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Job Overview
Location
United States & Canada
Job Type
Full-time
Category
Operations
Date Posted
May 21, 2026
Full Job Description
đź“‹ Description
- • Administer and integrate the full GTM tech stack including HubSpot, Salesforce, Gong, Clay, and other tools, designing end-to-end process workflows and data flows to ensure seamless operations across sales, marketing, and post-sales teams.
- • Build and maintain dashboards that connect marketing metrics through pipeline progression, conversion rates, and revenue outcomes to provide leadership with real-time visibility into funnel health and forecast accuracy.
- • Design and lead the implementation of forecasting cadences, territory planning, quota setting, and customer segmentation strategies to support rapid go-to-market expansion across the United States and Canada.
- • Design, deliver, and operationalize sales enablement programs including onboarding, certification, and skill development initiatives grounded in MEDDPIC and Command of the Message methodologies, using call reviews and coaching frameworks to drive rep productivity.
- • Partner with sales, marketing, engineering, and product SMEs to create and maintain sales-ready content such as battlecards, objection handlers, and competitive briefs, ensuring a single source of truth for all GTM playbooks.
- • Leverage Gong to surface coaching moments and winning patterns, translating behavioral insights into scalable training programs and process improvements that enhance win rates and reduce rep ramp time.
- • Identify gaps in the GTM tech stack, evaluate new vendors, and lead implementation decisions for tooling that improves efficiency, data integrity, and team enablement.
- • Establish analytical frameworks from scratch including funnel data modeling, cohort analysis, and quota/capacity modeling to guide data-driven decision-making across the GTM organization.
- • Operate as the central point of coordination between marketing and sales operations, ensuring alignment on lead flow, pipeline management, and customer journey mapping.
- • Own the evolution of GTM processes with no existing playbook, building systems and workflows from first principles to scale with Infisical’s growth from early-stage to enterprise.
- • Collaborate directly with the Head of GTM, CEO, and senior technical leadership to design the modern GTM engineering function, influencing tooling, architecture, and process design across the organization.
- • Drive continuous improvement in sales effectiveness by analyzing performance data, identifying bottlenecks, and recommending process optimizations that improve forecast accuracy and pipeline velocity.
- • Maintain and enhance the integrity of data flows between CRM, conversation intelligence, and marketing automation platforms to ensure accurate reporting and reliable forecasting.
- • Serve as a trusted advisor to Account Executives and Solutions Engineers, providing actionable insights and enablement resources that empower them to close deals more effectively.
- • Ensure all GTM documentation, training materials, and playbooks are consistently updated, accessible, and aligned with evolving product features and market demands.
- • Contribute to the definition of GTM engineering as a discipline by implementing innovative practices that blend operational rigor with technical creativity in a B2B SaaS environment.
🎯 Requirements
- • 5+ years in GTM/revenue/sales operations or enablement at a B2B SaaS company, with time at an early- or growth-stage startup.
- • Hands-on administration of a modern GTM stack including HubSpot, Salesforce, and conversation intelligence tools (Gong or equivalent).
- • Proven ability to build dashboards, forecasting cadence, and analytical frameworks from scratch, including funnel data, cohort analysis, and quota/capacity modeling.
- • Experience designing and delivering enablement programs that measurably improve rep ramp time, productivity, or win rates.
- • Excellent written communication, ability to translate complex concepts into clear sales-ready content, and high ownership with comfort operating in ambiguity without an existing playbook.
- • Currently living in the United States or Canada.
🏖️ Benefits
- • Competitive compensation, including both salary and equity options.
- • Lunch stipend.
- • Work setup budget.
- • Remote-first work environment with a strong presence in San Francisco.
- • In-person off-sites, conferences, and team gatherings throughout the year.
- • Opportunity to shape the emerging discipline of GTM engineering at a venture-backed infrastructure company with strong product-market fit.
Skills & Technologies
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About Infisical Inc.
Infisical is an open-source, end-to-end encrypted secrets management platform designed to help developers securely manage sensitive data like API keys, database credentials, and certificates. It offers a robust solution for storing, distributing, and rotating secrets across development, staging, and production environments. Infisical provides features such as granular access control, audit logs, and seamless integration with popular CI/CD pipelines and cloud providers. Its primary goal is to simplify the complex process of secrets management, reduce the risk of data breaches, and enhance the overall security posture of applications and infrastructure. The platform is built with a developer-first approach, aiming for ease of use and strong security guarantees.
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