Revenue Operations Strategy Manager - AI & GTM Systems

Revenue Operations Strategy Manager, AI & GTM Systems  Date: 02.2026  Function: Revenue Operations / GTM Strategy  Reports to: Sr. Director, FP&A & Revenue Operations

Position Summary

The Revenue Operations Strategy Manager, AI & GTM Systems designs and documents the end-to-end architecture of the GoToMarket (GTM) and Customer Journey technology stack, with emphasis on embedded AI capabilities. The role maps systems, data flows, and workflows, ensuring accurate, consistent, and actionable data across the revenue lifecycle.

They own the strategy, documentation, and governance of integrations and data contracts (not hands on build), serving as the connective tissue between GTM leaders, RevOps, IT, and Analytics. The ideal candidate blends strong RevOps architecture skills with hands-on understanding of AI/LLMs in GTM contexts (e.g., routing, enrichment, scoring, outreach, customer insights).

Key Responsibilities

Tech Stack Architecture & Documentation

• Maintain a comprehensive blueprint of the GTM and customer journey tech stack, including systems, integrations, workflows, and AI touchpoints.

• Document current and target state architectures across CRM/CPQ/ERP, engagement, enrichment/intent, routing, and customer success platforms.

• Define RACI, data object ownership, ID standards, and integration patterns across GTM systems.

Data Quality, Governance & Source of Truth

• Partner with RevOps, Analytics/BI, and Finance to define core metrics, systems of record, and end-to-end data lineage.

• Identify gaps and inconsistencies; recommend fixes across process, field design, tooling, and SLAs.

• Establish governance standards including naming conventions, lifecycle definitions, enrichment rules, QA tests, and change management protocols.

AI Strategy Across the GTM Stack

• Catalog all current AI use cases across GTM (e.g., 6sense, Clay, ChatGPT/Copilot, Gong, ChurnZero, LeanData).

• Partner with GTM leaders to prioritize and design AI powered workflows that improve conversion, productivity, and customer health (e.g., AI assisted prospecting, next best action, health/risk signals).

• Ensure AI tools integrate into core systems in ways that are auditable, explainable, and tied to measurable KPIs.

Integration Design & Oversight (No/LowCode / VendorLed)

• Translate business requirements into solution designs, data contracts, and integration specs for Salesforce, NetSuite, Outreach, ChurnZero, and other platforms.

• Provide architecture and quality oversight for integration and automation initiatives (lead lifecycle, quote flows, billing, renewals, customer health).

• Evaluate new tools and changes for architectural fit, data integrity, and alignment with the RevOps roadmap.

GTM Analytics Enablement

• Ensure the GTM data model supports ARR waterfall, funnel conversion, pipeline quality, product usage, churn/expansion, and other core dashboards.

• Partner with the GTM Systems Team to guarantee upstream configurations enable trusted, consistent “single source of truth” reporting.

• Support creation of self-service views and documentation so GTM teams can understand and interpret metrics.

Cross-Functional Partnership & Change Management

• Advise Marketing, SDR, Sales, Partnerships, Customer Success, Product, and Finance leaders on optimal use of the GTM and AI stack.

• Lead discovery, requirements, and tradeoff discussions to design scalable, AI aware solutions.

• Drive change-management initiatives, including stakeholder alignment, rollout plans, training, and documentation.

Skills & Experience

• Bachelor’s degree in business, Information Systems, Engineering, Data/Analytics, or related field preferred.

• 8+ years in Revenue Operations, Sales Operations, GTM Strategy, or AI/ML workflow design in B2B SaaS.

• Proven experience designing or overseeing GTM architecture across platforms such as Salesforce CPQ, NetSuite, Gong, ChurnZero, and engagement/data providers (Outreach, ZoomInfo, 6sense, Clay, Qualified, LeanData).

• Hands-on familiarity with AI in GTM (LLMs, copilots, conversational intelligence, predictive scoring, enrichment, intent).

• Strong analytical and problem solving ability; skilled at connecting process, data architecture, and reporting requirements into coherent solutions.

• Excellent communicator with ability to translate complex system and AI concepts for executives and nontechnical audiences.

• Demonstrated success driving alignment and delivering multi-stakeholder projects on time.

• High attention to detail, structured documentation habits, and comfort operating in fast-changing environments.

Competencies:

Accountability

Adaptability

Applied Learning

Business Acumen

Collaboration

Customer Focus

Dealing w/Ambiguity

Driving for Results

Initiating Action

Operational Decision Making

Technical/Professional Knowledge