Senior Manager GTM Operations

About the Role  The Senior Manager, Go-to-Market (GTM) Operations will direct A-LIGN’s investments in GTM effectiveness and manage functions essential to GTM productivity. In this role you will be responsible for strategic planning, execution planning, reporting, pricing strategies, sales process optimization, as well as sales compensation design and administration. You will directly support the Divisional Vice President, EMEA, and foster close working relationships with internal and external stakeholders to ensure the GTM organization’s efficient operation and success.  Reports to Divisional Vice President, EMEA  Pay Classification Full-Time  Responsibilities  GTM Strategy & Planning   Conduct segmentation analysis and provide strategic prioritization and investment recommendations Develop and implement Customer and Prospect Database (CapDB) strategy to optimize Customer Acquisition Cost (CAC) and accelerate growth    Marketing Operations   Drive marketing forecasting and investment strategy across channels, including SEM, SEO, AI Search, Field/Events, Partnerships, and Digital Deliver comprehensive marketing reporting on input and output metrics and KPIs  Partner with the CGO, EVP Marketing, Director EMEA Marketing and Digital Marketing team to rationalize and maximize MarTech stack investments Optimize ad spend effectiveness and ROI in collaboration with the Digital Marketing team  Create and maintain reporting frameworks to enhance marketing message effectiveness and testing strategies  Sales Operations   Coordinate and optimize sales reporting, forecasting, planning, and budgeting while ensuring quality, accuracy, and process consistency in all planning efforts Manage weekly bookings forecasts, pipeline reviews, and compliance processes Optimize sales processes and forecasting to improve predictability and minimize forecast variances   Oversee territory management, Rules of Engagement (RoE), and policy administration across inbound, named accounts, field, and existing customer sales teams    Partner Operations    Deliver partnership reporting, planning, and analytics to drive performance and alignment   Manage the partnership playbook and operating model to ensure consistency and scalability   Oversee the partner portal and related systems and processes for seamless partner engagement   Compensation Strategies & Administration    Optimize sales incentive compensation structures and quotas to align with company objectives Ensure equitable quota assignments and optimal allocation across all sales channels and resources Manage organization-wide compensation and incentive programs, including sales, partner, BDR compensation, SPIF initiatives, and employee incentive programs   Sales Enablement and Optimization   Support the design and delivery of sales training and enablement programs  Ensure sales organization objectives are achieved through OKRs and timely execution   Proactively identify opportunities for sales process improvement; collaborate with sales management to assess process quality, address bottlenecks, and drive continuous improvement initiatives Implement enabling technologies, including CRM, across international markets; monitor compliance with standards for maintaining CRM investments Provide data-driven recommendations on hiring, promotion, discipline, and termination decisions for subordinate employees   GTM Technology Stack Management & Administration    Manage the sales technology stack, including SFDC, CPQ, Outreach, and related tools  Oversee marketing technology platforms, such as MAP and BDR tooling, to ensure efficiency and alignment  Administer AI tools, including Clay, to enhance automation and productivity   Minimum Qualifications  EDUCATION  Bachelor’s degree from an accredited institution Master’s in business administration (MBA) preferred   EXPERIENCE  Minimum of 5 years in sales operations, business planning, or sales support management roles Private Equity (PE)-backed portfolio company experience strongly preferred Track record of managing analytically rigorous corporate initiatives  Expertise in Sales and GTM strategy and planning  Proven leadership in Sales and Marketing Operations  Skilled in utilizing Salesforce  Experience developing accurate success measures directly tied to compensation strategies   SKILLS  Ability to meet deadlines with a high degree of motivation Excellent communication Thrive in a fast-paced environment Ability to work individually as well as collaboratively   Benefits  Health and Dental Insurance Life Insurance, Income Protection and Critical Illness  Group Pension Plan with Company Match Competitive Bonus Structure Home Office Reimbursement Certification Reimbursement Personalized Career Coaching Generous Paid Time Off Paid Office Closure December 25-January 1 Summer Hours   About A-LIGN  A-LIGN is the leading provider of high-quality, efficient cybersecurity compliance programs. Combining experienced auditors and audit management technology, A-LIGN provides the widest breadth and depth of services including SOC 2, ISO 27001, HITRUST, FedRAMP, and PCI. A-LIGN is the number one issuer of SOC 2 and HITRUST and a top three FedRAMP assessor. To learn more, visit a-lign.com.  Come Work for A-LIGN!  Apply online today at A-LIGN.com and learn about life at A-LIGN by following us on https://www.linkedin.com/company/a-lign/posts/?feedView=all.  A-LIGN is an Equal Opportunity Employer.  Offices: (United Kingdom);