GTM Strategy and Operations Manager

Accountabilities: Own the analytical infrastructure supporting the commercial lifecycle, including data models, metric definitions, source-of-truth logic, transformations, and dashboard architecture. Develop reliable reporting and performance analysis covering pipeline coverage, stage conversion, win rates, deal size, sales cycle, forecast accuracy, retention, renewal risk, and partner contribution. Build analytical views across regions, segments, products, sales channels, owners, partners, opportunity types, and customer cohorts to identify trends and explain performance drivers. Establish data-quality monitoring, reconciliation, and reporting controls across Salesforce, Clari, and related systems to ensure accurate and trusted information. Translate pipeline, forecast, and renewal data into clear business narratives, highlighting risks, opportunities, and recommended management actions. Design, build, and maintain production-ready AI-powered workflows for opportunity hygiene, deal-risk detection, forecast commentary, meeting intelligence, next-step quality, renewal preparation, churn signals, expansion opportunities, and management reporting. Integrate AI capabilities with Salesforce, Clari, Clari Copilot, and structured commercial data through low-code tools, APIs, integrations, and agent-based platforms. Define prompts, structured outputs, evaluation criteria, exception handling, human oversight, and monitoring to ensure AI workflows are accurate, responsible, and effective. Apply appropriate governance for data security, access permissions, transparency, and responsible AI use while continuously improving workflow performance and adoption. Identify high-value automation opportunities and measure their impact on forecast accuracy, seller capacity, sales-cycle efficiency, and retention visibility. Own the Salesforce opportunity lifecycle from creation through qualification, progression, and close, maintaining stages, entry and exit criteria, required fields, validation rules, and data-hygiene standards. Lead the forecasting operating model, including cadence, reporting hierarchy, forecast categories, inspection views, submissions, governance, and accuracy measurement. Administer and optimize Clari and its Salesforce integration, ensuring accurate access, roll-ups, workflows, and reporting. Use Clari and Clari Copilot insights to identify deal movement, slippage, risks, upside, stakeholder coverage, and coaching opportunities for sales leaders and representatives. Partner with Sales leadership to strengthen pipeline discipline and execution through process improvements, enablement, regular inspection, and data-driven interventions. Own the closed-won handoff to Implementation and Customer Success, ensuring appropriate context, ownership, service levels, milestone tracking, and exception management. Design and maintain scalable renewal processes covering record creation, ownership, timelines, stages, risk assessment, forecast categories, escalation, retention outcomes, and expansion signals. Develop partner-sourced and partner-influenced opportunity processes, including registration, approval, attribution, handoffs, and performance reporting. Ensure closed-lost, churn, and contraction reasons are consistently documented and translated into actionable insights. Act as an operational and analytical partner to Sales, Customer Success, Partnerships, Finance, GTM Systems, and executive leadership. Lead requirements gathering, process design, solution configuration, testing, release management, documentation, enablement, and adoption measurement. Drive alignment on commercial definitions, forecasting policies, data standards, and priorities while balancing immediate business needs with scalable systems and processes. Requirements: At least 4 years of experience in GTM Operations, Revenue Operations, Sales Operations, Customer Operations, GTM Engineering, Revenue Systems, or a comparable technical GTM role within a B2B technology or SaaS environment. Advanced analytical skills, including experience designing data models, defining performance metrics, developing dashboard architecture, and building scalable reporting infrastructure for operational and executive decision-making. Strong Salesforce proficiency, particularly in opportunity data modeling, process design, automation, reports, dashboards, permissions, and data-quality governance. Hands-on experience managing forecasting processes and platforms, preferably Clari, including configuration, pipeline inspection, reporting, and forecast-accuracy analysis. Demonstrated experience building and operationalizing AI-enabled workflows through low-code tools, integrations, APIs, or agent-based platforms. Working knowledge of AI workflow design, including prompt development, structured outputs, testing and evaluation, monitoring, exception handling, and human oversight. Experience designing processes and reporting for opportunity management, deal closure, customer handoffs, renewals, and recurring revenue. Ability to combine quantitative analysis with commercial judgment to identify business priorities and recommend practical actions. Strong communication and stakeholder-management skills, with the ability to influence senior leaders and collaborate across multiple functions. Experience in requirements gathering, process mapping, solution design, testing, documentation, and change management. Strong organizational skills and the ability to manage multiple priorities while maintaining data accuracy and operational consistency. Preferred experience: Familiarity with Clari Copilot, conversation intelligence platforms, or AI-assisted deal inspection. Experience with SQL, business intelligence tools, data transformation, reverse ETL, or warehouse-based reporting. Background in GTM Engineering, including building commercial applications, internal tools, or AI agents. Exposure to Salesloft, Lusha, Clay, Nooks, Qualified, or LinkedIn Sales Navigator. Experience supporting enterprise sales environments or multi-product recurring-revenue business models. Benefits: Annual salary range of CAD $155,000–$180,000. Fully remote work arrangement within Canada. Opportunity to shape and improve the systems, analytics, and processes that support the full go-to-market lifecycle. Exposure to AI-powered automation, revenue technology, and advanced commercial analytics. Cross-functional collaboration with Sales, Customer Success, Partnerships, Finance, GTM Systems, and executive leadership. Opportunity to influence strategic decisions through data-driven insights and scalable operational improvements.