Senior Specialist, GTM Systems & Revenue Operations
The Senior Specialist, GTM Systems & Revenue Operations is responsible for administering, optimizing, integrating, and improving Holman's go-to-market (GTM) technology ecosystem. This role serves as the primary business steward for revenue technologies that support lead generation, pipeline management, sales engagement, customer success, retention, and revenue growth.
Partnering closely with Revenue Operations, Sales, Marketing, Service, IT, and external vendors, this individual ensures GTM technologies operate as a connected ecosystem that improves productivity, data quality, business insights, and decision-making. The role combines system administration, business analysis, process improvement, reporting, automation, and innovation, including the evaluation and adoption of AI-enabled technologies.
Key Responsibilities
GTM Technology Management
- Serve as SME and business owner for platforms including Salesforce, Outreach, ZoomInfo, Dun & Bradstreet, customer success tools, and future GTM technologies.
- Support platform configuration, optimization, upgrades, release management, adoption, and licensing.
- Identify opportunities to improve usability, scalability, and business value.
Customer Success Technology
- Support implementation, integration, and administration of customer success platforms.
- Configure and maintain customer health, retention, renewal, lifecycle, and expansion tracking.
- Partner with stakeholders to define customer success processes and improve retention outcomes.
Systems Integration & Automation
- Support integrations across GTM technologies to ensure reliable data flow.
- Partner with IT and vendors to troubleshoot issues and implement enhancements.
- Identify opportunities to streamline workflows through automation and process redesign.
Reporting & Analytics
- Develop and maintain dashboards, scorecards, reports, and visualizations.
- Analyze pipeline performance, customer engagement, retention, adoption, and operational metrics.
- Perform root-cause analysis and translate data into actionable business recommendations.
Data Governance
- Monitor data quality, accuracy, consistency, and compliance.
- Support governance standards and improve CRM discipline and reporting reliability.
- Maintain process, business rule, and system documentation.
AI & Innovation
- Evaluate AI, intelligent automation, and agent-based technologies that improve productivity, customer engagement, data quality, and operational efficiency.
- Assess business value, risks, governance requirements, and implementation opportunities.
- Recommend innovations that support revenue growth and customer retention.
Stakeholder Partnership
- Gather business requirements and translate them into technology solutions.
- Support testing, training, adoption, and change management initiatives.
- Act as liaison between business teams, IT, vendors, and leadership.
Qualifications
Required
- Bachelor's degree in Business, Information Systems, Analytics, Marketing, Finance, Computer Science, or related field.
- 3-5 years of experience in Revenue Operations, Sales Operations, CRM Administration, Business Systems, Technology Operations, or similar disciplines.
- Experience supporting Salesforce and sales, marketing, and customer success processes.
- Strong background in business analysis, reporting, workflow design, system implementations, and stakeholder management.
Preferred
- Salesforce Administrator certification.
- Experience with Outreach, ZoomInfo, customer success platforms, Power BI, Tableau, SQL, Databricks, integrations, workflow automation, and AI-enabled business tools.
- Experience supporting B2B sales, customer success, or revenue operations organizations.
Success Factors
- Strong understanding of revenue operations, sales processes, customer success workflows, and GTM technology ecosystems.
- Excellent analytical, organizational, communication, and stakeholder management skills.
- Ability to manage multiple priorities, navigate ambiguity, influence adoption, and drive process improvement.
- Passion for leveraging technology and AI to improve operational effectiveness and revenue outcomes.
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