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Salary: USD 138,000 - 210,000 / annual
Gong is a revenue intelligence platform that uses AI to help sales teams win. The company serves over 5,000 customers globally and is building the next generation of revenue operations tools.
As Senior Manager, Customer Field Operations, you will own the strategic and operational engine behind Gong's post-sale go-to-market motion. This is a dual-track role requiring both executive-level strategic thinking and hands-on tactical execution.
Key Responsibilities:
- Define go-to-market strategy for the Revenue Architect function, including incentives, coverage models, segmentation, capacity planning, and motion design. Develop a clear, defensible point of view on organizational direction.
- Translate high-level strategy into concrete execution: turn ambiguous direction into specific roadmaps, clear ownership, and measurable milestones that make the path from goal to Monday action obvious.
- Lead cross-functional initiatives end-to-end across a large, complex organization. Manage change adoption so new processes and tools actually stick, not just launch.
- Own customer value delivery frameworks and instrumentation. Build systems that measure and drive value realization, connecting customer outcomes to retention, expansion, and ARR health.
- Run on data: own the analytical foundation for Revenue Architects including dashboards, scoring models, and reporting. Get hands-on with SQL, Python, and other technical tools to directly interrogate customer, product-usage, and financial data, then translate findings into decisions.
- Establish and run the operating cadence: design reviews, forecasts, and health checks that keep customer teams accountable and leadership informed.
This role is built for an operator who can manage strategy and tactics simultaneously, set direction, and drive it through a large distributed organization until it sticks.
Qualifications (Must Have):
- Proven experience defining go-to-market strategy
- Hands-on data analysis skills including SQL and Python (you write queries yourself, not just request them)
- Track record of driving initiatives to adoption across large, complex organizations
- Demonstrated ability to translate high-level strategy into clear, executable plans
- Strong executive communication and cross-functional influence
- Experience owning customer value delivery, outcomes, or retention/expansion motions
- 6+ years in strategy, consulting, or revenue operations, including time leading teams or large-scale programs
Qualifications (Nice to Have):
- Experience in high-growth B2B SaaS
- Familiarity with modern data stack (e.g., Snowflake) and workflow/BI tools (Retool, Workato, etc.)
- Experience operationalizing Customer Success, Professional Services, Support, or Renewals
