Key skills
CloudAISaaSSalesforceLeadershipCollaborationSales
About this role
Role Overview
- Develop multi-year technology vision, and roadmap aligned with GTM strategic goals for a long-term growth and competitive advantage.
- Define the role of core systems across the revenue lifecycle and ensure long-term scalability.
- Align the GTM tech stack to defined sales motions and operational workflows.
- Identify gaps in the tech stack and recommend strategic build, buy, or consolidation paths.
- Lead strategic evaluation of the RevOps technology portfolio to maximize ROI and business alignment.
- Rationalize, consolidate, or retire tools where appropriate, ensuring scalability and compliance.
- Partner with Finance and Procurement on investment decisions.
- Establish governance frameworks, standards, and decision guardrails to guide tool evaluation, adoption, and lifecycle management.
- Document operating models and workflows to clarify roles, responsibilities, and decision-making authority.
- Collaborate with IT, Implementation, Procurement, SAM, Security, Privacy, and GTM leaders to enable aligned execution while maintaining compliance, scalability, and system integrity.
- Set guardrails that balance speed and flexibility with security, compliance, and system integrity.
- Participate in cross-functional AI initiatives, providing RevOps tooling strategy perspective to evaluate, prioritize, and scale AI-enabled capabilities.
- Identify where AI and automation can strategically enhance seller workflows and RevOps effectiveness.
- Help define governance and intake models for AI use cases.
- Guide build vs. buy vs. blend decisions in collaboration with IT and Engineering.
- Align RevOps, Sales, Marketing, Finance, IT, FAST, Engineering, Security, Privacy, Procurement, and SAM on technology priorities and standards.
- Serve as a trusted advisor on technology trade-offs, investment priorities, and future-state planning.
- Incorporate adoption and performance insights into ongoing strategic portfolio decisions.
- Develop executive-ready materials that articulate the current and future-state RevOps tech stack, consolidation plans, and roadmap.
- Present clear, fact-based insights and trade-offs to support informed leadership decisions.
- Provide clear visibility into current-state and future-state GTM technology strategy.
- Partner with external advisors, including Gartner, to incorporate leading GTM and RevOps best practices.
- Define KPIs to measure strategic impact, adoption, and investment effectiveness.
- Continuously refine tooling strategy to improve impact and support organizational change.
- Gather insights via surveys and workshops, partnering with FAST for user experience and support input.
Requirements
- 10+ years in Revenue Operations, GTM Systems, Sales Operations, Business Systems, or related roles within SaaS or technology-driven organizations.
- 5+ years leading cross-functional, enterprise-wide initiatives in complex environments.
- Salesforce certifications (Administrator, Advanced Administrator, Sales Cloud Consultant, AI Associate) preferred; additional GTM, AI and business systems certifications a plus.
- Demonstrated ability to define scalable technology strategy, governance, and decision frameworks.
- Experience solving complex business problems through technology with strategic outcomes.
- Proven experience influencing senior stakeholders and driving enterprise alignment.
- Experience working with vendors and implementation partners.
- Strong analytical capability with a track record of developing ROI-driven, data-backed recommendations.
- Background in sales or deep exposure to B2B seller workflows.
- Experience managing a portfolio of technology initiatives from strategy through execution.
- Bachelor’s degree in business, marketing, information technology, or a technical field is required; master’s or advanced degree, or AI/data training, is a plus.
Tech Stack
- Cloud
Benefits
- Medical/Rx Insurance
- Dental Insurance
- Vision Insurance
- Flexible Spending Accounts
- Commuter Spending Accounts
- Fertility & Family Forming Benefits
- On-demand mental health support and Employee Assistance Program
- Global Travel Medical Insurance
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave