Senior Manager, GTM Operations

Overview

Lead Motive's GTM Intelligence & Operations team, owning the systems, data, and governance behind the end-to-end GTM SaaS stack, with Salesforce at the core.

What you'll do

• Lead, coach, and grow a team of GTM systems administrators and program owners by setting clear priorities, delegating platform ownership, and developing each person into a trusted subject matter expert.
• Own the end-to-end GTM platform ecosystem as a connected system, with Salesforce at its center, including architecture, data model, profiles and permissions, automation, integrations, and the downstream tools that depend on it.
• Serve as the final escalation point for complex platform issues.
• Set the standard for Salesforce administration across the GTM org, including release management, change control, documentation, and the quoting and CPQ processes that connect pipeline to revenue, in partnership with Enterprise Systems.
• Own the strategy, budget, renewals, and license governance for the broader GTM SaaS portfolio, including the sales engagement platform, and partner with Finance and Procurement on ROI, seat forecasting, and investment decisions.
• Lead vendor evaluations and major tool migrations from requirements and diligence through build, launch, change management, and retirement of the legacy tool.
• Partner with Legal, Security, and Marketing to design and enforce GTM compliance and governance across markets, covering consent management, Do Not Contact, call recording, texting, and email deliverability.
• Provide data and audit support to Legal and leadership when needed.
• Act as the systems lead for major cross-functional initiatives such as new market launches, rebrands, and new sales motions, and partner with Enablement on onboarding, training, and documentation.
• Lead incident response with vendors and ESYS, engineer workarounds, protect data integrity, and keep field and executive leaders informed.

What you'll need

• 10+ years of experience in GTM operations, sales or revenue operations, or GTM systems within an enterprise or high-growth B2B SaaS organization, including 5+ years of direct people management experience leading systems administrators or GTM operations teams.
• Deep, hands-on Salesforce administration experience at an enterprise scale of 1,000+ users, including objects, security and sharing, profiles and permission sets, automation, reporting, and integrations.
• A proven track record of managing an entire end-to-end GTM platform within an enterprise org, spanning CRM, sales engagement (Outreach, Salesloft, or a comparable platform), data and enrichment (such as ZoomInfo and LinkedIn Sales Navigator), conversation intelligence, gifting, and customer reference platforms.
• A proven track record of leading a major GTM tool evaluation, implementation, or migration from start to finish, including vendor diligence, the business case, contract negotiation, and change management.
• Working knowledge of outbound compliance and deliverability requirements (GDPR, TCPA, CAN-SPAM, CCPA, and Do Not Contact) and experience partnering with Legal to put them into practice in your systems.
• Experience owning a software budget and license governance, and presenting clear, data-backed recommendations to executive leadership.

Nice to have

• Salesforce Administrator, Advanced Administrator, Platform App Builder, CPQ Specialist, or other Salesforce certifications.
• CPQ experience, ideally Salesforce CPQ or Revenue Cloud, including product and pricing configuration, discount approvals, and quote-to-cash handoffs.
• Experience with AI features in GTM tools.

Details

• Remote position; must already be located in North America.
• Some interviews or new-hire training sessions may be held in person at one of Motive's global offices.
• Compensation ranges by location: San Francisco, California $206,000 to $258,000 USD; New York City Area and Seattle, WA $198,000 to $247,000 USD; other locations in the United States $179,000 to $224,000 USD.
• Must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.
• May be required to execute a non-compete covenant, depending on role and primary work location; does not apply to lawyers, interns, or employees working in CA, MN, MT, ND, OK, or where otherwise prohibited by law.