Senior GTM Strategy and Operations Manager Overview of Position Are you passionate about driving growth and operational excellence? If you thrive in a dynamic environment where strategy meets execution, this role is for you! We’re hiring a Senior GTM Strategy and Operations Manager to develop and execute strategies that enhance growth, improve efficiency, and foster valuable partnerships. This is a high-visibility, high-impact role that shapes how we grow revenue and go-to-market strategies. This role reports directly to the Director of GTM Strategy and Operations. Overview of Team The GTM Strategy & Operations team is dedicated to developing and executing strategic initiatives that drive growth and operational efficiency across the company. We work collaboratively with departments such as marketing, sales, finance, product management, and customer success to ensure alignment and drive impactful results. Our team prioritizes data-driven decision-making, continuous improvement, and customer engagement to refine our approach and maximize impact. We value agility and aim to deliver measurable results quickly while fostering a culture of innovation. Key Responsibilities: - Analytics Leadership: - Oversee the development and maintenance of comprehensive dashboards and reports that provide actionable insights on key performance indicators (KPIs) and operational metrics. - Lead and execute projects to identify trends, opportunities, and areas for improvement across all GTM to provide data-driven recommendations for strategic initiatives. - Forecasting and Planning: - Own the annual and quarterly revenue planning process, establishing and tracking quotas and attainment, partnering with Finance and Sales leadership to develop bottoms-up forecasts. - Build and maintain dynamic forecasting models that incorporate pipeline, bookings, expansion, and churn signals. - Drive monthly and quarterly business reviews with actionable analysis and clear recommendations. - Operations Management: - Optimize end-to-end GTM processes, including lead management, opportunity management, and customer lifecycle workflows. - Develop and implement best practices for data management, ensuring data integrity. - Identify process gaps and drive cross-functional initiatives to close them - Build and deploy AI agents to automate recurring workflows, streamline key business reporting, and so the team can focus on strategic work. What we’re looking for: The ideal candidate will have a strong background in sales strategy, operations, or related industries, and will be comfortable navigating both strategic and operational aspects of the role. You will bring: - Proven experience in developing and implementing customer success strategies that drive measurable outcomes. - A solid understanding of customer engagement metrics, key performance indicators (KPIs), and how to apply them to influence business results. - Strong analytical skills, with the ability to interpret data, generate insights, and make data-driven decisions and use AI when appropriate. - Excellent communication and interpersonal skills, enabling you to build relationships with both technical and non-technical stakeholders. - A collaborative mindset with the ability to work effectively across various teams to drive initiatives that enhance customer satisfaction. - Bonus: Experience with Hubspot. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. About CircleCI: CircleCI is the world’s largest shared continuous integration and continuous delivery (CI/CD) platform, and the central hub of modern software delivery. Recognized as one of the industry’s best places to work, CircleCI has been recognized on Forbes America’s Best Startup Employers, Deloitte Technology Fast 500, Developer Week’s Best Innovation in Development Platforms, DevOps.com Best CI/CD Tool, and G2's Top 100 Best Companies. Come join the team and see why! United States Base Pay Range $127,500 — $183,500 USD We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. About CircleCI CircleCI is the world’s largest continuous integration/continuous delivery (CI/CD) platform, and the hub where code moves from idea to delivery. As one of the most-used DevOps tools - processing more than 3 million jobs a day - CircleCI has unique access to data on how the most effective engineering teams work, and the tools to help software companies successfully leverage the power of AI into their commercial applications. Companies like Hinge, HuggingFace, and Samsung use us to improve engineering team productivity, release better products, and get to market faster. Founded in 2011 and headquartered in downtown San Francisco with a global, remote workforce, CircleCI is venture-backed by Base10, Greenspring Associates, Eleven Prime, IVP, Sapphire Ventures, Top Tier Capital Partners, Baseline Ventures, Threshold Ventures, Scale Venture Partners, Owl Rock Capital, Next Equity Partners, Heavybit, and Harrison Metal Capital. CircleCI is an Equal Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. How CircleCI Uses AI in Hiring At CircleCI, people make our hiring decisions. We use technology to support our recruiting team so they can spend more time on what matters most: getting to know you. Where we may use AI - Job descriptions and messaging : AI may help draft job descriptions and role-specific messaging so they are clear and accurate. - Application review : For some roles, we use an AI tool to review applications, including resumes and application responses, against criteria our hiring team sets for the role. The tool generates a fit score and summary to help recruiters organize and prioritize applications. - Interview notes : With advance notice, an AI note-taking tool may join interviews to record, transcribe, and summarize the conversation. This lets interviewers focus on talking with you. You will be told before each interview, and you may opt out at any stage by letting your recruiter know. If you opt out, the tool will not join, and your candidacy is not affected. - Outreach : AI may help draft candidate outreach and scheduling messages, which our team reviews before sending. Our commitment AI does not make hiring decisions at CircleCI. Our recruiters and hiring teams review candidates and make every decision to advance or reject an application. No candidate is rejected based solely on an AI score. We have tools and processes in place to test for bias and to review how these tools perform, and we adjust our approach as AI technology and the laws that govern it change. Your choices You can ask for human-only review of your application, opt out of AI interview note-taking, request an accommodation, or ask questions about how we use AI. Contact recruiting@circleci.com . For how we handle your data, including retention, see our Privacy Policy.