Senior GTM Strategy & Operations Manager, Mid-Late Sales Funnel

Responsibilities

• Own the strategy and day to day operations for the Upmarket mid-to-late sales funnel, shaping how opportunities progress from creation through close.
• Develop a strong point of view on the sales processes, stage management, opportunity management, workflows, and seller behaviors needed to improve conversion, sales efficiency, and predictable revenue growth.
• Own and evolve the operational workflows and data that support contracting and complex deal execution, ensuring sellers have clear, scalable paths from opportunity through contract and close. Serve as a go-to strategic and operational partner for creative and complex deal structures, working hands-on with sellers and…
• Own and evolve sales forecast cadences, facilitating forecast reviews with Sales leadership to scrutinize pipeline health and deal-specific risks.
• Identify and lead strategic improvements to our mid-to-late funnel operating model, using data, field insights, and deep sales process expertise to diagnose where opportunities are getting stuck or where seller effectiveness can improve.
• Lead complex initiatives from problem definition and recommendation through senior stakeholder alignment, hands-on implementation, and measurement of business impact in partnership with GTM Systems & Analytics and other cross-functional teams.

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