We are looking for a Director, GTM Systems & Infrastructure to build and lead the systems, automations, and data infrastructure that power our Go-To-Market organization. This role sits at the intersection of AI, automation, internal tooling, and data orchestration, focused on accelerating revenue by transforming how our GTM teams operate. You will design and scale the technical backbone that connects our GTM systems, operational workflows, and revenue data to create intelligent, automated processes across Sales, SDR, Customer Success, Marketing, and Partnerships. As a player-coach leader within RevOps, you will be responsible for translating complex business challenges into scalable technical solutions — building AI-driven workflows, automation frameworks, and internal tools that increase productivity, improve data reliability, and enable faster revenue execution.

This role also plays a critical part in our Gong-on-Gong / Customer Zero initiative, using our own products internally as a proving ground for new AI workflows, automation capabilities, and revenue infrastructure. The goal is to turn internal innovation into scalable operating models that power both our business and our customers.

RESPONSIBILITIES

• Build the Revenue Engineering Function
  
  • Establish and lead the Revenue Systems & Infrastructure discipline within RevOps, defining the strategy, roadmap, and operating model for AI, automation, internal tooling, and revenue data infrastructure.
  • Build and mentor a team of GTM systems and automation builders focused on scaling revenue operations through technology.
  • Define architectural standards and best practices for automation, integrations, and internal tooling.
• AI & Intelligent Workflow Automation
  
  • Design and deploy AI-powered workflows that improve productivity, decision-making, and execution across the revenue organization.
  • Identify and implement high-impact AI use cases across the GTM lifecycle, including pipeline management, prospecting intelligence, forecasting signals, and customer insights.
  • Translate ambiguous operational challenges into scalable AI-driven solutions.
• Automation & Workflow Orchestration
  
  • Own the architecture and scaling of GTM workflow automation across the revenue technology stack.
  • Design and implement complex automations and integrations using platforms such as Workato, APIs, and adjacent orchestration tools.
  • Build scalable workflows supporting:
    • Lead routing and lifecycle management
    • Territory and account ownership
    • Data enrichment and quality management
    • Pipeline governance and operational execution
    • Compensation, quota, and operational processes
• Internal Tool Creation
  
  • Design and build internal applications and lightweight tooling that accelerate GTM execution and reduce reliance on fragmented point solutions.
  • Partner with RevOps, Sales, and Product teams to develop tools that unlock insights, improve operational visibility, and support AI-driven workflows.
  • Evaluate build vs. buy decisions to reduce vendor sprawl and technical complexity.
• Revenue Data Infrastructure & Orchestration
  
  • Own the orchestration and reliability of revenue data across the GTM ecosystem.
  • Design scalable data pipelines and integrations that power automation, analytics, and AI-driven workflows.
  • Partner with systems and data teams to ensure data quality, governance, and visibility across core GTM platforms.
• Customer Zero / Internal Innovation
  
  • Act as a core technical leader in the Customer Zero initiative, using our own products internally to develop scalable GTM workflows.
  • Prototype and operationalize new automation patterns and AI use cases that shape how modern revenue teams operate.
• Operational Execution & Platform Health
  
  • Own the intake, prioritization, and roadmap management for Revenue Engineering initiatives.
  • Manage team capacity, delivery timelines, and stakeholder alignment across multiple technical projects.
  • Maintain high standards for system reliability, monitoring, documentation, and change management.

QUALIFICATIONS 

• 8+ years in RevOps, GTM Ops, Data Strategy, or Sales Operations roles
• Revenue Infrastructure & GTM Systems Experience
  
  • Deep understanding of modern revenue organizations and GTM operations, including Sales, SDR, Customer Success, Marketing, and RevOps workflows.
  • Experience building or operating GTM infrastructure in high-growth B2B SaaS environments.
• Automation & Workflow Engineering
  
  • Significant experience building and scaling automations using platforms such as Workato, Zapier, n8n, or similar automation and orchestration tools.
  • Strong experience designing integrations and automation frameworks across complex GTM system environments.
• AI & Emerging Technology
  
  • Practical experience applying AI or LLM technologies to real business workflows.
  • Ability to evaluate emerging AI tools and determine where they create real business leverage.
• Data Architecture & Systems Thinking
  
  • Strong understanding of data architecture, APIs, and system integrations across revenue platforms.
  • Experience designing scalable data pipelines and workflows that support automation, analytics, and operational processes.
• Internal Tool Development
  
  • Experience building internal tools using platforms such as Retool or similar internal application frameworks.
  • Ability to rapidly prototype and deploy tools that solve operational problems.
• Leadership & Execution
  
  • Experience operating as a player-coach leader in technical or operational teams.
  • Strong prioritization and project management skills in fast-moving environments.
  • Ability to operate effectively in ambiguity and translate loosely defined problems into executable solutions.
• Builder Mindset
  
  • Strong systems thinking and ability to design durable, scalable solutions instead of one-off fixes.
  • Proven ability to scale automation and engineering systems while minimizing technical debt and operational complexity.

