Who we’re looking for

We’re looking for a Revenue Operations Process Manager to shape how our go-to-market engine actually works.

In this role, you’ll own the business processes, governance, and operating framework that powers our upper-funnel revenue engine. processes within our ABM tool 6sense. Your focus isn’t on configuring the system; it’s on defining how work should flow across Marketing, Sales, and Customer Success, so everything operates as one cohesive system. You will define how target accounts are identified, prioritized, routed, engaged, and progressed through the buyer journey using 6sense as a core component of our operating model.

You’ll act as the bridge between business and technical teams, translating GTM strategy into clear, scalable process logic and requirements.

This is a process architecture role, not a systems administration role. Success isn’t measured by tickets closed or configurations shipped; it is measured by clarity, scalability, adoption, and performance.

Your focus is not system administration or campaign execution. Instead, you'll design the business logic, workflows, decision frameworks, and governance that ensure our account-based strategy translates into consistent execution.

What You Will Own

Design End to End GTM processes

Build and evolve workflows across Marketing, SDR, Sales, and Customer Success
Ensure inbound, outbound, and account-based motions work together as a unified system
Define lifecycle stages, ownership models, and clean handoffs across teams
Design how target accounts move from identification through engagement, opportunity creation, and pipeline progression
Establish account stages, buying stages, ownership models, and engagement plays
Ensure inbound, outbound, and ABM motions operate as a coordinated system rather than independent workflows

Translate Strategy into Execution

Translate GTM strategy into:
Process flows
Decision logic
Business requirements
Acceptance criteria
Partner closely with CRM and Systems teams, acting as the primary interface with GTM stakeholders
Ensure implementations reflect business intent (not just technical feasibility)

Own Process Governance & Data Clarity

Define and enforce:
Source-of-truth definitions
Data ownership models
Process standards across systems
Create clear, human-readable documentation so teams understand how things work

Define routing, prioritization, and signals

Design lead, account, and opportunity routing strategies
Build prioritization frameworks based on segmentation and signals
Eliminate gaps, duplication, and conflicting engagement paths

Drive Performance & Continuous Improvement

Define SLAs, KPIs, thresholds, and success criteria across GTM motions
Design and deliver high quality process training to drive GTM team members to optimize day to day activities
Monitor process health (e.g., coverage, routing accuracy, adoption)
Continuously iterate as GTM strategy, segments, and tooling evolve

What Success Looks Like

GTM processes are clearly defined, consistently executed, and widely adopted
Stakeholders understand how the system works without relying on tribal knowledge
Salesforce reflects intentional design, not incremental patchwork
Process changes are scalable, testable, and measurable
Business and systems teams operate with shared clarity and alignment

What This Role Is Not

Not a Salesforce Administrator — does not own configuration or system builds
Not a Marketo / campaign execution role
Not a reporting or analytics-only function
Not a ticket-based support role for CRM requests

What We’re Looking For

5+ years in Revenue Operations, GTM Operations, or Sales/Marketing Operations
High learning agility and analytical thinking
Proven ownership of lead management, routing, or demand processes in complex GTM environments
Experience working across Sales, Marketing, SDR, and Systems teams
Exposure to ABM tools like 6sense
Exposure to different revenue intelligence tools, such as Marketo, Groove, Dialpad and Gong
Proven experience operating in a scaled B2B organization (SaaS or complex GTM preferred)