Senior GTM Strategy & Operations Manager

Are you passionate about driving growth and operational excellence? If you thrive in a dynamic environment where strategy meets execution, this role is for you! We’re hiring a Senior GTM Strategy and Operations Manager to develop and execute strategies that enhance growth, improve efficiency, and foster valuable partnerships. This is a high-visibility, high-impact role that shapes how we grow revenue and go-to-market strategies. This role reports directly to the Director of GTM Strategy and Operations.

The GTM Strategy & Operations team is dedicated to developing and executing strategic initiatives that drive growth and operational efficiency across the company. We work collaboratively with departments such as marketing, sales, finance, product management, and customer success to ensure alignment and drive impactful results. Our team prioritizes data-driven decision-making, continuous improvement, and customer engagement to refine our approach and maximize impact. We value agility and aim to deliver measurable results quickly while fostering a culture of innovation.

Key Responsibilities:

1. Analytics Leadership:
• Oversee the development and maintenance of comprehensive dashboards and reports that provide actionable insights on key performance indicators (KPIs) and operational metrics.
• Lead and execute projects to identify trends, opportunities, and areas for improvement across all GTM to provide data-driven recommendations for strategic initiatives.
2. Forecasting and Planning:
• Own the annual and quarterly revenue planning process, establishing and tracking quotas and attainment, partnering with Finance and Sales leadership to develop bottoms-up forecasts.
• Build and maintain dynamic forecasting models that incorporate pipeline, bookings, expansion, and churn signals.
• Drive monthly and quarterly business reviews with actionable analysis and clear recommendations.
3. Operations Management:
• Optimize end-to-end GTM processes, including lead management, opportunity management, and customer lifecycle workflows.
• Develop and implement best practices for data management, ensuring data integrity.
• Identify process gaps and drive cross-functional initiatives to close them
• Build and deploy AI agents to automate recurring workflows, streamline key business reporting, and so the team can focus on strategic work.

The ideal candidate will have a strong background in sales strategy, operations, or related industries, and will be comfortable navigating both strategic and operational aspects of the role. You will bring:

• Proven experience in developing and implementing customer success strategies that drive measurable outcomes.
• A solid understanding of customer engagement metrics, key performance indicators (KPIs), and how to apply them to influence business results.
• Strong analytical skills, with the ability to interpret data, generate insights, and make data-driven decisions and use AI when appropriate. 
• Excellent communication and interpersonal skills, enabling you to build relationships with both technical and non-technical stakeholders.
• A collaborative mindset with the ability to work effectively across various teams to drive initiatives that enhance customer satisfaction.
• Bonus: Experience with Hubspot.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

CircleCI is the world’s largest shared continuous integration and continuous delivery (CI/CD) platform, and the central hub of modern software delivery. Recognized as one of the industry’s best places to work, CircleCI has been recognized on Forbes America’s Best Startup Employers, Deloitte Technology Fast 500, Developer Week’s Best Innovation in Development Platforms, DevOps.com Best CI/CD Tool, and G2's Top 100 Best Companies. Come join the team and see why!