Senior Manager, Sales Operations (AI Programs)

We are seeking a Senior Manager of GTM Operations to lead AI and horizontal platform programs within the Core Operations team. This role will shape how our global GTM organization becomes more productive, scalable, and AI-enabled—by defining high-impact use cases, driving cross-functional programs, and ensuring successful adoption of new capabilities.

Core Operations sits at the intersection of GTM strategy, systems, and execution. This leader will act as both the orchestrator of GTM AI programs and a GTM process engineer—rethinking and redesigning how work gets done across the customer lifecycle, then applying AI and platforms to streamline, standardize, and scale those processes.

What You’ll Do

Shape GTM AI Strategy & Drive Programs

• Define the GTM AI and platforms strategy for Core Operations, focused on improving productivity and enabling revenue and customer outcomes
• Translate business needs into prioritized AI use cases and requirements, partnering with IT to inform the broader technology roadmap
• Own and drive GTM AI programs end-to-end—from problem definition and business case through rollout and impact measurement
• Lead change management for new AI capabilities, ensuring strong adoption across Sales, Customer Success, Partners, and other GTM teams
• Establish and oversee data governance processes and programs that enable scalable, trusted AI solutions
• Run Field Advisory Board on GTM use of AI & horizontal platforms. Serve as the primary bridge between GTM leadership and IT, ensuring alignment on priorities and outcomes

Act as a GTM Process Engineer

• Analyze and redesign end-to-end GTM processes to reduce friction, eliminate manual work, and improve consistency
• Identify where AI and automation can fundamentally improve workflows—not just layer on top of existing inefficiencies
• Standardize global processes while allowing for necessary regional or segment variation
• Ensure process design, systems, and data models are tightly aligned to enable scalability and high-quality execution

Lead AI Tool Adoption & Internal Productivity

• Rapidly deploy and scale AI tools (e.g., Glean agents, LLM platforms such as Claude, and emerging technologies) to solve high-impact operational challenges
• Drive AI-powered improvements across GTM Ops workflows (e.g., territory planning, forecasting support, ticket deflection, reporting automation)
• Continuously surface opportunities to improve both internal Ops productivity and frontline GTM effectiveness

Establish GTM AI Intake, Evaluation & Scaling

• Build and run a centralized intake and prioritization model for AI use cases across GTM
• Develop frameworks to assess impact, feasibility, risk, and scalability
• Define clear execution paths (Ops-led vs. IT-partnered) and ensure successful pilots are scaled into durable solutions

Drive AI Productization, Data & Governance

• Establish the foundations for reusable, enterprise-grade AI solutions, including a centralized library of agents and use cases
• Partner with Data and IT teams to ensure solutions are built on high-quality, governed data
• Align use cases to the right platforms and infrastructure (e.g., Glean, Claude, and other tools), without directly owning the tooling roadmap

Upskill the Organization

• Develop the GTM Operations team into AI-fluent operators who can identify, assess, and scale high-impact opportunities
• Build training, frameworks, and hands-on learning programs to increase AI adoption and capability
• Foster a culture of experimentation, rapid iteration, and continuous improvement

Drive GTM Produc