Senior Manager, GTM Revenue Orchestration

Role Summary

This role owns GTM Orchestration (GTMO) and Always-On GTM Plays end-to-end. The Senior Manager, GTM Revenue Orchestration is accountable for building, operating, and scaling the GTMO system that connects signals, channels, teams, and execution into repeatable revenue outcomes.

This is an execution-led ownership role.

Success is defined by a functioning GTMO motion and plays that consistently produce pipeline.

What You’ll Do: Core Ownership Areas

1. Own GTM Orchestration (GTMO)

• End-to-end ownership of the GTMO operating model across Marketing, Sales, Product, Data, and RevOps.
• Define how signals are ingested, prioritized, translated into plays, executed, measured, and optimized.
• Set orchestration principles, rules, and governance (what runs always-on, what is experimental, what is manual vs automated).
• Establish intake, prioritization, and decision frameworks for GTMO initiatives.
• Ensure GTMO scales across segments (SMB, MM, ENT) without bespoke workflows.

Outcome: A clearly owned, trusted GTMO system

2. Own Always-On GTM Plays

• Full ownership of the Always-On Play portfolio across inbound, outbound, warm, and product-led motions.
• Design and launch plays from signal → audience → execution → measurement.
• Define play logic: eligibility criteria, sequencing, channel mix, routing, and success metrics.
• Drive adoption and correct execution in partnership with Sales and Marketing leaders.
• Iterate, scale, or shut down plays based on performance.

Outcome: Live plays producing measurable pipeline and revenue.

3. GTMO Execution Leadership (Not Coordination)

• Act as the single-threaded owner for GTMO execution.
• Drive alignment and execution across Marketing, SDR, AE, Customer Success, Product, Data, and RevOps.
• Resolve tradeoffs and conflicts between teams in service of GTMO outcomes.
• Ensure GTMO is embedded in real workflows, tooling, and incentives where appropriate

Outcome: Faster execution, fewer handoffs, less GTM friction.

4. Measurement, Insight, and Accountability

• Define GTMO and play-level success metrics (engagement, conversion, velocity, pipeline contribution).
• Build reporting that shows what GTMO is running, what’s working, and what’s not.
• Hold GTMO accountable to outcomes — not activity.
• Provide regular performance readouts to GTM and executive leadership.

Outcome: GTMO credibility through results.

5. Scale GTMO as a Core Capability

• Build templates, frameworks, and documentation so GTMO is repeatable and durable.
• Identify opportunities for automation, tooling, and AI to increase GTMO leverage.
• Evolve GTMO from a set of plays into a foundational GTM capability.

Outcome: GTMO survives leadership and org changes.

What You Bring:

• 8–12 years in GTM, Revenue, Growth, or Revenue Operations–adjacent roles
• Proven ownership of cross-functional GTM systems, not just projects
• Strong operator with high execution bias
• Comfortable making prioritization tradeoffs with senior stakeholders
• Deep understanding of GTM tooling, signals, and revenue motions

Success in the First 6–12 Months

• GTMO is clearly defined, adopted, and operational
• Always-On Plays are live, trusted, and driving material pipeline
• Clear governance and prioritization for GTMO initiatives
• Sales and Marketing leaders view GTMO as leverage, not overhead
• Executive leadership can see GTMO performance in dashboards

Why This Role Exists

Disconnected GTM signals and motions create waste and missed revenue. This role exists to own the GTMO system and convert it into a continuous revenue engine.

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