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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in GTM Operations and Revenue Operations with a strong focus on marketing automation, Salesforce management, and data-driven decision-making. Proven ability to optimize lead lifecycle processes and analyze funnel performance to drive strategic recommendations and improve campaign effectiveness.
Highest-signal resume keywords
GTM OperationsSalesforce ExpertiseMarketing Automation Platform ManagementLead Lifecycle Process OptimizationData Analysis and Strategic Recommendations
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Marketing AutomationSalesforce ManagementFunnel Performance AnalysisLead Lifecycle DesignCampaign Performance MeasurementData GovernanceAttribution AnalysisDatabase ManagementReporting and DashboardsAI and Automation Implementation
Soft Skills
Analytical SkillsProblem-SolvingProject ManagementCross-Functional Leadership
Tools & Technologies
MarketoHubSpotSalesforceAI Analytical ToolsFireMon Technology Ecosystem
Industry Keywords
B2B SaaSRevenue OperationsSales OperationsMarketing OperationsGTM Strategy
About the role
Key responsibilities & impact- Own the marketing operations roadmap across systems, processes, data, automation, and measurement
- Partner with Marketing, Sales, Partner, and Customer Success leadership to translate pipeline and revenue goals into measurable funnel strategies, operational requirements, and performance targets
- Analyze funnel performance across lead generation, qualification, conversion, pipeline creation, opportunity progression, win rates, and expansion
- Diagnose performance issues and recommend actions addressing audience, campaign execution, conversion, lead management, sales follow-up, data quality, and operational processes
- Provide strategic insights and recommendations to improve campaign performance, sales productivity, resource allocation, and pipeline outcomes
- Own marketing automation platform strategy, administration, architecture, integrations, and governance
- Design and optimize lead lifecycle processes including capture, scoring, enrichment, routing, nurture, recycling, and qualification
- Serve as the GTM organization’s primary Salesforce subject matter expert for campaigns, lead, contact, account, and opportunity processes, fields, workflows, integrations, and reporting
- Align marketing automation, Salesforce, sales engagement tools, partner processes, and customer success processes
- Partner with Sales leadership on territory and account assignment, rules of engagement, pipeline management, and forecasting
- Own measurement of GTM lead generation performance from first engagement through pipeline, bookings, and revenue
- Develop reporting and dashboards for funnel conversion, campaign performance, attribution, pipeline coverage and contribution, forecast accuracy, velocity, win rates, and GTM efficiency
- Analyze why performance changed and identify actionable recommendations for GTM leadership
- Evaluate program effectiveness and improve conversion and ROI with Demand Generation, Digital, Field, Partner, and Product Marketing
- Leverage AI and analytical tools, including Claude, to accelerate analysis and surface performance insights
- Identify and implement AI and automation opportunities in GTM operations workflows
- Build or oversee AI-powered workflows and agents for campaign execution, sales productivity, reporting, data quality, analysis, and operational efficiency
- Evaluate emerging AI and automation technologies for business impact
- Establish and enforce standards for database hygiene, normalization, deduplication, account hierarchies, segmentation, enrichment, campaign taxonomy, and data quality
- Own and optimize FireMon’s GTM technology ecosystem
- Evaluate technology needs and recommend platforms to add, consolidate, replace, or eliminate
- Maintain documentation of system architecture, integrations, workflows, and business rules
Requirements
What you’ll need- 8-10+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Marketing Operations, or related roles, preferably within B2B SaaS
- Deep hands-on experience with a major marketing automation platform such as Marketo or HubSpot
- Strong Salesforce expertise, including campaign architecture, lead, contact, account, and opportunity management, workflows, reporting, and GTM integrations
- Demonstrated experience designing and optimizing end-to-end lead lifecycle processes
- Strong understanding of B2B funnel architecture, conversion, pipeline measurement, attribution, and marketing-to-sales handoffs
- Proven ability to analyze funnel and campaign performance, diagnose root causes, and translate data into strategic recommendations
- Experience building executive-level reporting and communicating performance results, business implications, and required actions
- Strong experience with GTM analytics, attribution, data governance, and database management
- Proven ability to architect scalable systems and processes while remaining hands-on enough to troubleshoot and execute when needed
- Strong analytical, problem-solving, project management, and cross-functional leadership skills
- Ability to operate both strategically and tactically in a fast-paced environment