Manager, Revenue Operations – GTM Systems & Intelligence

Let's Tango! Where Innovation Meets Impact.

At Tango Analytics, we're all about helping businesses make smarter decisions through powerful technology, insightful data, and a whole lot of collaboration. Whether you're a creative thinker, a strategic planner, a tech wizard, or a customer champion, there's a place for you on our team. We believe work should be meaningful and fun —so if you're ready to make a difference while enjoying the journey, come join us and let's Tango!

About the Role

We are seeking a highly analytical, technically capable, and systems-oriented Manager, Revenue Operations – GTM Systems & Intelligence to own and optimize the technology, data, intelligence, processes, and workflows that power our go-to-market organization from market signal through opportunity creation.
This role sits at the intersection of Revenue Operations, Sales, Marketing, Data, and Technology. The ideal candidate understands how enterprise B2B software companies identify target accounts, recognize buying signals, engage prospects, generate qualified leads, and convert those leads into pipeline.
This is a builder role. We are looking for someone who can translate business requirements into scalable systems and workflows, leverage data and AI to improve prospecting and pipeline generation, and continuously evolve our GTM technology ecosystem.

What You'll Do

GTM Systems & Architecture

• Own the technology ecosystem supporting the lead-to-opportunity lifecycle across Marketing, SDR/BDR, and Sales.
• Serve as the primary business owner and administrator for key GTM platforms.
• Design and maintain the architecture, workflows, integrations, and data flows connecting these systems.
• Evaluate new technologies and recommend solutions that improve pipeline generation, seller productivity, data quality, and operational efficiency.
• Manage vendor relationships, implementations, integrations, renewals, and ongoing optimization.
• Establish standards for GTM technology governance and usage.

Market Signal Intelligence & Activation

• Develop and own a systematic framework for identifying, defining, prioritizing, and activating market signals.
• Establish a common taxonomy and language for market signals across Sales, Marketing, and Revenue Operations.
• Partner with Sales and Marketing leadership to determine which signals represent meaningful buying opportunities.
• Use platforms such as Clay, Gong, LinkedIn Sales Navigator, intent providers, enrichment platforms, and AI tools to identify and enrich signals.
• Build workflows that translate signals into specific GTM actions.
• Measure the effectiveness of individual signals and continuously refine which signals should trigger action.
• Establish reporting that measures the conversion of market signal → engagement → qualified lead → opportunity → pipeline.

Lead-to-Opportunity Operations

• Own and continuously improve the end-to-end lead-to-opportunity process.
• Establish clear definitions for leads, MQLs, SQLs, qualified opportunities, and other lifecycle stages.
• Improve the speed and accuracy of lead and account routing.
• Identify and eliminate friction and manual processes throughout the funnel.
• Partner with Marketing and Sales to improve conversion rates and pipeline creation.

Data & GTM Intelligence

• Establish and maintain high standards for CRM and GTM data quality.
• Own data governance across accounts, contacts, leads, opportunities, ownership, lifecycle stages, and enrichment.
• Develop processes for deduplication, enrichment, validation, and data hygiene.
• Design and maintain integrations between GTM applications.
• Troubleshoot data synchronization, workflow, and integration issues.
• Partner with IT/Data teams on APIs, integrations, security, and data architecture.
• Establish monitoring to identify system and data-quality issues before they impact revenue teams.

AI & Automation

• Identify opportunities to use AI, automation, APIs, and workflow technologies to improve GTM productivity.
• Build automated workflows.
• Leverage Clay and other emerging AI-powered GTM technologies to reduce manual research and prospecting.
• Continuously evaluate emerging GTM technologies and determine where they can create measurable business value.

Sales & Marketing Partnership

• Serve as a strategic partner to Sales and Marketing leadership.
• Translate business requirements into scalable systems and operational solutions.
• Partner with SDR/BDR and Sales teams to understand prospecting and pipeline-generation challenges.
• Establish documentation, standards, and best practices.
• Drive adoption of new systems, workflows, and processes.

Analytics & Performance

• Develop reporting and dashboards covering.
• Identify trends and recommend process or technology improvements based on data.

About You

• 5–7+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, GTM Operations, or a related function.
• Experience working in B2B enterprise software/SaaS, preferably supporting complex enterprise sales motions.
• Strong hands-on experience with HubSpot administration, configuration, workflows, automation, and reporting.
• Demonstrated experience managing a multi-platform GTM technology ecosystem.
• Strong understanding of the lead-to-opportunity lifecycle.
• Experience designing CRM workflows, lead routing, scoring, lifecycle management, and automation.
• Experience with market signals, intent data, account-based marketing, or account-based selling.
• Strong understanding of CRM data architecture, enrichment, deduplication, and governance.
• Experience integrating GTM applications and managing data flows between systems.
• Ability to translate business requirements into technical/system requirements.
• Strong analytical, problem-solving, and process-design skills.
• Excellent communication and stakeholder-management skills.

Preferred Qualifications

• Experience building Clay-based GTM workflows.
• Experience using APIs, webhooks, or automation platforms.
• Experience with Zapier, Workato, Make, Tray.io, or similar technologies.
• Experience with Salesforce in addition to HubSpot.
• Working knowledge of SQL, data querying, or BI platforms.
• Experience building signal-based prospecting programs.
• Experience with account-based marketing and enterprise prospecting.
• Experience leveraging AI to automate GTM research and workflows.
• Experience evaluating and rationalizing GTM technology investments.
• Experience operating in a high-growth B2B SaaS environment.
• Experience supporting complex enterprise account structures and long sales cycles.

What We Offer

We’re committed to creating an environment where you can thrive—professionally and personally. Our offerings include:

• Competitive Compensation We recognize and reward your contributions with a salary package that reflects your value.
• Comprehensive Benefits Including health, dental, and vision insurance, a 401(k) plan with company match, and generous paid time off to support your well-being.
• Flexible Work Environment Whether remote, hybrid, or in-office, we support work arrangements that promote productivity and balance.
• Inclusive & Collaborative Culture We foster a workplace where diverse perspectives are valued, teamwork is encouraged, and everyone has a voice.

Tango is proud to be an equal opportunity employer. We are committed to equal opportunity regardless of race, ethnicity, religion, parental status, sexual orientation, age, citizenship, disability, or veteran status.

Base pay offered is contingent on qualifications and other operational considerations. Base pay is just one piece of the full compensation structure offered at Tango. If this pay range is outside of your expectations, we still encourage you to apply and have a conversation with us.

Base pay offered for this position is: $140,000-$150,000.

*Applicants must be authorized to work in the U.S. for any employer.

*We cannot sponsor employment-based visas at this time.