GTM Operations Specialist

📋 Description

• • Redgate Software is seeking a commercially astute Go-To-Market (GTM) Operations Specialist to join our dynamic team and play a pivotal role in optimizing our end-to-end revenue engine. This position is instrumental in supporting and refining the entire sales process, from initial pipeline generation through to the finalization of revenue. You will be a key contributor to driving forecasting accuracy, fostering accountability, and ensuring operational excellence across our sales organization.
• • As a vital component of our predictable revenue growth strategy, you will ensure our go-to-market approach is executed with unwavering discipline, transparency, and a demonstrable, measurable impact. This is a high-visibility role that demands strong systems thinking, meticulous operational rigor, exceptional soft skills, and the confidence to advocate for best practices and stand your ground when necessary.
• • Your primary responsibility will be to champion and uphold Redgate’s repeatable sales process, integrating relevant sales technologies to ensure seamless handovers and transitions between stages. This includes defining clear exit criteria for each stage and enforcing consistent opportunity management practices throughout the sales cycle.
• • You will be responsible for ensuring sales representatives adhere strictly to our established sales methodology, MEDDPICC, and our defined ways of working, promoting consistent adoption and completion across all sales teams.
• • A significant aspect of your role will involve providing rigorous oversight and constructive challenge during weekly and monthly forecast and funnel review calls. You will collaborate closely with sales managers and senior leadership in the AMER region, utilizing tools like Clari to ensure accuracy and reliability in our revenue projections.
• • You will meticulously monitor deal progression, enforcing disciplined pipeline management to identify and address any bottlenecks within the sales funnel. Your proactive approach will involve implementing corrective actions to maintain a healthy and efficient pipeline.
• • A key function will be to hold sales managers accountable for the progression of their deals, the integrity of sales stages, the completeness of data, and the overall quality of qualification within their teams.
• • You will be tasked with generating clear, concise, and insightful leadership-level reporting on forecast accuracy, pipeline health, identified risks, and potential upside opportunities, providing critical data for strategic decision-making.
• • You will actively drive the adoption of tools and processes designed to enhance revenue predictability, ensuring the sales team is equipped with the best resources to achieve their targets.
• • As the primary point of contact for Revenue Operations within the AMER commercial team, you will provide essential support to both new and established sales representatives, ensuring a consistent and effective application of sales processes and policies.
• • This role requires a proactive engagement with the sales team, offering guidance and support to ensure they are leveraging our sales technology stack effectively and adhering to best practices. You will act as a trusted advisor, helping to remove obstacles and streamline workflows.
• • You will contribute to the continuous improvement of our GTM operations by identifying areas for enhancement, proposing solutions, and collaborating with cross-functional teams to implement changes that drive efficiency and effectiveness.
• • The successful candidate will be adept at translating complex operational data into actionable insights, communicating these effectively to diverse stakeholders, from individual sales reps to senior executives.
• • You will be instrumental in ensuring data integrity within our CRM and other sales tools, recognizing that accurate data is the foundation of reliable forecasting and effective sales strategy.
• • This role offers a unique opportunity to significantly impact Redgate's revenue growth and operational efficiency, working within a supportive and innovative environment.
• • You will be a key player in fostering a culture of accountability and continuous improvement within the sales organization, driving best practices and ensuring alignment with company objectives.
• • Your contributions will directly influence our ability to achieve predictable revenue growth and maintain a competitive edge in the market.