govern data security, permissions, transparency and responsible use; monitor workflow performance.
• Identify high-value automation opportunities and measure benefits in forecast accuracy and retention.

Skills

GTM Operations

Data modeling

Forecasting

Salesforce

AI workflows

Low-code tools

Data governance

Requirements gathering

Change management

Tools

Salesforce

Clari

SQL

BI tools

Data transformation

Reverse ETL

Job description

What You Will Do (Essential Responsibilities):

Analytics, Data and Decision Infrastructure:

• Own the analytical foundation for pipeline through renewal, including the commercial data model, metric definitions, source-of-truth logic, transformations and dashboard architecture.
• Build reliable reporting for pipeline coverage, stage conversion, win rate, deal size, sales cycle, slippage, forecast accuracy, retention, renewal risk and partner contribution.
• Create analytical views across region, segment, product, source, owner, partner, opportunity type and cohort, using trend and root-cause analysis to explain performance drivers.
• Establish data-quality monitoring, reconciliation and reporting QA across Salesforce, Clari and related sources so leaders can trust outputs and understand metric lineage.
• Deliver decision-ready pipeline, forecast and renewal narratives that distinguish signal from noise and recommend specific management actions.

AI, Automation and GTM Engineering:

• Design, build and operate production-ready AI workflows for opportunity hygiene, deal-risk detection, forecast commentary, meeting intelligence, next-step quality, renewal preparation, churn and expansion signals, and management reporting.
• Connect AI capabilities to Salesforce, Clari, Clari Copilot and structured commercial data using low-code tools, integrations, APIs and agent-based platforms.
• Define prompts, structured outputs, evaluation criteria, exception handling, human-in-the-loop controls and monitoring for accuracy, adoption and business impact.
• Apply appropriate governance for data security, permissions, transparency and responsible use while continuously testing and improving workflow performance.
• Identify high-value automation opportunities, quantify expected benefit and measure realised gains in forecast accuracy, seller capacity, cycle time and retention visibility.

Opportunity, Pipeline and Forecasting Ownership:

• Own the Salesforce opportunity lifecycle from creation through qualification, progression and close, including stages, entry and exit criteria, required fields, validation and hygiene standards.
• Own the forecasting operating model, including cadence, hierarchy, categories, inspection views, submissions, governance and forecast-accuracy measurement.
• Administer and optimise Clari and its Salesforce integration, ensuring access, roll-ups, workflows and data are accurate, usable and trusted.
• Use Clari and Clari Copilot insights to surface movement, slippage, risk, upside, stakeholder coverage and coaching opportunities for leaders and sellers.
• Partner with Sales leadership to improve pipeline discipline and execution through clear process, enablement, inspection and data-led intervention.

Close, Renewal and Partner Operations:

• Own closed-won handoff into implementation and Customer Success, including required context, ownership, service levels, milestone capture and exception management.
• Design and maintain renewal processes covering record creation, ownership, timelines, stages, risk, forecast categories, escalation, retention outcomes and expansion signals.
• Own scalable processes for partner-sourced and partner-influenced opportunities, including registration, approval, attribution, handoffs and performance reporting.
• Ensure closed-lost, churn and contraction reasons are consistently captured and converted into actionable insight.

Cross-Functional Leadership and Governance:

• Serve as the operational and analytical partner to Sales, Customer Success, Partnerships, Finance, GTM Systems and executive leadership for pipeline-to-renewal performance.
• Lead requirements gathering, process design, solution configuration, testing, release management, documentation, enablement and adoption measurement.
• Drive alignment on commercial definitions, forecast policy, data standards and prioritisation, balancing near-term needs with scalable architecture.

What You'll Need (Required Knowledge, Skills & Abilities):

• 4+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Customer Operations, GTM Engineering, Revenue Systems or an equivalent technical GTM role in a B2B technology or SaaS environment.
• Advanced analytical ability, including experience designing data models, metric definitions, dashboard architecture and scalable reporting infrastructure for operational and executive decision-making.
• Strong Salesforce proficiency across opportunity data modelling, process design, automation, reports, dashboards, permissions and data-quality governance.
• Hands‑on experience with forecasting processes and platforms, preferably Clari, including configuration, inspection, reporting and forecast-accuracy analysis.
• Demonstrated success building and operationalising AI-enabled workflows using low‑code tools, integrations, APIs or agent‑based platforms.
• Working knowledge of AI workflow design, including prompt design, structured outputs, testing and evaluation, monitoring, exception handling and human oversight.
• Experience designing opportunity, close, customer handoff, renewal and recurring‑revenue reporting processes.
• Ability to combine quantitative analysis with commercial judgement, communicate clear recommendations and influence senior cross‑functional leaders.
• Strong requirements‑gathering, process‑mapping, solution design, testing, documentation and change‑management skills.

What Would Be Nice (Preferred Experience):

• Experience with Clari Copilot, conversation intelligence or AI‑assisted deal inspection.
• Experience with SQL, BI tools, data transformation, reverse ETL or warehouse‑based reporting.
• Experience building GTM applications, internal tools or agents in a GTM Engineer capacity.
• Exposure to Salesloft, Lusha, Clay, Nooks, Qualified or LinkedIn Sales Navigator, plus experience supporting enterprise or multi-product recurring‑revenue motions.

$155,000 - $180,000 a year