Senior GTM Strategy & Operations Manager

Overview of Position

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. Collaborating with cross-functional teams, you will shape go-to-market strategies and implement best practices in business development operations. This role reports directly to the Director of GTM Strategy and Operations.

Overview of Team

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 advanced analytics projects to identify trends, opportunities, and areas for improvement across all GTM functions.
• Collaborate with GTM Strategy & Planning to provide data-driven recommendations for strategic initiatives.

1. Forecasting and Planning:

• Develop and refine forecasting models to accurately predict revenue, pipeline, and other critical business metrics.
• Partner with finance and sales leadership to establish and track quota and revenue targets.

1. Operations Management:

• Optimize end-to-end GTM processes, including lead management, opportunity management, and customer lifecycle workflows.
• Manage and continually improve the GTM technology stack, ensuring seamless integration and maximum efficiency.
• Develop and implement best practices for data management, ensuring data integrity and compliance with relevant regulations.

1. Strategic Input:

• Provide data-driven insights to inform GTM strategy and tactical decision-making at the executive level.
• Identify and assess new technologies and methodologies to enhance GTM analytics and operations capabilities.

What you’ll do:

• Build foundational business development processes and tools to improve efficiency and effectiveness across the team.
• Drive strategic initiatives to enhance lead generation, pipeline management, and conversion rates.
• Collaborate with finance to develop financial models and forecasts that support strategic decision-making and evaluate potential partnerships.
• Work closely with marketing and sales teams to create integrated campaigns and go-to-market strategies that drive awareness and revenue.
• Conduct thorough market research and competitive analysis to identify new business opportunities and emerging trends.
• Establish and maintain key performance indicators (KPIs), metrics and dashboards to assess the effectiveness of business development initiatives and provide regular updates to senior leadership.
• Build and maintain relationships with strategic partners, ensuring alignment and addressing issues as they arise.
• Manage CRM data integrity, reporting accuracy, and database maintenance to support data-driven decision-making.

What we’re looking for:

The ideal candidate will have a strong background in customer success, 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.
• 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 and AWS ACE

United States Base Pay Range

$118,000—$170,000 USD

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.

About CircleCI

CircleCI is the world’s largest continuous integration/continuous delivery (CI/CD) platform, and the hub where code moves from idea to delivery. As one of the most-used DevOps tools - processing more than 3 million jobs a day - CircleCI has unique access to data on how the most effective engineering teams work, and the tools to help software companies successfully leverage the power of AI into their commercial applications. Companies like Hinge, HuggingFace, and Samsung use us to improve engineering team productivity, release better products, and get to market faster.

Founded in 2011 and headquartered in downtown San Francisco with a global, remote workforce, CircleCI is venture-backed by Base10, Greenspring Associates, Eleven Prime, IVP, Sapphire Ventures, Top Tier Capital Partners, Baseline Ventures, ThresholdVentures, Scale Venture Partners, Owl Rock Capital, Next Equity Partners, Heavybit, and Harrison Metal Capital. 

CircleCI is an Equal Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.