This is a strategic and hands-on leadership role for someone who can turn complexity into clarity, build trust across functions, and create the operating cadence, data discipline, and process rigor needed to support a high growth business. This role will sit at the center of Enterprise AI GTM, Field CTO, and Alliances/Partners & Channels, ensuring alignment across pipeline generation, technical deal execution, and partner-driven revenue. You will own the infrastructure, processes, and insights that enable these teams to operate cohesively and efficiently.
This is a high-impact, cross-functional role responsible for connecting strategy to execution—bringing rigor to pipeline, clarity to deal progression, and scalability to our GTM motion.
Responsibilities:
Lead the end-to-end forecasting process across bookings, renewals, and retention in partnership with Sales, Finance, Customer Success, Services, and Marketing leadership
Build and maintain clear forecasting methodologies, reporting standards, and inspection processes that improve predictability and decisionmaking
Deliver executive level insights on forecast risk, upside, key trends, and performance drivers
Support annual planning, capacity modeling, and scenario analysis to inform growth and investment decisions
Partner with GTM leadership to design territory and coverage models aligned to market opportunity, customer segments, and business priorities
Lead annual quota-setting and in-year quota management processes
Monitor attainment trends and recommend adjustments to improve performance, fairness, and coverage efficiency
Own pipeline reporting and health analytics across regions, segments, and stages
Build dashboards and KPIs that give leadership clear visibility into funnel performance, conversion rates, sales cycle trends, renewals, expansion, and rep productivity
Partner with Sales and Marketing leadership to drive disciplined weekly, monthly, and quarterly pipeline review cadences
Translate data into actionable recommendations that improve pipeline generation, conversion, and overall GTM execution
Partner with Customer Success, Delivery and Services leaders to improve visibility into renewals, customer health, churn risk, and expansion opportunity
Help define and operationalize metrics that connect implementation quality, time-to-value, and service delivery performance with long-term retention outcomes
Support consistent lifecycle reporting and analysis that informs retention strategy and customer growth planning
Serve as a senior business owner for CRM and the broader GTM systems ecosystem, including tooling that supports forecasting, pipeline management, customer success, and reporting
Improve data quality, process design, workflow automation, and system governance across the revenue organization
Partner with IT, Finance, and business stakeholders to ensure systems support scalable, efficient, and well documented operating processes
Drive standardization across core GTM workflows, from opportunity management to renewals reporting and services coordination
Lead and develop a high performing RevOps team across analytics, process, systems, and planning
Act as a trusted partner to GTM and company leadership, helping translate strategy into measurable operating plans
Build strong cross-functional alignment and establish operating rhythms that improve accountability and execution
Support executive reporting, board preparation, and key strategic initiatives related to revenue performance and GTM effectiveness
Forecasting and Revenue Planning
Territory, Quota, and Coverage Design
Pipeline Management and GTM Analytics
Customer Lifecycle and Retention Insights
Systems, Process, and Data Governance
Leadership and Cross-Functional Partnership
Requirements:
7–12+ years in Revenue Ops, Sales Ops, or GTM Ops
Strong experience supporting complex enterprise sales cycles
Deep understanding of multi-motion GTM (direct + partner + technical)
Hands-on experience with CRM systems (e.g., Salesforce) and analytics tools
Proven ability to influence senior leadership across functions
Deep expertise in CRM (Salesforce, Hubspot, etc.), including reporting, process design, data governance, and integrations
Proven track record in forecasting, pipeline analytics, territory and quota planning, and GTM performance management
Strong analytical and financial modeling skills, with the ability to turn data into clear business recommendations
Experience building scalable processes in high-growth, cross-functional environments
Experience in AI, SaaS, or enterprise technology companies
Familiarity with marketplace, co-sell, and SI partner motions
Experience building RevOps functions in high-growth environments
Exposure to POC-driven sales models
Who You Are:
A systems thinker who can connect multiple GTM motions into one cohesive engine
A builder and operator who thrives in ambiguity and moves quickly
Highly analytical with a strong bias toward action and outcomes
Comfortable influencing executives while driving execution
Commercially minded—you understand how pipeline converts to revenue
Skills Required
- 7-12+ years in Revenue Ops, Sales Ops, or GTM Ops
- Strong experience supporting complex enterprise sales cycles
- Deep understanding of multi-motion GTM (direct + partner + technical)
- Hands-on experience with CRM systems (e.g., Salesforce) and analytics tools
- Proven ability to influence senior leadership across functions
- Deep expertise in CRM (Salesforce, Hubspot, etc.), including reporting, process design, data governance, and integrations
- Proven track record in forecasting, pipeline analytics, territory and quota planning, and GTM performance management
- Strong analytical and financial modeling skills, with the ability to turn data into clear business recommendations
- Experience building scalable processes in high-growth, cross-functional environments
- Experience in AI, SaaS, or enterprise technology companies
- Familiarity with marketplace, co-sell, and SI partner motions
- Experience building RevOps functions in high-growth environments
- Exposure to POC-driven sales models
What We Do
Netomi is an AI-first customer service platform that enables companies to deliver the highest quality customer experiences while significantly reducing cost. Netomi's Relationship Operating System automatically resolves up to 80% of routine customer service inquiries, decreasing resolution time, and increasing customer satisfaction and support quality. The patented, no-code platform works across messaging, chat, email and voice, and understands 100+ languages. Netomi is based in San Francisco and has offices in New York and India.
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