PERKS & BENEFITS 

• We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
• Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
• Mental Health benefits with covered therapy and coaching.
• 401(k) program to help you invest in your future.
• Education & learning stipend for personal growth and development.
• Flexible vacation time to promote a healthy work-life blend.
• Paid parental leave to support you and your family.
• Company-wide recharge days each quarter.
• Work from home stipend to help you succeed in a remote environment.

The annual salary hiring range for this position is $174,000 - $250,000 USD. 

Compensation is based on factors unique to each candidate, including, but not limited to, job-related skills, qualification, education, experience, and location. At Gong, we have a location-based compensation structure, which means there may be a different range for candidates in other locations. The total compensation package for this position, in addition to base compensation, may include incentive compensation, bonus, equity, and benefits. Some of our sales compensation programs also offer the potential to achieve above targeted earnings for those who exceed their sales targets. 

We are always looking for outstanding Gongsters! So if this sounds like something that interests you regardless of compensation, please reach out. We may have more roles for you to consider and would love to connect.

We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Gong recruiting email communications will always come from the @gong.io domain. Any outreach claiming to be from Gong via other sources should be ignored.

Gong is an equal-opportunity employer. We believe that diversity is integral to our success, and do not discriminate based on race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, military status, genetic information, or any other basis protected by applicable law.

To review Gong's privacy policy, visit https://www.gong.io/gong-io-job-candidates-privacy-notice/ for more details.

As the Revenue Operations Manager focused on Territory Strategy & Operations, you’ll play a critical role in accelerating revenue growth and maximizing seller productivity through data-driven investment strategy, scalable territory design and consultative partnership with leaders across the business. You will be the architect of our Territory Strategy & Operations framework; managing the operating cadence, orchestrating consistency across business functions, ensuring smooth execution of day-to-day operations, supporting cross-functional GTM initiatives, ensuring accuracy and scalable design of key systems, and proactively identifying and leading projects that drive Gong forward. This is a unique opportunity to craft the operational blueprint for a business critical function at a pivotal phase of growth. We need you to help keep this rocketship on course!

QUALIFICATIONS 

• Drive operational excellence by applying global best practices and regional expertise to streamline workflows and remove operational bottlenecks within the territory design and planning process both annually and in-year. .
• Ensure smooth execution of GTM initiatives through comprehensive impact analysis, cross-functional stakeholder alignment, change management roadmaps and proactive communication.
• Conduct deep-dive research and data analysis to inform and validate strategic recommendations
• Serve as a key partner for Sales and RevOps, providing the dashboards, reporting tools, and regional insights necessary to optimize territory performance.
• Drive continuous improvement by challenging legacy frameworks with a builder’s mindset.
• Redesign territory models and processes for global scalability and long-term operational durability.
• Partner with Sales leadership, Strategy and Finance to optimize territory compositions, conducting quantitative and qualitative analyses to align territories with business goals, headcount plans while ensuring every rep is given sufficient opportunity for success.
• Analyze historical performance, market potential, and account data to inform segmentation and coverage plans.
• Support GTM planning cycles by delivering territory assignments, whitespace analysis, and coverage recommendations.
• Maintain accurate territory mapping in Territory Management and CRM systems (e.g., Fullcast, Salesforce), ensuring data integrity and change management.
• Lead special projects such as market expansion, vertical alignment, or rep capacity modeling.

QUALIFICATIONS 

• You are within commuting distance of one of our listed hub locations and can be in-office 2x per week
• 3–5+ years of experience in Revenue Operations, Sales Strategy, or a related GTM planning function.
• Deep understanding of B2B SaaS go-to-market models, sales territories, and segmentation strategies.
• Strong analytical skills with experience in Excel, SQL, and BI tools (e.g. Tableau, Retool).
• Proficiency with CRM systems, especially Salesforce; experience with territory management tools a plus (e.g. Fullcast, Pigment, Anaplan)
• Excellent cross-functional collaboration and stakeholder management skills.
• Comfortable navigating ambiguity in a fast-paced, high-growth environment.

PERKS & BENEFITS 

• We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
• Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
• Mental Health benefits with covered therapy and coaching.
• 401(k) program to help you invest in your future.
• Education & learning stipend for personal growth and development.
• Flexible vacation time to promote a healthy work-life blend.
• Paid parental leave to support you and your family.
• Company-wide recharge days each quarter.
• Work from home stipend to help you succeed in a remote environment.

The annual salary hiring range for this position is $149,000 - $175,000 USD. 

Compensation is based on factors unique to each candidate, including, but not limited to, job-related skills, qualification, education, experience, and location. At Gong, we have a location-based compensation structure, which means there may be a different range for candidates in other locations. The total compensation package for this position, in addition to base compensation, may include incentive compensation, bonus, equity, and benefits. Some of our sales compensation programs also offer the potential to achieve above targeted earnings for those who exceed their sales targets. 

