The Role
Build the systems, automation, data models, and AI-enabled workflows supporting Sales and Customer Success. Responsibilities include creating GTM data infrastructure, value ledgers, account context tools, workflow discovery systems, pilot instrumentation, CRM automation, expansion signals, and data-quality observability. The role partners directly with GTM leadership and field teams to identify bottlenecks, prototype solutions, measure adoption, and scale effective processes.
Summary Generated by Built In
About BackOps
The Role
What You’ll Do
Build leverage for the field
Build the infrastructure behind it
What You’ll Bring
Nice to Have
This May Not Be the Role for You If
Why BackOps
Supply chain operations are some of the most complex, high-stakes workflows in any business, and for too long, the teams running them have had to hold it together manually. Missed shipments, cascading exceptions, hours of coordination that pulls people away from the work that actually moves the business forward. The infrastructure hasn't kept up with the complexity.
BackOps is changing that. We build agentic AI that automates the operational work supply chain teams have always had to do by hand: investigating exceptions, coordinating across systems and stakeholders, and driving work through resolution, not by wrapping AI around legacy tools, but by rethinking the infrastructure from the ground up.
We're ~50 people, headquartered in San Francisco, and backed by investors who support category-defining companies early and with conviction: our Series A was led by Theory Ventures, with participation from Gradient, Construct Capital, and 10VC. The problem is real, the timing is right, and we're building the team that will define how this space evolves.
If you want to do work that matters, with people who take ownership seriously, at a company where what you build becomes the foundation, keep reading.
The Role
We’re hiring our first AI GTM Strategy Manager to build the systems, automation, and data foundation that make our go-to-market organization more effective as we scale.
You’ll sit at the intersection of Sales, Customer Success, and our product and data systems, turning complex GTM workflows into tools that help the team understand accounts faster, identify the right customer problems to solve, move opportunities forward, and clearly demonstrate the value BackOps delivers.
That challenge is particularly interesting at BackOps. We sell into large enterprises with multiple sites, stakeholders, systems, and workflows, where traditional CRM structures and off-the-shelf RevOps playbooks break down quickly. You’ll help us design the infrastructure behind that motion while also building practical, field-facing tools that make the team better today.
One of your first priorities will be building what we call the value ledger: a reliable, continuously updated view of the value BackOps creates for each customer and workflow: from hours saved to claims filed, exceptions resolved, and response times improved. Done well, it becomes a shared source of truth for customer outcomes, renewals, expansion, and storytelling.
This is a hands-on builder role. You’ll work directly with GTM leaders and the field to identify bottlenecks, structure ambiguous problems, prototype solutions, ship quickly, measure adoption and impact, and evolve what works into durable systems.
Build leverage for the field
- Build tools that give AEs, Solutions Engineers, and CSMs the context they need to act quickly, including account structure, locations, systems, stakeholders, workflows, pilots, and recommended next actions.
- Create a workflow discovery system that can turn discovery calls, customer SOPs, ticket exports, and other inputs into a structured, ROI-ranked view of automation opportunities.
- Instrument pilots and POVs so the team can quickly understand progress, adoption, conversion risk, customer value, and what needs attention.
- Build AI-enabled workflows that reduce administrative work after customer interactions: drafting follow-ups, extracting next steps and product feedback, and proposing CRM updates for review.
- Surface expansion opportunities by connecting product usage, customer outcomes, account context, and workflow-level signals so the field knows where to go deeper and why.
Build the infrastructure behind it
- Design the GTM data model for complex enterprise customers, including parent/account/site relationships, buying groups, workflows, pilots, ownership, and stage logic.
- Build and maintain the value ledger, connecting product activity and operational outcomes to a defensible view of value realized at the account and workflow level.
- Create a reusable context layer that powers GTM tooling with trusted information about accounts, stakeholders, product usage, workflows, and recommended actions.
- Establish data-quality observability across the GTM stack, including completeness, freshness, duplicates, orphaned records, stale ownership, and broken integrations.
- Partner with GTM leadership on where systems, automation, process, or operating-model changes can unlock greater productivity and scale, not simply where another tool should be added.
