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Senior Manager, GTM Field Operations

Gong· GTM Strategy & Planning
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Hybrid (Chicago / NYC / Salt Lake City)$138k - $210kfull-timePosted 2mo ago

About the role

Senior Manager, GTM Field Operations responsible for embedding operational partnerships within a North America Revenue Unit, owning operating rhythm, data-driven decisions, and cross-functional alignment to translate annual GTM plans into RU-level execution.

Responsibilities

  • Serve as the primary operational point of contact for assigned segment's reps, managers, and senior leaders — owning end-to-end ops needs.
  • Maintain real-time command of segment numbers: targets and quotas, actuals and forecast trajectory, leading KPIs (pipeline generation, close rates, cycle length), and top deals and risks in-quarter.
  • Own and enforce the business operating rhythm: weekly/monthly forecast and pipeline reviews, deal/account reviews, KPI and headcount tracking, and QBR/MRR prep.
  • Coach segment leaders and reps to deliverables inside the rhythm; enforce ROE and flag violations to central RevOps.
  • Provide proactive analysis to surface pipeline gaps, ramp-time stalls, and emerging risks before they appear in a QBR.
  • Partner with Strategy & Planning on territory methodologies, capacity models, and headcount plans.
  • Partner with RevOps to enforce ROE, address systems/process gaps, and align on tech stack (Salesforce, Gong, planning/analytics tools).
  • Partner with Enablement on new-hire integration, role excellence, and surfacing field skill gaps for program design.
  • Build cross-functional relationships with Marketing, Finance, and Product to stay aligned with broader GTM goals.
  • Serve as a subject matter expert and voice of your segment in planning and strategy sessions and annual planning cycles.
  • Collaborate with Analytics/BI to design reporting and dashboards for visibility into performance, productivity, and pipeline health.
  • Champion adoption and hygiene of sales tools (Gong, Salesforce, planning/analytics platforms) and identify new use cases.
  • Act as "Customer Zero" for processes and data you enable in Gong and feed feedback to product team.
  • Evaluate cost/benefit of solutions, favor scalable fixes, and maintain a global-first mindset across Field Ops.
  • Monitor resource use and scope requests to ensure fair share for other segments, and maintain documentation and policy compliance.

Qualifications

  • 6+ years in Sales/Business Operations or GTM Strategy with SaaS experience.
  • SQL proficiency and ability to build/standardize reporting in Snowflake and BI tools (Tableau, Retool).
  • Advanced Excel/Sheets skills with pivot tables, INDEX/MATCH, VLOOKUP/XLOOKUP, SUMIFS/COUNTIFS, and array formulas.
  • Experience supporting sales and CS orgs of 100+ reps selling $1M+ deals to Fortune 100 companies.
  • Proven success building territory models, forecasting processes, and headcount/capacity plans.
  • Demonstrated ability to apply AI and emerging technologies to optimize revenue processes; working knowledge of MCP servers and LLM tool applicability.
  • Strong organizational and project management skills; ability to execute multiple priorities with urgency.
  • High ownership and ability to translate insights into measurable outcomes.
  • Executive presence; able to navigate senior stakeholders and high-stakes decisions.
  • Track record of building high-trust VP+ relationships grounded in credibility and reliability; ability to deliver unpopular operational decisions with clarity and empathy.

Skills

Required:Analytical reasoning / data-driven decision makingSQLSnowflakeTableau / RetoolExcel / SheetsForecasting / headcount planningGong / Salesforce / CRM toolsStakeholder management
Nice to have:AI / LLM adoption in revenue processes

Benefits

  • Medical, dental, and vision plans.
  • Wellbeing Fund with flexible wellness stipend.
  • Mental Health benefits with therapy and coaching.
  • 401(k) plan.
  • Education & learning stipend.
  • Flexible vacation policy.
  • Paid parental leave.
  • Company-wide recharge days each quarter.
  • Work from home stipend.
Last updated Aug 23, 2026. Interested? Apply on the company site.
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About Gong

Gong Revenue AI OS helps your entire GTM organization win. Drive growth with multimodal revenue signal processing, specialized AI agents, and purpose-built applications.

AIAI agents for revenue teamsAI-powered revenue signalsGong AgentsGong CollectiveGong EnableGong EngageGong Forecast
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