We are seeking a results-oriented Principal GTM Systems Manager to join the Revenue Operations organization at Outreach. This strategic, hands-on individual contributor role sits at the intersection of Sales, Finance, Deal Desk, Order Management, Enablement, and Business Systems, and is responsible for translating GTM strategy into scalable processes and well-orchestrated systems.
The Principal GTM Systems Manager role is highly hands-on and owns execution of the day‑to‑day reliability, optimization, and scalability of the revenue tech stack. This role ensures that sales and customer success operate seamlessly to support efficient revenue execution, accurate reporting, and strong rep productivity.
This role is also accountable for leading the delivery of new project identified as key priorities for the revenue operations such as the implementation of a new quoting system, the implementation and improvement of data flows and signals that are powering AI GTM plays.
This role requires the ability to architect, orchestrate systems, data flows, automation, and optimize the GTM tech stack. In close partnership with Enablement, you will help ensure enablement tooling, and workflows reinforce the intended sales motions and are governed for adoption, quality, and scale.
Your Daily Adventures Will Include:
Own administration, configuration, and health of core revenue systems (e.g., CRM, sales engagement, CPQ, data tools).
Translate revenue process requirements into system workflows, automation, and integrations.
Partner with Sales, Marketing, CS, and Finance to support go‑to‑market initiatives and system changes.
Ensure data quality, system governance, access controls, and compliance with RevOps standards.
Manage system incidents, releases, testing, and change management.
Support reporting, dashboards, and operational insights by ensuring system accuracy and consistency.
Evaluate and implement new tools to improve revenue efficiency and scales
Support budget and renewal tracking
Implement new quote system: lead requirements gathering, process design & optimization with cross functional team, implementation and support with systems team, rollout and enablement support, monitor adoption.
Act as a primary interface between the business and Business Systems teams, ensuring requirements, priorities, and field context are well understood
Lead design and orchestration of systems, data flows, and signals that power AI-driven sales plays, automation, and insights
Our Vision of You:
8–10+ years of experience in Sales Operations, Revenue Operations, or GTM Business Systems in a SaaS environment
Strong experience owning business processes and requirements across Quote-to-Cash and CPQ initiatives; migration experience is a plus
Demonstrated ability to drive cross-functional alignment with Sales, Finance, Deal Desk, and Order Management
Deep Salesforce experience; CPQ exposure strongly preferred
Experience designing or supporting GTM system orchestration and AI-enabled sales plays, automation, and insights
Hands-on experience administering enablement systems and collaborating with Enablement teams on governance and adoption
Required Experience with salesforce, CPQ or RCA and preferred with Enablement, LMS (learning management system), contract management system
Excellent analytical, documentation, communication, and stakeholder management skills
Comfort operating in fast-moving, ambiguous environments with a bias toward clarity and execution
Bachelor’s degree in Business, Information Systems, or a related field
Outreach San Francisco, California, USA Office
San Francisco, United States
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