[Remote] GTM Operations Manager

Note: The job is a remote job and is open to candidates in USA. Ocho is partnering with a high-growth technology company to find an exceptional Senior GTM Operations Manager. The role involves owning the control layer of the revenue engine, focusing on data, systems, and operationalizing AI within the go-to-market strategy.

Responsibilities

• Own the data layer end to end — every system that writes to or reads from our customer record (HubSpot, Salesforce, PostHog, Clay). Define what writes where, at what frequency, and what gets logged for review
• Define and enforce sales process. Set the standard for activity logging, stage discipline, close date hygiene, and deal review readiness, with an audit cadence that keeps it honest
• Design lead routing. How PQLs, warm leads, and the long tail move through the system; where the rules live; how anti-collision between BDR and AE is handled; what the SLAs are
• Close the attribution loop from event to closed-won deal. Decide what we measure, how we measure it, and what it tells us about which signals and channels actually work
• Govern agent activity. Define the oversight model: what gets logged, sampled, flagged. Catch hallucinated personalisation, frequency mistakes, and segment drift before customers do
• Establish data contracts across the stack, so when PostHog adds an event or Salesforce changes a field, the system holds. Single point of accountability for what breaks
• Partner with the Chief of Staff on forecasting, pipeline rigour, territory planning, annual planning, KPI design, and board reporting. The numbers we commit to need to be numbers we can defend
• Experiment continuously with AI tools and workflows to accelerate your own output — auditing, reporting, data enrichment — and share what works with the team

Skills

• A genuine pull toward high-growth environments where the product, market, and plan are all still moving. You see that as the interesting part
• Real curiosity about systems — you like getting your hands inside a stack, figuring out what it actually does, and finding the cleanest way to make it run
• A clear point of view on where AI belongs in the revenue stack today, and where it doesn't yet. You can defend both
• Strong analytical chops. Excel/Sheets fluency required; SQL a real plus. You build your own reporting and can walk through the decisions the numbers drove
• A bias toward building systems that scale over solutions that just survive the quarter
• A collaborative, low-ego, proactive approach — comfortable moving between system design and the unglamorous audit work that keeps it honest
• Own the data layer end to end — every system that writes to or reads from our customer record (HubSpot, Salesforce, PostHog, Clay). Define what writes where, at what frequency, and what gets logged for review
• Define and enforce sales process. Set the standard for activity logging, stage discipline, close date hygiene, and deal review readiness, with an audit cadence that keeps it honest
• Design lead routing. How PQLs, warm leads, and the long tail move through the system; where the rules live; how anti-collision between BDR and AE is handled; what the SLAs are
• Close the attribution loop from event to closed-won deal. Decide what we measure, how we measure it, and what it tells us about which signals and channels actually work
• Govern agent activity. Define the oversight model: what gets logged, sampled, flagged. Catch hallucinated personalisation, frequency mistakes, and segment drift before customers do
• Establish data contracts across the stack, so when PostHog adds an event or Salesforce changes a field, the system holds. Single point of accountability for what breaks
• Partner with the Chief of Staff on forecasting, pipeline rigour, territory planning, annual planning, KPI design, and board reporting. The numbers we commit to need to be numbers we can defend
• Experiment continuously with AI tools and workflows to accelerate your own output — auditing, reporting, data enrichment — and share what works with the team
• Experience in RevOps, Sales Ops, or GTM Analytics in B2B SaaS or AI, with real Salesforce depth (data model, automation, reporting). HubSpot, PostHog, and Clay experience a plus

Benefits

• Remote-first: work from where you do your best work, with the autonomy and trust to own your outcomes.
• Career acceleration: genuine opportunities to grow your skills, expand your role, and step into leadership as the team scales.
• Strong compensation and benefits: competitive pay, equity, and benefits that support your life outside of work.

Company Overview