Senior Manager GTM Operations
About the Role
The Senior Manager, Go-to-Market (GTM) Operations will direct A-LIGN’s investments in GTM effectiveness and manage functions essential to GTM productivity. In this role you will be responsible for strategic planning, execution planning, reporting, pricing strategies, sales process optimization, as well as sales compensation design and administration. You will directly support the Divisional Vice President, EMEA, and foster close working relationships with internal and external stakeholders to ensure the GTM organization’s efficient operation and success.
Reports to
Divisional Vice President, EMEA
Pay Classification
Full-Time
Responsibilities
GTM Strategy & Planning
- Conduct segmentation analysis and provide strategic prioritization and investment recommendations
- Develop and implement Customer and Prospect Database (CapDB) strategy to optimize Customer Acquisition Cost (CAC) and accelerate growth
Marketing Operations
- Drive marketing forecasting and investment strategy across channels, including SEM, SEO, AI Search, Field/Events, Partnerships, and Digital
- Deliver comprehensive marketing reporting on input and output metrics and KPIs
- Partner with the CGO, EVP Marketing, Director EMEA Marketing and Digital Marketing team to rationalize and maximize MarTech stack investments
- Optimize ad spend effectiveness and ROI in collaboration with the Digital Marketing team
- Create and maintain reporting frameworks to enhance marketing message effectiveness and testing strategies
Sales Operations
- Coordinate and optimize sales reporting, forecasting, planning, and budgeting while ensuring quality, accuracy, and process consistency in all planning efforts
- Manage weekly bookings forecasts, pipeline reviews, and compliance processes
- Optimize sales processes and forecasting to improve predictability and minimize forecast variances
- Oversee territory management, Rules of Engagement (RoE), and policy administration across inbound, named accounts, field, and existing customer sales teams
Partner Operations
- Deliver partnership reporting, planning, and analytics to drive performance and alignment
- Manage the partnership playbook and operating model to ensure consistency and scalability
- Oversee the partner portal and related systems and processes for seamless partner engagement
Compensation Strategies & Administration
- Optimize sales incentive compensation structures and quotas to align with company objectives
- Ensure equitable quota assignments and optimal allocation across all sales channels and resources
- Manage organization-wide compensation and incentive programs, including sales, partner, BDR compensation, SPIF initiatives, and employee incentive programs
Sales Enablement and Optimization
- Support the design and delivery of sales training and enablement programs
- Ensure sales organization objectives are achieved through OKRs and timely execution
- Proactively identify opportunities for sales process improvement; collaborate with sales management to assess process quality, address bottlenecks, and drive continuous improvement initiatives
- Implement enabling technologies, including CRM, across international markets; monitor compliance with standards for maintaining CRM investments
- Provide data-driven recommendations on hiring, promotion, discipline, and termination decisions for subordinate employees
GTM Technology Stack Management & Administration
- Manage the sales technology stack, including SFDC, CPQ, Outreach, and related tools
- Oversee marketing technology platforms, such as MAP and BDR tooling, to ensure efficiency and alignment
- Administer AI tools, including Clay, to enhance automation and productivity
Minimum Qualifications
EDUCATION
- Bachelor’s degree from an accredited institution
- Master’s in business administration (MBA) preferred
EXPERIENCE
- Minimum of 5 years in sales operations, business planning, or sales support management roles
- Private Equity (PE)-backed portfolio company experience strongly preferred
- Track record of managing analytically rigorous corporate initiatives
- Expertise in Sales and GTM strategy and planning
- Proven leadership in Sales and Marketing Operations
- Skilled in utilizing Salesforce
- Experience developing accurate success measures directly tied to compensation strategies
SKILLS
- Ability to meet deadlines with a high degree of motivation
- Excellent communication
- Thrive in a fast-paced environment
- Ability to work individually as well as collaboratively
Benefits
- Health Reimbursement Program
- Group Pension Plan with Company Match
- Competitive Bonus Structure
- Home Office Reimbursement
- Certification Reimbursement
- Personalized Career Coaching
- Generous Paid Time Off
- Paid Office Closure December 25-January 1
- Summer Hours
About A-LIGN
A-LIGN is the leading provider of high-quality, efficient cybersecurity compliance programs. Combining experienced auditors and audit management technology, A-LIGN provides the widest breadth and depth of services including SOC 2, ISO 27001, HITRUST, FedRAMP, and PCI. A-LIGN is the number one issuer of SOC 2 and HITRUST and a top three FedRAMP assessor. To learn more, visit a-lign.com.
Come Work for A-LIGN!
Apply online today at A-LIGN.com and learn about life at A-LIGN by following us on LinkedIn.
A-LIGN is an Equal Opportunity Employer.