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Arkose Labs is seeking a Manager of GTM Operations to own the operational and analytical backbone of the company's revenue engine. This is a high-trust, high-visibility role reporting to sales and finance leadership, with work reviewed by the board monthly.
Key responsibilities include:
**Salesforce Administration & Reporting**: End-to-end ownership of the Salesforce instance, including object and field configuration, reports and dashboards, workflow automation, user management, and integrations. Day-to-day work includes closing opportunities, reconciling ARR figures, and handling ad hoc requests for data integrity and system fixes.
**Commissions & Variable Compensation**: Run monthly commission and variable compensation calculations for sales and solutions consulting teams. Own the calculation methodology, review process, documentation, and rep inquiries. Lead the modernization of commission calculations using AI tooling to replace manual spreadsheet processes with auditable, repeatable systems.
**Compensation Plan Design**: Partner with Sales, Finance, Solutions Consulting, and Legal on annual commission planning and plan design. Model the financial impact of proposed changes and support related initiatives including territory planning, quota setting, tooling evaluations, and systems migrations.
**Contribution Margin Analysis**: Calculate and report monthly contribution margin across deals, sales teams, and solutions consulting to identify which business is profitable.
**Board & Executive Reporting**: Produce monthly pipeline reporting for the board and executive team, including stage-by-stage coverage, funnel analysis, month-over-month movement, key GTM metrics, and narrative explanations of changes.
**OKR Reporting**: Gather, validate, and publish monthly companywide OKR progress. Flag metric drift early and work with executives on quarterly and annual realignment.
**Gong Administration**: Serve as administrator and internal owner of Gong, managing user provisioning, Salesforce integration, trackers, scorecards, call libraries, and reporting dashboards used by sales leadership.
**Marketing Operations Support**: Own Clay instance administration and support marketing campaign operations including list building, data enrichment, audience segmentation, and pipeline attribution.
**Cross-Functional Collaboration**: Act as connective tissue across Sales, Legal, Finance, Marketing, and Customer Success. Own scoping and execution of cross-functional projects without supervision.
The ideal candidate has 7+ years in GTM Operations, RevOps, or Sales Operations in B2B SaaS, with hands-on Salesforce administration experience and proven expertise building or maintaining commission calculations and compensation plans.
