Senior Manager, GTM Field Operations

About Gong.io Transform how your revenue team wins with AI✨ The Gong Revenue AI Operating System brings customer data, insights, and workflows together in one trusted place. 5,000+ companies rely on Gong to understand their business better, automate workflows, and win more. Follow our page for more updates.

Gong.io

AI OS for revenue teams

G

gong.io

1,001-5,000 employees

Software Development

San Francisco, California

2015

Privately Held

336k LinkedIn followers

Raised $583M

• Serve as the primary operational point of contact for your assigned segment's
• reps, managers, and senior leaders — owning end-to-end ops needs.
• Maintain constant, fluent command of your segment's numbers: targets and
• quotas, real-time actuals and forecast trajectory, leading KPIs (pipeline
• generation, close rates, cycle length), and the top 15-20 deals and risks
• in-quarter.
• weekly/monthly forecast and pipeline reviews, deal reviews, account reviews,
• KPI and headcount tracking, and QBR/MRR prep.
• Coach and hold segment leaders and reps accountable to their deliverables
• inside that rhythm — this includes rules of engagement (ROE) enforcement and
• flagging violations back to central RevOps.
• Bring proactive analysis to the table, not just reactive reporting: surface
• pipeline coverage gaps, ramp-time stalls, and emerging risks before they show
• up in a QBR.
• Partner with Strategy & Planning on territory methodologies, capacity models,
• and headcount plans that translate the annual plan into RU-level execution
• priorities.
• Partner with RevOps to enforce ROE, escalate systems/process gaps for triage,
• and stay aligned on shared tech stack strategy (Salesforce, Gong,
• planning/analytics tools).
• Partner with Enablement on new-hire integration, role excellence, and
• surfacing field skill gaps that should shape program design.
• Build cross-functional relationships with Marketing, Finance, and Product so
• operational strategy stays aligned to broader GTM goals — not just your
• segment's.
• Serve as a subject matter expert and voice of your segment in planning and
• strategy sessions and annual planning cycles.
• Collaborate with Analytics/BI to design reporting and dashboards giving
• visibility into performance, productivity, and pipeline health.
• Champion adoption and hygiene of sales tools (Gong, Salesforce,
• planning/analytics platforms), and identify new use cases as the tech stack
• evolves.
• Act as "Customer Zero" for the processes and data you enable in Gong — using
• the product as a segment leader would, and feeding use cases and feedback
• back to the product team.
• You're the first call, not the last resort, for your segment's leadership on
• anything operational.
• Forecast and pipeline data are trusted because your operating rhythm is
• airtight — deadlines are never missed, no exceptions.
• You've built direct relationships with individual reps (not just their
• managers) and know where the ground-level friction actually is.
• Your solutions get reused by other segments, not rebuilt from scratch.

Required

• understanding of SaaS business models.
• SQL proficiency and strong analytical skills, with proven ability to build
• and standardize reporting in Snowflake and BI tools such as Tableau and
• Retool.
• Advanced Excel/Sheets skills — pivot tables, data visualization, INDEX/MATCH,
• VLOOKUP/XLOOKUP, SUMIFS/COUNTIFS, and array formulas.
• Experience supporting sales and CS orgs of 100+ reps selling $1M+ deals to
• Fortune 100 companies.
• Proven success building territory models, forecasting processes, and
• headcount/capacity plans.
• Demonstrated ability to apply AI and emerging technologies to optimize
• revenue processes and shorten the path to revenue — including working
• knowledge of MCP servers and the data nuances that inform which LLM tools are
• fit for a given use case.
• Strong organizational and project management skills; able to execute multiple
• priorities with urgency.
• High degree of ownership — turning insights into measurable outcomes, not
• just flagging opportunities.
• Executive presence; able to navigate complex senior stakeholders and
• high-stakes decisions.
• Track record of building high-trust VP+ relationships grounded in credibility
• and reliability, not agreeableness
• Comfortable delivering unpopular operational decisions with clarity and
• empathy, and holding the line once a decision is made.

Preferred

• Experience working in or selling to highly regulated industries such as
• Healthcare and Financial Services.
• Experience navigating complex contract commercials with deal desk and
• finance, including approval processes and infosec/legal roadblocks.
• Proven outcomes supporting Enterprise sales cycles distinct from
• high-volume/transactional motions.

• process — before recommending it; favor scalable fixes over one-off,
• high-touch solutions.
• Apply a "global-first" mindset: significant projects and process designs
• should be broadly applicable across the wider Field Ops org, not built solely
• around your segment.
• Stay aware of your draw on shared resources (central RevOps, Systems,
• Enablement bandwidth) and scope requests so other segments can get their fair
• share.
• Maintain documentation and enforce compliance around policies, processes, and
• rules of engagement.
• We offer Gongsters a variety of medical, dental, and vision plans, designed
• to fit you and your family’s needs.
• Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
• Mental Health benefits with covered therapy and coaching.
• 401(k) program to help you invest in your future.
• Education & learning stipend for personal growth and development.
• Flexible vacation time to promote a healthy work-life blend.
• Paid parental leave to support you and your family.
• Company-wide recharge days each quarter.
• Work from home stipend to help you succeed in a remote environment.
• The annual salary hiring range for this position is $138,000 - $210,000 USD.
• Compensation is based on factors unique to each candidate, including, but not
• limited to, job-related skills, qualification, education, experience, and
• location. At Gong, we have a location-based compensation structure, which means
• there may be a different range for candidates in other locations. The total
• compensation package for this position, in addition to base compensation, may
• include incentive compensation, bonus, equity, and benefits. Some of our sales
• compensation programs also offer the potential to achieve above targeted
• earnings for those who exceed their sales targets.
• We are always looking for outstanding Gongsters! So if this sounds like
• something that interests you regardless of compensation, please reach out. We
• may have more roles for you to consider and would love to connect.
• We have noticed a rise in recruiting impersonations across the industry, where
• scammers attempt to access candidates' personal and financial information
• through fake interviews and offers. All Gong recruiting email communications
• will always come from the @gong.io domain. Any outreach claiming to be from Gong
• via other sources should be ignored.
• Gong is an equal-opportunity employer. We believe that diversity is integral to
• our success, and do not discriminate based on race, color, religion, age, sex,