We are always looking for outstanding Gongsters! So if this sounds like something that interests you regardless of compensation, please reach out. We may have more roles for you to consider and would love to connect.

We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Gong recruiting email communications will always come from the @gong.io domain. Any outreach claiming to be from Gong via other sources should be ignored.

Gong is an equal-opportunity employer. We believe that diversity is integral to our success, and do not discriminate based on race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, military status, genetic information, or any other basis protected by applicable law.

To review Gong's privacy policy, visit https://www.gong.io/gong-io-job-candidates-privacy-notice/ for more details.

The GTM Data Architect owns the end-to-end strategy, governance, and execution of how data is orchestrated, enriched, controlled, and activated across the GTM organization. This role ensures that data is not just accurate, but usable, scalable, and embedded directly into workflows that drive adoption and performance. You will serve as the central owner of account and lead data strategy, bridging RevOps, Field Ops, Systems, Sales, Marketing, and AI/Automation teams to create a forward-looking, execution-ready data foundation.

RESPONSIBILITIES

• Data Orchestration Strategy
  • Own the holistic strategy for how data flows across systems (SFDC, enrichment tools, AI tools, Gong,etc.).
  • Define how data is created, updated, validated, enriched, and consumed across GTM workflows.
  • Ensure consistency, scalability, and clarity in data ownership and data movement.

• Enrichment Strategy

  • Design and own the enrichment framework (firmographics, technographics, intent, personas, buying groups, etc.).
  • Determine where enrichment happens, what tools are used, and how it is validated.
  • Balance automation, accuracy, cost efficiency, and business value.

• Lead Routing Stakeholder

  • Be the primary business partner and strategic stakeholder for lead routing logic.
  • Ensure routing rules align to segmentation, territories, verticals, and coverage models.
  • Partner closely with Marketing Ops, Field Ops and GTM Systems to ensure speed, accuracy, and transparency.

• Account Data Ownership

  • Serve as the business owner for account-level data integrity and partner with the territories team on account data requirements. 
  • Partner with the territory team and provide data supported recommendations on  account definitions, hierarchies, segmentation, industry classification, and account status logic.

• Process, Change Management & Communication

  • Own change management for any data model or process updates.
  • Create clear communication plans, documentation, and rollout strategies.
  • Ensure stakeholders understand what is changing, why it matters, and how to use it across the organization including Finance, Data, SysOps, Marketing Operations and the full GTM Operations team. 

• Forward-Looking Data Strategy

  • Partner with RevOps and Finance leadership to define where data strategy needs to be in 6–12–24 months.
  • Anticipate and support analysis on future GTM needs (AI readiness, automation, segmentation evolution, new products, new routes to market).
  • Ensure data foundations are built with scale and flexibility in mind.

• Workflow Integration

  • Ensure data is embedded directly into seller and manager workflows.
  • Lead and partner with the entire GTM Ops team to make data actionable, not passive.
  • Optimize for adoption, clarity, and speed to value.

• Data Controls & Governance

  • Own strong data control processes:
    • Field-level governance
    • Validation rules
    • Exception handling
    • Auditability
    • Clear ownership models
  • Maintain a “single source of truth” mindset across the GTM ecosystem.

QUALIFICATIONS 

• 5+ years in RevOps, GTM Ops, Data Strategy, or Sales Operations roles
• Deep understanding of CRM architecture (Salesforce strongly preferred)
• Strong experience with:
• Proven ability to:
  • Exceptional communication and change management skills
  • Comfortable operating between strategy and execution

PERKS & BENEFITS 

• We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
• Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
• Mental Health benefits with covered therapy and coaching.
• 401(k) program to help you invest in your future.
• Education & learning stipend for personal growth and development.
• Flexible vacation time to promote a healthy work-life blend.
• Paid parental leave to support you and your family.
• Company-wide recharge days each quarter.
• Work from home stipend to help you succeed in a remote environment.

The annual salary hiring range for this position is $138,000 - $210,000 USD. 

Compensation is based on factors unique to each candidate, including, but not limited to, job-related skills, qualification, education, experience, and location. At Gong, we have a location-based compensation structure, which means there may be a different range for candidates in other locations. The total compensation package for this position, in addition to base compensation, may include incentive compensation, bonus, equity, and benefits. Some of our sales compensation programs also offer the potential to achieve above targeted earnings for those who exceed their sales targets. 

We are always looking for outstanding Gongsters! So if this sounds like something that interests you regardless of compensation, please reach out. We may have more roles for you to consider and would love to connect.

We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Gong recruiting email communications will always come from the @gong.io domain. Any outreach claiming to be from Gong via other sources should be ignored.

Gong is an equal-opportunity employer. We believe that diversity is integral to our success, and do not discriminate based on race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, military status, genetic information, or any other basis protected by applicable law.

To review Gong's privacy policy, visit https://www.gong.io/gong-io-job-candidates-privacy-notice/ for more details.