At this stage, we expect the role to spend more time building the underlying GTM data and systems foundation, with an increasing portion of time focused on field-facing tooling as that foundation matures.
What You’ll Bring
- 5+ years of experience across GTM systems, Revenue Operations, technical operations, growth, automation, business operations, or another applied technical role supporting a complex B2B organization.
- A track record of building things people actually use. You can point to systems, tools, automations, or workflows you shipped, how users adopted them, and how you improved them after launch.
- Strong technical fluency with SQL, APIs, data models, automation/orchestration tooling, and modern AI-enabled development tools. You don’t need to be a full-time software engineer, but you should be comfortable building rather than only configuring.
- Strong GTM and commercial judgment. You understand how sellers and customer teams operate, what information changes behavior, and the difference between a technically interesting system and one that actually helps move revenue.
- The ability to structure ambiguous business problems and translate them into systems, processes, and operating models, not simply execute against a predefined requirements document.
- Comfort reasoning about complex enterprise data models, including organizations with multiple sites, stakeholders, systems, and workflows.
- High agency and comfort operating in ambiguity. There is no large RevOps or data organization to hand requirements to; you’ll work directly with the field, form a point of view, build, test, and iterate.
Nice to Have
- Experience working in an early-stage or high-growth environment where you helped establish systems before the organization scaled.
- Experience in supply chain, logistics, manufacturing, or another complex, multi-site enterprise vertical.
- Familiarity with a modern GTM stack spanning CRM, cloud data infrastructure, enrichment/orchestration, BI, and related tooling.
- Experience building with or alongside AI agents, copilots, and LLM-enabled workflows rather than only using them as end-user tools.
- Experience in strategy, consulting, or business operations that strengthened your ability to structure ambiguous GTM problems, paired with demonstrated technical building depth.
This May Not Be the Role for You If
- You primarily want to administer a CRM or manage a collection of SaaS tools rather than build systems and workflows yourself.
- You enjoy data infrastructure but have little interest in how Sales and Customer Success actually operate or make decisions.
- You prefer long build cycles and highly specified requirements over shipping, testing with users, and iterating quickly.
- Your default response to a new GTM problem is to buy another tool before understanding whether we can solve it more simply or effectively ourselves.
- You want a clearly bounded function with established processes, dedicated supporting teams, and a predefined roadmap.
- Be our first AI GTM Strategy Manager and shape the systems, automation, and data foundation behind a rapidly scaling enterprise GTM motion
- Work directly with GTM leadership and the field to turn real customer and seller bottlenecks into tools that create meaningful leverage
- Backed by Theory Ventures, Gradient, Construct Capital, and 10VC
- Competitive salary, meaningful equity, and comprehensive benefits
Skills Required
- 5+ years of experience across GTM systems, Revenue Operations, technical operations, growth, automation, business operations, or another applied technical role supporting a complex B2B organization
- Track record of building systems, tools, automations, or workflows that users adopted and improved after launch
- Strong technical fluency with SQL, APIs, data models, automation or orchestration tooling, and modern AI-enabled development tools
- Strong GTM and commercial judgment, including understanding how Sales and Customer Success teams operate
- Ability to structure ambiguous business problems and translate them into systems, processes, and operating models
- Comfort reasoning about complex enterprise data models involving multiple sites, stakeholders, systems, and workflows
- High agency and comfort operating independently in an ambiguous, early-stage environment
- Experience in an early-stage or high-growth environment
- Experience in supply chain, logistics, manufacturing, or another complex multi-site enterprise vertical
- Familiarity with a modern GTM stack spanning CRM, cloud data infrastructure, enrichment, orchestration, and business intelligence tools
- Experience building with or alongside AI agents, copilots, and LLM-enabled workflows
- Strategy, consulting, or business operations experience paired with demonstrated technical building depth
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The Company
What We Do
BackOps is shaping the future of supply chain intelligence through advanced AI. Our solutions allow logistic teams to work at peak efficiency and focus on the things that matter most to your organization.
