Senior GTM Operations Analyst

Apply Job Type Full-time Description ACST’s Faith GTM Division is looking for a Senior GTM Operations Analyst to serve as a strategic business partner to our Sales, Customer Success, and Marketing organizations, driving the systems, processes, and insights that support revenue growth and sales effectiveness. This person will work in close partnership with the leader of GTM Operations, Corporate Systems, Sales, Marketing and Ministry Success Leadership as well as Finance to support a newly formed and growing Operations function. The remit of the team spans GTM strategy, account segmentation, customer journeys, pricing, reporting as well as the foundational analysis that supports building a focused and effective sales team including territory design, quotas, capacity, and forecasting. This role will operate under the organizational mandate of clean data, clear accountability, and operating rhythms that actually stick. This is a hands-on, high-visibility role for someone who wants to bridge how revenue is sold with how it's measured and explained — comfortable in Salesforce-centric systems as well as the back-of-house details of finance partnership, controls, governance, and reporting. We have a lot to do in a short amount of time. Much of our existing GTM infrastructure — reporting, processes, and systems — was built at some point and then left unmaintained or has not kept pace with how the business operates today. The long term goal is to achieve the caliber of a true foundation for a world-class revenue organization, not just patching what's there. The right candidate is comfortable operating without a large playbook, moves quickly against a lot of ground to cover, and knows how to turn data into decisions leadership can act on. Requirements Business Partnership & Process Improvement ? Serve as a business partner to the Sales, Customer Success, and Marketing organizations, driving operational initiatives that support revenue growth and sales effectiveness. ? Support alignment across Sales, Marketing, Customer Success, and Finance around shared revenue goals, definitions, and success metrics. ? Lead cross-functional projects focused on implementing GTM tech stack enhancements and process improvements. ? Design scalable, repeatable revenue processes and identify and help eliminate process friction across the customer lifecycle. Go-to-Market Operations & Lead Management ? Own lead management and deal handoff processes between Marketing, Sales, and Customer Success, ensuring consistent execution. Forecast & Pipeline Governance ? Support bi-weekly forecast review and pipeline governance meetings for the Sales and Customer Success teams, partnering with leadership to analyze performance trends, identify risks and opportunities, and improve forecast accuracy. ? Assist Senior Director with analysis and compiling of data to support internal and external executive level meetings. Reporting & Analytics ? Own and maintain sales performance reporting, dashboards, and KPI tracking across the sales and CS organization, with a focus on clean data and clear accountability, providing actionable insights to leadership. ? Design and optimize Salesforce reports, dashboards, approval workflows, and operational frameworks that improve visibility, efficiency, and decision-making. ? Maintain data quality and reporting integrity across Salesforce and connected systems, and support documentation of processes and SOPs to ensure auditability. Marketing Performance Partnership ? Partner with Marketing to build reporting and dashboards on funnel conversion rates, lead-to-pipeline conversion, and multi-touch attribution across channels. ? Provide visibility into marketing-sourced and marketing-influenced pipeline and revenue, helping align Marketing and Sales on shared KPIs and definitions. Compensation & Capacity Support ? Support quota setting and capacity planning in partnership with GTM Operations and Finance Leadership ? Support payout accuracy and sales compensation administration in partnership with Finance. Customer Lifecycle & Retention Support ? Support Customer Success onboarding, renewal, and expansion operations, and help track health scores and retention KPIs. Business Reviews & Planning ? Partner closely with sales leadership to prepare Quarterly Business Reviews, leveraging data and performance trends to support strategic planning. What Success Looks Like ? Operating rhythms stick. Forecast reviews, business reviews, and reporting cadences aren't just meetings on a calendar — they're followed consistently and drive real decisions. ? Foundational infrastructure gets rebuilt, fast. Systems and processes that were abandoned or left outdated are brought up to the standard of a world-class revenue organization within a defined, near-term window. ? Marketing and Sales are aligned. Conversion and attribution reporting gives both teams a shared, trusted view of what's driving pipeline and revenue. ? Deal Desk is fast and consistent. Reps and AMs know how to get deals approved without friction, and revenue is protected. ? Process improvements stick. Salesforce enhancements and new workflows are adopted, not ignored. ? Reporting is a single source of truth. Leadership gets consistent, actionable insight into sales and marketing performance without chasing down numbers. What We're Looking For ? 3–5 years of experience in Revenue or GTM Operations, Sales Operations, or a closely related field. ? Working knowledge of sales compensation, including plan mechanics, commission calculations, attainment tracking, or dispute resolution. ? Working knowledge of Salesforce and strong technical aptitude — comfortable learning report/dashboard building, workflow and approval process configuration, and data hygiene best practices; experience with Account Engagement (Pardot) required. ? Experience with LeanData and Salesloft is a plus. ? Demonstrated expertise in process documentation — translating operational workflows into clear, repeatable, well-governed processes. ? Experience leading or supporting forecast/pipeline governance cadences. ? Comfortable operating in a small, fast-moving team without a large inherited playbook. ? Track record of rebuilding or overhauling neglected, outdated, or abandoned systems and processes — not just maintaining what's already working — and doing so at pace. ? Strong communication and stakeholder management skills across sales, CS, marketing, and executive leadership. ? SaaS experience required. ? Experience with payments processing or a consumption-based business model is a plus. ? Strong working knowledge of data analysis, with the aptitude to work through complex, ambiguous data sets and turn them into clear, actionable recommendations for leadership. ? Working knowledge of the full GTM motion — from marketing and demand generation through sales, deal closure, onboarding, and renewal/expansion — and how each stage connects to and impacts the others. ? Working knowledge of AI tools and applications within RevOps, and a genuine curiosity for how AI can be applied to reporting, forecasting, and process automation.