GTM Operations Manager

Summary

Join Cobalt, a fast-growing company in the pentesting industry, as their GTM Operations Manager. You will play a key role in driving strategic initiatives, enhancing operational efficiency, and supporting scalable growth across Sales, Marketing, and Customer Success. This position requires optimizing GTM systems, leading cross-functional projects, and developing data-driven solutions. You will also be responsible for improving deal and renewal workflows, including quote-to-cash optimization and CPQ implementation. The ideal candidate is highly analytical, process-driven, and experienced in managing complex deal structures. Cobalt offers competitive compensation, equity, and benefits, including 401(k), health insurance, paid time off, parental leave, and stipends for wellness, work-from-home equipment, and learning & development.

Requirements

• 5+ years of experience in GTM, Revenue Operations, Sales Ops, or a related role in a high-growth start up environment
• 3+ years of hands-on Salesforce experience required; Salesforce certification is a plus
• Strong background in project management and process design/redesign
• Deep expertise in renewal deal management , including experience improving deal desk workflows, co-terming logic, and complex quoting scenarios
• Experience with territory planning, variable compensation
• Strong communication and change management skills, including stakeholder alignment
• Proven ability to thrive in fast-paced, dynamic environments

Responsibilities

• Leverage strong analytical skills to build insightful, actionable reporting and dashboards; ensure stakeholders can access and interpret key GTM metrics from multiple angles
• Own and optimize GTM systems, Salesforce, Gong, Salesloft, Planhat, Apollo
• Lead high-impact, cross-functional projects that drive operational efficiency and support GTM growth
• Define, document, and scale end-to-end GTM processes across Sales, Marketing, and CS — including renewal processes and improvements to quote-to-cash workflows
• Support the implementation and ongoing optimization of CPQ tools to streamline quoting, contracting, and renewal processes
• Partner with Sales, Finance, Legal, and Product to enhance deal desk operations, automate approvals, and reduce friction in complex deal cycles
• Partner with cross-functional teams to design and implement new processes that align with strategic initiatives and business needs
• Collaborate with analytics to develop data definitions, business rules, and maintain high data quality across systems
• Design and manage compensation plans that align individual performance with organizational goals, often including bonuses, commissions, and stock options

Preferred Qualifications

Expert with tools like LeanData, Gong, Planhat or similar GTM systems is a plus

Benefits

• Save for the future with a 401(k) program (US)
• Benefit from medical, dental, vision and life insurance (US)
• Wellness
• Work-from-home equipment & wifi
• Learning & development
• Make the most of our flexible, generous paid time off and paid parental leave