GTM Specialist, Pipeline, Forecasting, Operating Cadence

Lean Layer

. Design and implement sales processes, opportunity stages, qualification criteria, and pipeline management workflows .

Posted 10/27/2026full-timeRemote • United States, Brazil, CanadaMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in designing and implementing sales processes, pipeline management, and forecasting systems, with a strong focus on Salesforce configuration and automation. Proven ability to lead client projects, collaborate with sales leaders, and improve sales operations through data-driven insights and reporting.

Highest-signal resume keywords

Sales Operations ExperienceSalesforce ConfigurationForecasting Systems ImplementationPipeline Management WorkflowsB2B SaaS Expertise

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Process DesignPipeline ManagementForecastingCRM ConfigurationSalesforceClariBoostUpExcelGoogle SheetsAutomation

Soft Skills

Project ManagementCommunicationCollaborationProblem SolvingTraining

Tools & Technologies

SalesforceHubSpotClariBoostUpN8nZapierMakeSQLPythonCPQ

Industry Keywords

Revenue OperationsGTM OperationsB2B SalesSaaS Sales MetricsSales Capacity Planning

Tech Stack

Tools & technologies

PythonSQL

About the role

Key responsibilities & impact

Design and implement sales processes, opportunity stages, qualification criteria, and pipeline management workflows
Configure Salesforce or HubSpot for opportunity management, required data capture, pipeline hygiene, and sales handoffs
Build automated workflows that flag stalled opportunities, missing information, overdue close dates, and other pipeline issues
Improve pipeline inspection, deal management, and sales process adoption with sales leaders
Design and implement forecasting processes, forecast categories, submission rules, rollups, and management reporting
Configure and improve Salesforce Forecasting, Clari, BoostUp, or similar forecasting platforms
Establish weekly forecast reviews, pipeline reviews, deal inspection processes, and management operating cadences
Build reporting, dashboards, templates, and processes supporting sales reviews and leadership decisions
Automate forecast preparation, pipeline reporting, and follow-up actions
Build sales capacity, territory, account coverage, and quota planning models
Configure territory and account assignment rules and automate updates
Connect sales plans, quotas, and forecasts to CRM and reporting systems
Use automation and AI to reduce manual work and improve sales-operations accuracy and consistency
Support pricing, CPQ, or deal approval projects when relevant
Work directly with CROs, sales leaders, and RevOps teams to understand business challenges
Assess systems, data, and processes; identify gaps; and recommend practical solutions
Independently lead client projects from discovery and design through implementation, testing, and handover
Collaborate with Lean Layer’s RevOps Consultants and GTM Specialists across client engagements
Document solutions, establish processes, and train client teams
Develop Lean Layer’s implementation approaches, templates, and best practices
Share technical knowledge and practical experience with the consulting team
Contribute to Deep Dive workshops, courses, and practical learning content
Stay current on forecasting technology, sales planning tools, and AI opportunities in sales operations

Requirements

What you’ll need

6+ years of hands-on experience in Sales Operations, Revenue Operations, GTM Operations, or similar roles
Deep expertise in pipeline management, forecasting, and sales operating cadences
Proven experience designing and implementing sales processes, forecasting systems, and pipeline management workflows in B2B organizations
Advanced Salesforce experience, including opportunity management, forecasting, CRM configuration, flows, validation rules, reports, and dashboards
Hands-on experience building and running sales forecasting processes, including forecast submissions, manager rollups, pipeline inspection, and leadership reporting
Experience implementing or administering Salesforce Forecasting, Clari, BoostUp, or similar platforms
Strong Excel or Google Sheets skills, including forecasting, sales capacity, territory, and quota planning models
Experience establishing weekly forecast reviews, pipeline reviews, and management reporting
Strong understanding of SaaS sales metrics, including pipeline coverage, conversion rates, sales velocity, attainment, and forecast accuracy
Experience working directly with senior sales leaders to define requirements, improve processes, and implement solutions
Comfortable configuring CRM workflows and automations, troubleshooting data issues, and connecting sales systems
Able to independently manage client projects and communicate recommendations, progress, and risks
Able to show forecasting models, CRM workflows, dashboards, or sales planning systems personally built and explain how they work
Preferred: experience supporting high-growth B2B SaaS companies
Preferred: consulting or agency experience across multiple client environments
Preferred: HubSpot CRM, CPQ, pricing, deal desk, discount approvals, quote-to-cash, territory management or sales planning platforms
Preferred: familiarity with n8n, Zapier, Make, SQL, Python, or educational content development
No U.S. visa sponsorship or transfers currently offered

Benefits

Comp & perks

Applications welcome from Canadian and Brazilian residents
Hiring outside the United States through full-time contractor arrangements
Opportunities to work across different B2B companies and influence sales organizations
Contribution to Deep Dive workshops, courses, and practical learning content