GTM Operations Manager
Austin, Texas
Marketing & Sales /
Full Time /
Hybrid
About Kumo.ai
Kumo.ai is redefining enterprise AI with foundation models for relational data, enabling businesses to make more accurate decisions through intelligent predictions. Our mission is to build AI-powered solutions that help organizations predict, optimize, and act autonomously, transforming how data scientists and analysts work with structured data. Our breakthrough in Relational Deep Learning and Graph Transformers automate feature engineering, allowing users to build powerful ML models with just a few lines of Predictive Query.
We're creating intuitive interfaces that connect complex AI backends with delightful user experiences, making sophisticated AI accessible to users across the enterprise.
The Role - We’re looking for a GTM Operations Manager to be the cornerstone of our revenue operations function. This is a highly hands-on, strategic-yet-executional role where you’ll build, manage, and scale our sales, marketing, and revenue operations infrastructure from the ground up. You’ll work cross-functionally with marketing, sales, data science, and product teams to architect the systems and processes that drive pipeline, revenue, and operational excellence.
What You’ll Do:
Build & Scale GTM Infrastructure
-Design and own our go-to-market tech stack, including Salesforce, HubSpot, Outreach, enrichment platforms, and data sync tools.
-Serve as the administrator for Salesforce and HubSpot, managing structure, workflows, permissions, integrations, and ongoing optimization.
-Architect and maintain GTM workflows that support inbound, outbound, and product-led growth motions.
Lead Management & Funnel Optimization
-Design and implement lead scoring models, routing logic, and assignment processes that align with funnel stages and go-to-market strategies.
-Ensure data integrity and hygiene across systems through enrichment, deduplication, list management, and account merging.
Analytics, Reporting & Forecasting
-Own revenue analytics and reporting by building dashboards, attribution models, and executive-level insights across the full funnel.
-Track and analyze KPIs, campaign performance, and sales activity to drive pipeline growth and operational efficiency.
-Support accurate forecasting and pipeline visibility through recurring GTM reporting and data reviews.
Enablement & Experimentation
-Train and onboard sales reps on GTM systems, workflows, and best practices; act as an ongoing operational partner to the sales and marketing teams.
-Support experimentation with A/B testing, funnel analysis, and cohort tracking to improve GTM campaign performance and conversion rates.
-Drive performance monitoring initiatives to evaluate team performance metrics and support initiatives that drive accountability and goal attainment.
Strategic Planning & GTM Innovation
-Assist in annual and quarterly GTM planning, including quota setting, territory design, compensation modeling, and campaign strategy.
-Integrate data from product usage, intent signals, CRM, and marketing automation platforms to fuel smarter targeting and personalization.
-Architect agentic GTM workflows that embed automation, AI, and decision intelligence into scalable, repeatable go-to-market playbooks.
Outcomes for the first 12-18 months
- Partnering with the CRO & Marketing leadership on building a best in class GTM engine
- Build a scalable GTM ops infrastructure with measurable impact on pipeline efficiency and conversion
- Design and deploy a lead routing and scoring system that improves speed-to-lead and pipeline quality
- Develop a reliable, automated GTM reporting engine that enables weekly visibility into funnel performance
- Improve marketing campaign operations and launch velocity through better data, segmentation, and workflow automation
- Enable sales and marketing leadership to make faster, data-informed decisions via self-serve dashboards and tooling
- Successfully execute cross-functional integrations with product-led growth data and usage-based intent scoring
Competencies
- You’re obsessed with creating order from chaos and thrive in early-stage environments
- You take pride in making others around you more effective, especially marketing and sales
- You’re relentlessly curious, systems-oriented, and love rolling up your sleeves
- You can zoom out to align with strategy and zoom in to execute with precision
- You lead with humility, think critically, and operate with an ownership mindset
Minimum qualification
- BS (preferred MS, MBA) in Computer Science, Business, or related field, or equivalent experience
- 5+ years of experience in sales, marketing, or revenue operations at a fast-paced B2B SaaS company
- Deep hands-on experience with Salesforce and HubSpot (admin-level expertise preferred)
- Strong systems-thinking approach with a bias toward automating manual work and scaling processes
- Proven success in building lead scoring, attribution, routing, and reporting frameworks
- Comfort with data transformation, enrichment, and integration tools (e.g., Zapier, Segment, Clearbit, Census, Hightouch)
- High attention to detail, excellent prioritization skills, and a builder’s mindset
Preferred Qualifications
- Experience with AI/ML platforms, data science tooling, or technical product environments
- Exposure to product-led growth and the GTM data challenges it presents
- Familiarity with data modeling or SQL for reporting, dashboarding, or ad hoc analytics
- Experience architecting agentic GTM workflows or automated playbooks powered by AI
- Previous work at Series A/B-stage startups where you built ops from zero to one
Why Join Us?
Shape the future of AI-driven decision-making by developing intelligent AI agents that work alongside data scientists.
Work on cutting-edge relational foundation models and AI-powered enterprise products.
Collaborate with top AI researchers, engineers, and product leaders in a high-impact environment.
Competitive salary, equity, and benefits package.
A culture that values innovation, collaboration, and technical excellence.
