GTM Strategy & Revenue Operations Manager

PakFactory; Toronto; On-site; CAD 70,000 - 90,000; Full time

Benefits offered by this job

Extended Health, Dental, and Vision

On-site parking

Paid time off and statutory holidays

Job summary

PakFactory seeks a hands-on GTM Strategy & Revenue Operations Manager to architect and run the commercial engine behind sales and operations. This role will audit RFQ-to-order bottlenecks, configure CRM workflows, pilot enterprise go-to-market motions, and deploy AI automations that help close higher-margin business faster.

The ideal candidate has 4–8 years in Revenue/Sales Operations, is a pragmatic builder, and can translate executive goals into daily workflows while partnering across finance,

Qualifications

• 4–8 years of hands-on experience in Revenue Operations, Sales Operations, GTM Strategy, or Commercial Growth Operations.
• Proven ability to configure CRM workflows, forecast models, and ship process improvements adopted by frontline teams.
• Experience with complex B2B sales cycles involving custom specs and multi-stakeholder decisions is a plus.
• Analytical mindset with comfort in margins, unit economics, and data-driven decision making.

Responsibilities

• Architect and run the commercial engine behind sales and operations teams.
• Audit RFQ-to-order bottlenecks and optimize lead-to-order workflow.
• Configure CRM workflows, pipeline stages, and automated processes.
• Deploy AI automations that help close higher-margin business faster.
• Build and validate playbooks, with live target-account pilots and capacity planning.
• Partner with Sales, Finance, and Operations to enforce discount discipline and forecasting.

Skills

GTM strategy

Revenue operations

Sales operations

Analytical thinking

AI tooling familiarity

Tools

CRM configuration

Excel/Sheets

SQL

BI dashboards

Job description

PakFactory has spent over a decade as a design-led custom packaging partner to North American brands across apparel, beauty, food and beverage, and beyond. We're now at a genuine inflection point: transforming from a service business into a technology-powered platform. That means rebuilding our website, launching customer and vendor portals, and shipping AI products that change how packaging gets quoted, designed, and delivered.

The Mission

We're looking for a GTM Strategy & Revenue Operations Manager to architect and run the commercial engine behind our sales and operations teams. Reporting directly to the CEO and working in close daily partnership with the Sales Manager, you will serve as the commercial builder who turns revenue goals into reliable systems, repeatable processes, and actionable data.

This is a hands-on, individual contributor builder role. You will not sit in a silo writing high-level slide decks; you will personally audit RFQ-to-order bottlenecks, configure CRM workflows, pilot our enterprise go-to-market motion, and deploy practical AI automations that help our sales team close higher-margin business faster.

• Job Type: Full-time, Permanent
• Work Location: On-site at our office in Markham, ON
• Target Salary Range: $70,000 – $90,000 base + performance bonus package

What You’ll Build & Own

Enterprise GTM & Expansion Strategy

• Define our enterprise ICPs, tiering models, buyer personas, and account-based sales motions.
• Map the end-to-end enterprise journey from qualification and sampling to procurement and onboarding.
• Run live target-account pilots with the Sales Manager to validate playbooks on real enterprise deals.
• Propose future sales team structures, capacity models, and incentive frameworks.

Sales Process & RFQ Velocity

• Optimize the lead-to-order workflow
• Eliminate operational handoff bottlenecks to drastically reduce quote turnaround times.
• Establish stage exit criteria and qualification standards so reps focus on high-margin opportunities.
• Own CRM configuration, pipeline stages, automated workflows, and data hygiene.
• Deploy practical AI tools for RFQ completeness, historical project lookup, and follow-up prioritization.
• Maintain human-in-the-loop approvals for pricing and materials while driving daily user adoption.

Commercial Economics & Margin Discipline

• Analyze win/loss rates, contribution margin, and profitability by customer, channel, and packaging category.
• Partner with Finance and Operations to enforce discount discipline and curb low-margin, high-friction jobs.
• Build an evidence-based forecasting model to replace subjective pipeline guesses.

Cross-Functional Enablement & Account Expansion

• Partner with cross departments to roll out process and tool changes smoothly.
• Author clear, concise playbooks, train frontline teams, and measure user adoption across all rollouts.
• Solicit ongoing frontline feedback to iterate and improve workflows without creating unnecessary bureaucracy.
• Build data-backed business cases for future sales team structures, capacity planning, and compensation models for leadership approval.

Who You Are

• Proven Track Record: 4–8 years of hands-on experience in Revenue Operations, Sales Operations, GTM Strategy, or Commercial Growth Operations.
• Builder Mindset: Demonstrated experience personally configuring CRM workflows, building forecasting models, and shipping process improvements that frontline teams actually adopt.
• Complex B2B Familiarity: Direct experience with complex B2B sales cycles involving custom specifications, multi-stakeholder decisions, or physical operations (experience in custom packaging, manufacturing, print, supply chain, or tech-enabled services is an asset).
• Analytical & Margin-Focused: Highly analytical with deep proficiency in Excel/Google Sheets, pipeline modeling, and CRM configuration; comfortable analyzing contribution margins and unit economics, not just top-line volume. (SQL or BI dashboarding experience is a plus).
• Applied AI & Automation Literacy: Genuine curiosity and hands-on familiarity with modern AI workflow tools, automation platforms (e.g., Make, Zapier, or native CRM logic), and prompt-assisted operational agents.
• Pragmatic Collaborator: Exceptional communication and empathy for frontline sellers; able to translate executive strategic goals into pragmatic daily workflows without getting lost in theoretical slide decks.

Why PakFactory

• Join us as we evolve from a proven custom packaging partner into a scalable, technology-driven platform. Your work directly shapes our future systems, products, and customer experience.
• We value a hands-on, bias-to-action culture. You’ll have the ownership and trust to test new ideas, solve real problems, and see the immediate results of your contributions without corporate bureaucracy.
• Work alongside passionate problem-solvers across design, sales, operations, and technology who take pride in delivering exceptional work.

Benefits & Work Conditions

• Extended Health, Dental, and Vision care
• Paid time off (PTO) and statutory holiday pay
• On-site parking
• Legal Eligibility: Must be legally authorized to work in Canada.

Accessibility, Inclusion & AI Transparency

PakFactory is an equal opportunity employer committed to diversity, equity, and inclusion. In accordance with the Accessibility for Ontarians with Disabilities Act (AODA) and the Ontario Human Rights Code, accommodations are available upon request for candidates taking part in all aspects of the recruitment and selection process. If you require accommodation, please contact [e-mail]