Senior Manager, GTM Field Operations

The role

You will serve as the embedded operational partner for a North America Revenue Unit. You will own the operating rhythm, turn data into decisions, and manage forecast and pipeline cadence.

What you will do

• Serve as the primary operational point of contact for the assigned segment.
• Maintain command of segment numbers including targets, quotas, and forecast trajectory.
• Own and enforce the business operating rhythm including forecast and pipeline reviews.
• Coach and hold segment leaders and reps accountable to deliverables and rules of engagement.
• Provide proactive analysis on pipeline coverage gaps and emerging risks.
• Partner with Strategy & Planning on territory methodologies and capacity models.
• Partner with RevOps to enforce rules of engagement and align on tech stack strategy.
• Partner with Enablement on new-hire integration and field skill gaps.
• Collaborate with Analytics/BI to design reporting and dashboards.
• Champion adoption and hygiene of sales tools like Gong and Salesforce.

Required qualifications

• 6+ years in Sales/Business Operations or GTM Strategy
• Strong understanding of SaaS business models
• SQL proficiency
• Ability to build and standardize reporting in Snowflake and BI tools such as Tableau and Retool
• Advanced Excel/Sheets skills including pivot tables, data visualization, INDEX/MATCH, VLOOKUP/XLOOKUP, SUMIFS/COUNTIFS, and array formulas
• Experience supporting sales and CS orgs of 100+ reps selling $1M+ deals to Fortune 100 companies
• Proven success building territory models, forecasting processes, and headcount/capacity plans
• Demonstrated ability to apply AI and emerging technologies to optimize revenue processes
• Working knowledge of MCP servers and the data nuances for LLM tools
• Strong organizational and project management skills
• High degree of ownership
• Executive presence

Nice to have

• Experience working in or selling to highly regulated industries such as Healthcare and Financial Services
• Experience navigating complex contract commercials with deal desk and finance
• Proven outcomes supporting Enterprise sales cycles distinct from high-volume/transactional motions

Benefits

• Medical, dental, and vision plans
• Wellbeing Fund - flexible wellness stipend
• Mental Health benefits with covered therapy and coaching
• 401(k) program
• Education & learning stipend
• Flexible vacation time
• Paid parental leave
• Company-wide recharge days each quarter
• Work from home stipend

About the company

Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system.