Senior GTM Operations Manager

Senior GTM Operations Manager

📍 Estonia, Portugal, Poland | 🌍 Global Team | 💼 Full-time

Who We Are

At Katana Cloud Inventory, we know our strength lies in the diversity of our team. We’re a remote-first company with 100+ talented people from 23+ nationalities across 10+ countries, working together to make inventory management seamless for modern businesses.

We believe in building software that connects businesses with their products and people – this connectivity is at the heart of everything we do.

Since 2017, we’ve been helping companies worldwide get a real-time view of their inventory and production workflows. From mom-and-pop shops to multi-million-dollar brands, our customers rely on us to unify their processes and tools with intuitive cloud-based inventory software that just works.

To date, we’ve raised over €64 million from VC funds and investors who, like us, believe the inventory software space needs more love. As we continue to grow rapidly, we remain committed to equitable opportunities, fostering belonging, and driving innovation in everything we do.

Who Are We Looking For?

A Senior GTM Operations Manager who turns strategy into scalable execution — building technical solutions, automations, and AI-powered workflows that power Katana's growth engine across PLG and sales-assisted motions.

This isn't a traditional operations role. We're looking for someone who thinks like a builder, not just an operator — someone who'd rather prototype a solution than map it in a slide deck. But you also know the best systems fail without buy-in, so you invest in understanding what teams actually need before building.

If you get energy from untangling messy problems with technical solutions, shipping automations that actually get used, and seeing the impact in the numbers — you'll thrive here.

What You’ll Be Doing

As a Senior GTM Operations Manager, you will:

🤖 Build AI-first GTM workflows — automate repetitive operational work, use AI tools to analyze unstructured data at scale, and build systems that improve speed and consistency across Sales, Marketing, and Partnerships

⚙️ Build the GTM tech stack — design, build, and maintain CRM workflows, integrations, enrichment, and automations that power both PLG and sales-assisted funnels

🔄 Design scalable operating models — build playbooks, templates, and process documentation that make GTM execution repeatable and scalable

📊 Run GTM experiments end-to-end — from hypothesis to execution to measurement across self-serve and sales-assisted motions

🚀 Improve funnel performance — optimise lead routing, pipeline workflows, attribution, and handoffs to increase velocity and conversion

🧠 Use data to drive decisions — diagnose root causes, build business cases, and prioritise work based on impact, not opinions

🧩 Ship with no-code / low-code tools + AI tools — build working solutions in Zapier or n8n; write prompts that extract insights from unstructured data; use Claude Code or similar to analyze pipeline data programmatically

🤝 Partner cross-functionally — build deep relationships with Sales, Marketing, and Partnerships leads; understand their goals, proactively surface opportunities, and co-own outcomes rather than just execute requests

📣 Share what works — document learnings, raise the GTM bar, and coach others on experimentation, automation, and AI-enabled execution

You’ll thrive in this role if you:

✅ 3–6 years of experience in Revenue Operations, GTM Operations, or similar roles in B2B SaaS. Ideally in high velocity, SMB-focused environments (ACV ~$5–20k)
✅ Hands-on builder of GTM systems, workflows, and automations — not just a process manager
✅ Strong CRM experience (we use HubSpot) and comfort with the broader revenue tech stack
✅ Technically proficient: you're comfortable in HubSpot workflows, can build custom automations in Zapier or similar, and have an interest in using AI coding tools like Claude Code or Cursor to push what's possible without engineering support
✅ Analytical and data-driven: you use numbers to diagnose problems and prove impact
✅ AI-native builder: you use AI coding tools daily as your primary way to analyze data, automate workflows, and ship solutions that would traditionally require engineering support
✅ Bias for action: you spot problems and fix them without waiting for permission
✅ Strong collaborator who can influence across teams without formal authority

🧩 Experience working with PLG + sales-assisted (hybrid) GTM models is a big plus

Why You’ll Love Katana

🌍 Global, Remote-first – We are a connected and borderless team, embracing a remote culture that enables us to collaborate across time zones. With Katanauts in 10+ countries, we celebrate our diverse perspectives, fostering innovation and inclusivity no matter where we work. And if you prefer an office environment, we’ve got you covered—our cool office space in Noblessner, Tallinn is available for those who enjoy working onsite! (No pressure, no rules!)

🚀 Fast-growing Scale-up – Join a high-impact company scaling globally.

📚 Growth & Learning – We support continuous development with dedicated learning budgets for each team and company-wide growth opportunities, empowering you to expand your skills and advance your career.

🎉 Culture & Connection – Regular team events, virtual meetups, and offsites to foster community.

Salary & Benefits

💰 Competitive Compensation

📈 Employee Stock Option Program – We believe in sharing success, so everyone has the opportunity to be engaged and benefit from the fruits of our collective efforts.

🏖️ Time Off – We believe in work-life balance and taking time to recharge. We offer a minimum of four weeks annual + 3 paid health days

🌍 Sabbatical; Time to Reset and Explore – After four years with Katana, we celebrate your dedication by offering a well-earned sabbatical. Whether you want to travel, focus on personal growth, or simply take an extended break to recharge, this is your time to step away, reflect, and return refreshed.

Reasons to Celebrate – Getting older is a serious thing, so it calls for some serious celebration! Therefore, we give you your birthday off as a gift.

💡 Home Office – Being comfortable in your working space is essential, so we provide a home office stipend for you to ensure you have an environment to thrive in.

Health & Wellness – Health and Wellness are incredibly important to us, so you will be able to choose a package that works best for you!

💻 Tech & Tools – The best hardware and software to support your success.

Hiring Process

📞 Step 1: Screening Call (30 mins): A quick chat about your interest in Katana, your background, and whether the role is a strong match on both sides.

🎯 Step 2: Role-fit + Case study Interview (90 mins): We’ll cover role expectations and collaborate through technical/problem-solving topics so you can demonstrate how you think, build, and work.

🤝 Step 3: Impact Interview (45 mins): We’ll explore your ways of working and whether our culture is the right fit for you to thrive.

📄 Step 4: Offer & Onboarding – Welcome to Katana! 🎉

Ready to apply? Hit the button below and let’s chat! 🚀