Senior Manager of GTM Operations

Motive; New York (NY); À distance; USD 150 000 - 190 000; Plein temps

Résumé du poste

Motive is seeking a senior leader to own and operate the end-to-end GTM platform ecosystem, with Salesforce at its center. You will lead a team of GTM systems administrators and program owners, shaping architecture, data model, automation, and integrations to empower 2,000+ sellers, managers, and marketers globally.

You will manage budgets, licensing, and vendor relationships, partner with cross-functional leaders, and ensure governance, compliance, and seamless incident response.

Qualifications

• 10+ years in GTM operations, sales or revenue operations at enterprise or high-growth B2B SaaS.
• 5+ years of direct people management leading GTM admin or operations teams.
• Hands-on Salesforce administration at 1,000+ users and familiarity with CPQ.
• Proven track record leading end-to-end GTM tool evaluations, implementations or migrations.
• Experience with outbound compliance and working with Legal on GDPR, TCPA, CAN-SPAM, CCPA.

Responsabilités

• Lead a team of GTM systems administrators and program owners overseeing Salesforce at the core and related tools.
• Own stack roadmap, architecture, budget, licensing, and cross-functional partnerships.
• Serve as final escalation point for complex platform issues and incidents.
• Partner with Sales Ops, Finance, Procurement, Marketing, Legal, and others to drive major GTM initiatives.
• Grow team capability and translate technical requirements into business-ready guidance.

Connaissances

GTM operations leadership

people management

vendor evaluations

Salesforce administration

cross-functional collaboration

data-driven decision making

incident response

governance & compliance

budgeting & license governance

CPQ knowledge

Outils

Salesforce

Outreach

Salesloft

ZoomInfo

LinkedIn Sales Navigator

Salesforce CPQ

Description du poste

• Motive’s GTM Intelligence & Operations team owns the systems, data, and governance behind how 2,000 sellers, managers, and marketers engage our customers worldwide
• As Manager, GTM Intelligence & Operations, reporting to the Senior Director of GTM Intelligence & Operations, you’ll lead a team of systems administrators and program owners responsible for our end to end GTM SaaS stack: Salesforce at the core, plus sales engagement, prospecting, enrichment, gifting, references, conversation intelligence, and the integrations that connect them
• You’ll own the stack’s roadmap, architecture, budget, and licensing, and partner with Sales Operations, Sales leadership, Enterprise Systems, Marketing, Legal, Finance, Procurement, and other teams to deliver our biggest GTM initiatives
• You’re a battle tested enterprise systems leader with a business owner’s mindset
• You’ve run GTM platforms at scale, built and led admin teams, and seen enough implementations, migrations, and outages to know what good looks like
• You know why every field, integration, and setting you own exists, and you use that to make better decisions, not just faster ones
• You stay calm when a platform goes down and the field still needs to sell by lunch
• You lead with data and translate technical and regulatory requirements into plain language that sellers and executives can act on
• Above all, you grow your people into independent experts and keep the focus on the business
• Lead, coach, and grow a team of GTM systems administrators and program owners by setting clear priorities, delegating platform ownership, and developing each person into a trusted subject matter expert
• Own the end to end GTM platform ecosystem as a connected system, with Salesforce at its center, including architecture, data model, profiles and permissions, automation, integrations, and the downstream tools that depend on it. Serve as the final escalation point for complex platform issues
• Set the standard for Salesforce administration across the GTM org, including release management, change control, documentation, and the quoting and CPQ processes that connect pipeline to revenue, in partnership with Enterprise Systems
• Own the strategy, budget, renewals, and license governance for the broader GTM SaaS portfolio, including our sales engagement platform, and partner with Finance and Procurement on ROI, seat forecasting, and investment decisions
• Lead vendor evaluations and major tool migrations from requirements and diligence through build, launch, change management, and retirement of the legacy tool, so that multi-million dollar decisions are grounded in data and the voice of the user
• Partner with Legal, Security, and Marketing to design and enforce GTM compliance and governance across markets, covering consent management, Do Not Contact, call recording, texting, and email deliverability. Provide data and audit support to Legal and leadership when needed
• Act as the systems lead for major cross-functional initiatives such as new market launches, rebrands, and new sales motions, and partner with Enablement to deliver onboarding, training, and documentation that drive lasting adoption
• Keep the revenue engine running when things break by leading incident response with vendors and ESYS, engineering workarounds, protecting data integrity, and keeping field and executive leaders informed

• 10+ years of experience in GTM operations, sales or revenue operations, or GTM systems within an enterprise or high-growth B2B SaaS organization, including 5+ years of direct people management experience leading systems administrators or GTM operations teams
• A proven track record of leading a major GTM tool evaluation, implementation, or migration from start to finish, including vendor diligence, the business case, contract negotiation, and change management
• Remote position (must already be located in North America)
• Deep, hands-on Salesforce administration experience at an enterprise scale of 1,000+ users, including objects, security and sharing, profiles and permission sets, automation, reporting, and integrations. Salesforce Administrator, Advanced Administrator, Platform App Builder, CPQ Specialist, or other Salesforce certifications are a plus
• A proven track record of managing an entire end to end GTM platform within an enterprise org, spanning CRM, sales engagement (Outreach, Salesloft, or a comparable platform), data and enrichment (such as ZoomInfo and LinkedIn Sales Navigator), conversation intelligence, gifting, and customer reference platforms. Experience with AI features in GTM tools is a plus
• CPQ experience is strongly preferred, ideally Salesforce CPQ or Revenue Cloud, including product and pricing configuration, discount approvals, and quote to cash handoffs
• Experience owning a software budget and license governance, and presenting clear, data-backed recommendations to executive leadership
• Working knowledge of outbound compliance and deliverability requirements (GDPR, TCPA, CAN-SPAM, CCPA, and Do Not Contact) and experience partnering with Legal to put them into practice in your systems