RevOps / GTM Strategist

Accountabilities

• • Build and operate outbound GTM programs, including ICP definition, territory segmentation, account and contact targeting, enrichment, rep assignment, sequencing, and launch processes.
  • Distribute and operationalize large-scale account lists across sales teams while maintaining data accuracy, prioritization, and effective coverage.
  • Develop outbound playbooks, conversation guides, objection-handling materials, research templates, sequences, and sales enablement resources.
  • Configure and monitor the operational layer across Salesforce, Apollo, HubSpot, Clay, Chili Piper, enrichment platforms, and other GTM systems, ensuring reliable data flows and documented integration logic.
  • Support Salesforce administration and sales-system operations, including reports, dashboards, list views, fields, page layouts, flows, permissions, validation rules, and data-quality processes.
  • Lead structured UAT activities, create test plans, validate fixes, coordinate launches, and perform post-release checks to ensure operational readiness.
  • Execute RevOps projects end to end, from requirements gathering and discovery through documentation, testing, launch, and post-launch optimization.
  • Partner with Sales, Account Management, Marketing, Finance, and Customer Success to identify operational friction, improve workflows, reconcile data, and support commercial initiatives.
  • Build and maintain reporting covering pipeline, bookings, conversion, territory performance, partner performance, renewals, and other commercial KPIs.
  • Reconcile information across Salesforce, Google Sheets, HubSpot, Vitally, and other systems, identifying discrepancies, data-quality issues, and process gaps.
  • Support forecasting operations, including forecast hierarchy maintenance, submission hygiene, recurring rollups, and leadership scenario analysis.
  • Analyze Gong call data, sequence performance, and campaign outcomes to identify trends and continuously improve outbound strategy.
  • Use AI-enabled tools and lightweight automation to accelerate research, analysis, documentation, list building, QA, and recurring operational workflows while maintaining accuracy and controls.
  • Maintain runbooks, change logs, launch documentation, and operational standards so teams can execute efficiently and consistently.

  Requirements

  • 2–4 years of experience in Revenue Operations, Sales Operations, GTM Operations, or Marketing Operations, ideally within B2B SaaS or a high-growth technology environment.
  • At least 1 year of hands-on Salesforce experience, including reports, dashboards, list views, and basic configuration; exposure to flows, validation rules, permission sets, and sandbox UAT is strongly preferred.
  • Demonstrated experience supporting outbound or pipeline-generation initiatives, including target-account lists, sequencing, rep enablement, enrichment, or structured campaign launches.
  • Expert-level understanding of outbound best practices, with the ability to independently design and execute an outbound motion rather than simply operate existing processes.
  • Strong familiarity with outbound and enrichment tools such as Apollo, with exposure to platforms such as Clay, Instantly, Chili Piper, or HubSpot.
  • Experience with GTM technologies such as Salesforce, HubSpot, Apollo, Gong, Nooks, LinkedIn Sales Navigator, Clay, Chili Piper, Zapier, Cursor, Claude, or Whisper is highly relevant.
  • Strong analytical and quantitative skills, with confidence using Excel or Google Sheets, pivot tables, and multi-source data reconciliation; SQL and/or Python experience is a plus.
  • Strong project execution skills, including requirements gathering, discovery, documentation, test planning, stakeholder communication, launch management, and follow-through.
  • Exceptional attention to detail and a high standard for data accuracy, with the ability to identify inconsistencies before they affect business or executive reporting.
  • Strong strategic thinking and commercial judgment, with the ability to translate operational and performance data into actionable recommendations.
  • Proven zero-to-one capability: comfortable taking ambiguous projects from initial concept through implementation without extensive direction or hand-holding.
  • Experience working directly with executive stakeholders and communicating effectively with AEs, AMs, SDRs, marketers, finance teams, and leadership.
  • Demonstrated ability to use performance data, including call recordings and sequence metrics, to test hypotheses and continuously refine GTM strategy.
  • An AI-native mindset, with experience using modern AI tools to accelerate research, analysis, documentation, automation, and operational execution.
  • Exposure to Zuora/Salesforce CPQ, HubSpot lifecycle operations, territory management, partner/channel GTM, forecast cadences, or regulated/defense-industry GTM is a plus.

  Benefits

  • Competitive annual compensation of INR 25–45 LPA.
  • Full-time employment with a fully remote setup in India.
  • Opportunity to work in a fast-growing B2B SaaS environment where Revenue Operations has a direct impact on growth.
  • High ownership and autonomy, with the opportunity to build outbound and GTM capabilities from the ground up.
  • Direct exposure to Sales, Marketing, Account Management, Finance, Customer Success, and executive leadership.
  • Opportunity to work with a modern GTM technology stack and AI-enabled operational workflows.
  • Strong potential for professional growth across RevOps, GTM strategy, sales operations, analytics, and commercial strategy.