Go - to - market (GTM) Operations Manager

Go-To-Market Operations Manager – India

You will build Pinnacle's GTM operations function from the ground up, owning the systems, processes, and data that drive predictable pipeline and faster deal velocity for our software + services business. This is a hands-on, individual-contributor role reporting to the VP of GTM Strategy.

Job Duties

• Design, implement and maintain the HubSpot-based GTM stack (CRM, marketing automation, reporting).
• Define and enforce lead-to-opportunity processes: MQL definition, routing, SLA, lead scoring, and handoff hygiene.
• Build, gate and operationalize sales pipeline stages (opportunity definitions, weighting, forecast hygiene).
• Automate lead routing, assignment, and response workflows to materially reduce lead response time.
• Create dashboards and weekly/monthly reporting for pipeline health, funnel conversion metrics, campaign ROI, and KPIs.
• Partner with Finance to align reporting (ACV, forecast accuracy, opportunity velocity) and enable deal-level analytics.
• Own data hygiene and integrations (forms, website, Apollo/ZoomInfo feeds, analytics), including deduplication, enrichment, and sync rules.
• Implement practical, scalable automation and lightweight GTM engineering (bots/agents/workflows) to remove manual work.
• Train and document processes for sales, marketing, and Hyderabad GTM team members; maintain runbooks.
• Drive continuous improvement: experiment with tooling and workflows, measure lift, and roll out proven changes

Accountabilities/Results/Success for this role

• Lead response time reduced from days to minutes/hours.
• Improved MQL → SQL conversion and pipeline velocity (measurable month-over-month).
• Forecast accuracy and deal stage hygiene improvements.
• Number of qualified discovery meetings sourced via ops-enabled motions (ABM, inbound, outbound automation).
• Reduction in manual tasks through automation (hours saved per week).

Required Qualifications/Skills/Competencies

• 8+ years in GTM/marketing operations, RevOps or Sales Ops; proven hands-on experience building processes from scratch.
• Deep practical experience with HubSpot (CRM + Marketing) — building workflows, custom objects, lists, scoring, and dashboards. Salesforce experience is a plus.
• Strong data orientation: comfortable with SQL / BI tools or Looker/Power BI/Looker Studio; able to translate data into actionable narratives.
• Demonstrated success implementing ABM operations and account-based routing/measurement.
• Track record of automating manual workflows (bots, API-driven automations, or no-code tools).
• Excellent cross-functional collaborator — experience partnering with sales leadership, finance, marketing, and product.
• Comfortable in a "scrappy" environment: pragmatic, bias for action, and able to document and standardize as you go.
• Strong written and verbal communication skills; experience creating playbooks and training materials.

What We Expect From Every Pinnacle Employee

Regardless of role, title, or tenure, you will be expected to:

• Take ownership of your work and outcomes
• Seek to understand before acting
• Contribute actively to solving challenges, not just identifying them
• Execute with discipline, quality, and reliability
• Communicate clearly to maintain alignment with teammates and customers
• Demonstrate integrity, accountability, and respect in all interactions
• Continuously learn, improve, and grow — personally and professionally

What This Environment Is Not

Pinnacle may not be the right fit if you:

• Prefer rigid structure with narrowly defined responsibilities
• Avoid accountability, feedback, or ownership of outcomes
• Expect problems to be solved for you rather than with you
• Are uncomfortable operating in dynamic, evolving environments
• Prioritize personal recognition over team success

We believe clarity works both ways. Our goal is long-term mutual success — not just filling roles.

Benefits

The Complete You

• Health, vision, and dental insurance, life insurance, paid time off (PTO), paid holidays, 8 hours of volunteer paid time off (VPTO), and maternity and parental leave.

Company Celebrations

• Quarterly town hall and fellowships, length of service awards where employees receive additional paid time off and bonuses to cover travel expenses for anniversary milestone trips (5, 10, 15 and 20 years).

Working Environment

• Conditions may include working inside and/or outside. May work around office machinery with moving parts and moving objects. Working near radiant and electrical energy. Working closely with others or working alone. Working extended or irregular hours and travelling by all possible modes of transportation.

Physical Job Requirements

• Ability to walk, stand, sit, kneel, push, stoop, reach above the shoulder, grasp, pull, bend repeatedly, climb stairs, identify colors, hear with aid, see, write, count, read, speak, analyze, lift and carry under 30 lbs., and perceive depth.

Tools and PPE Requirements

• Equipment (machines, tools, devices) used in performing the essential job function include but not limited to computers and related equipment, calculators, copiers, fax machines, and telephone.

Limitations and Disclaimer

This job description describes the general job duties, accountabilities, and physical requirements associates with the position; it is not an exhaustive list of all the duties, accountabilities, or skills required for the position; it is subject to modification to reasonably accommodate individuals with disabilities. Some physical requirements may exclude individuals who pose a threat or risk to the health or safety to themselves or others. This job description neither states nor implies that the listed general job duties, accountabilities, and physical requirements associated with the position are the only tasks expected of an employee. An employee is also required to follow any other job-related instructions and perform any other job-related tasks requested by their supervisor and not in violation of any applicable laws, regulations, or rules. Requirements are representative of minimum levels of knowledge, skills, and abilities. To perform this job successfully, an employee must possess the abilities and aptitude to perform each duty, accountability, and physical requirement proficiently.

Pinnacle is an equal employment opportunity employer and does not discriminate based on race, color, national origin, religion, gender identity, sexual orientation, sex, age, disability, veteran or military status, genetic information, or any other characteristic protected by applicable law.