GTM Operations Specialist
| Company | Kandji |
|---|---|
| Location | Miami, FL, USA |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | |
| Experience Level | Mid Level |
Requirements
- 3+ years of experience in Sales Operations, GTM Operations, or RevOps roles—preferably in a high-growth SaaS environment
- Proven success operationalizing Sales and/or Self Service GTM motions at scale
- Deep understanding of sales funnel mechanics, pipeline discipline, and CRM best practices
- Hands-on experience with CRM platforms (HubSpot preferred) and sales engagement tools (Apollo, Outreach, etc.)
- Analytical and structured thinker who can use data to drive behavior change and process improvement
- Experience supporting Sales Managers and reps in a high-performance GTM environment
- Strong communication and project management skills; capable of leading through influence
- Comfortable operating at all altitudes—from driving strategic initiatives to jumping into the details to resolve issues, update records, and keep day-to-day GTM operations running smoothly
Responsibilities
- Own sales process operations – Drive consistency and accountability across pipeline stages, CRM hygiene, opportunity definitions, and rep behaviors
- Run GTM execution programs – Lead and operationalize initiatives like QBR readiness, trial → PQL funnel tracking, stage progression SLAs, and rep coaching feedback loops
- Support strategic planning – Partner with GTM leadership on territory design, rep capacity modeling, and trial qualification frameworks
- Build operational reporting – Collaborate with the GTM Systems Manager and GTM Ops leaders to develop dashboards for funnel health, conversion metrics, and stage velocity
- Triage and resolve frontline issues – Serve as a point of contact for AE/CSM routing, opportunity assignment, CRM logic, and GTM workflow bottlenecks
- Own both strategic programs and day-to-day execution – In this lean, high-impact team, you’ll be responsible for everything from designing GTM workflows to rolling up your sleeves to resolve rep issues, manage CRM assignments, and ensure operational smoothness
- Enforce data integrity – Monitor opportunity and account data, enforce operational standards, and drive continuous improvement
- Drive alignment across teams – Act as a connective tissue between Sales, CS, Marketing, and Systems—ensuring GTM teams are informed, enabled, and accountable
Preferred Qualifications
- Familiarity with Self Service or Product-Led Growth (PLG) motions
- Experience supporting Customer Success or Channel teams operationally
- Exposure to CPQ, deal desk, or forecasting workflows
- Experience in organizations with both enterprise and velocity sales motions