Go-To-Market Operations Manager

Go-To-Market Operations Manager Own the sales engine at a fast-moving SaaS scale-up. Salesforce, Apollo, pipeline analytics, and GTM strategy - all yours. High autonomy, high visibility About Us nShift is the leading global provider of cloud delivery management solutions (SaaS), we enable the frictionless shipment and return of almost one billion shipments across 190 countries each year. We are headquartered in London and Oslo and have over 460 employees across offices in Sweden, Finland, Norway, Denmark, the United Kingdom, Poland, the Netherlands, Belgium, and Romania. Our software is used by many of the world leading e-commerce, retail, manufacturing, and 3PL shippers due to us having over 1000 carriers integrated into our platform, nearly 3 times more than our competitors! If you buy goods online, there is a strong chance that nShift has powered that delivery, so come and join us as we shape the future of shipping, one frictionless journey at a time. About you As GTM Operations Manager you will be the operational backbone of nShift's new-logo sales motion. Sitting within Revenue Operations and working in close partnership with the VP of Revenue Operations, you will be the single point of accountability for everything that makes the sales engine run: from keeping Salesforce tight and Apollo firing, to turning pipeline data into board-ready insight, to driving strategic projects that unlock growth. This is a high-visibility, high-autonomy role. You will work directly with Sales leadership of Enterprise, Mid-Market, and Platform Growth, and you will be expected to identify problems and fix them rather than escalate them. If you thrive in ambiguity, own outcomes end-to-end, and get energy from making complex systems simple, this is your role. What you'll be doing Sales Performance & Analytics Own pipeline reporting and forecasting hygiene across all new-logo segments, ensuring leadership always has a reliable, single view of funnel health. Build and maintain dashboards and analyses covering conversion rates, deal velocity, rep performance, and quota attainment. Translate data into clear, actionable narratives for Sales leadership and executive audiences — including board-level reporting. Design and maintain quota-setting and territory models in collaboration with Finance and RevOps leadership. GTM Technology & Process Own the continuous improvement of Salesforce for the sales organisation, processes, layouts, data integrity, user adoption. Manage Apollo.io as the primary outbound prospecting and enrichment tool, including sequence governance, list quality, and integration hygiene with Salesforce. Ensure the broader GTM tech stack (including PandaDoc for contract workflows) is configured, integrated, and used correctly. Identify tool gaps and lead evaluations and onboarding when new capabilities are needed. Strategic Projects Lead or contribute to cross-functional initiatives that improve sales effectiveness from ICP refinement and rules-of-engagement design to onboarding playbooks and comp plan roll-outs. Drive the operationalisation of new GTM plays, working across Sales, Marketing, and Customer Success to ensure smooth hand-offs and clear accountability. Act as the operational lead on any data enrichment or market intelligence initiatives supporting the sales pipeline. Sales Enablement & Communication Serve as the primary RevOps contact for the new-logo sales teams including operational questions, communicating process changes, and maintaining a trusted, responsive relationship. Prepare materials that help reps and managers understand performance, priorities, and tooling such as QBR packs, pipeline reviews, process guides. Collaborate with Sales leadership on agenda-setting for operating cadences (pipeline reviews, forecast calls, quarterly kick-offs). What you will bring Experience 3–6 years in Sales Operations, Revenue Operations, or GTM Operations in a B2B SaaS or technology environment. Hands-on experience working with Salesforce. Proven ability to work with sales prospecting and enrichment tools; experience with Apollo.io is a strong plus. Track record of turning messy data into clear insight and actionable recommendations. Experience supporting multi-segment sales organisations (Enterprise, Mid-Market, or similar) is preferred. Skills & Mindset Analytically strong and comfortable building models, interrogating data, and presenting findings clearly. Self-directed and proactive: you see what needs doing and you do it, without waiting to be told. Excellent communicator with the ability to translate operational complexity into plain language for sellers, managers, and executives alike. Strong project management instinct. You can hold multiple workstreams, manage stakeholder expectations, and deliver on time. Problem-solver with a can-do attitude: you fix the thing in front of you rather than escalating it upward. Fluent in English; additional Nordic language proficiency is a plus. **Kindly ensure that your CV is submitted in English. At nShift we believe in embracing diversity in all forms and fostering an inclusive environment for everyone which we believe is essential for our continued success. We're an equal-opportunity employer which means that all applicants will receive consideration for employment without regard to ethnicity, religion, sexual orientation, gender identity, family or parental status, national origin, veteran, neurodiversity, or disability status. #LI-EN1 #LI-Hybrid Department Sales Locations Aarhus , Silkeborg , Gothenburg , Stockholm , Oslo , Helsinki Remote status Hybrid Employment type Full-time Aarhus Silkeborg Gothenburg Stockholm Oslo Helsinki