Job Description: GTM Ops Manager
Location: Lifesight - Innovation Hub - Bengaluru, KA, India
Working Model : Work From Office (5 days)
About us:
Factori.ai is the Real‑World Intelligence Cloud for enterprises who use external physical world data and insights to make better decisions. We transform signals from the physical world—events, weather, traffic, mobility, economics, property, retail sales indices, and market/brand attention—into easily consumable external data solutions that can be used for a variety of use cases.
We deliver through APIs, cloud data shares, and marketplaces and support GIS distribution. Our privacy‑first approach and trusted methodologies make us procurement‑ready for the world’s most demanding data teams.
Role Overview:
Factori is entering a phase where execution discipline matters more than ambition. We run multiple demand engines—Marketing, SDR/Inside Sales, Partnerships, Agencies, and Customer Success. While pipeline volume is growing, we face challenges in:
● Conversion consistency
● Forecast credibility
● Pipeline hygiene
● Decision-quality in leadership forums
The GTM Operations Lead owns the operating system of revenue.
This is a control tower role, not a tooling, reporting, or admin function. The mandate is to create clarity, enforce discipline, and ensure leadership can make confident, fact-based decisions every single week.
Why This Role Exists
Today, Factori needs to move from:
● Reporting → Decision-making
● Volume → Quality
● Optimism → Defensible forecasts
The GTM Ops Lead ensures that:
● Pipeline is real, measurable, and explainable
● Forecasts reflect reality, not hope
● Every function knows:
○ What is required
○ What is forecasted
○ What gap they own closing
● Revenue leadership discussions produce owners, actions, and follow-through
Core Mandate
Build and run a single, end-to-end GTM operating system across:
● Marketing
● SDR / Inside Sales
● Sales
● Partnerships / Ecosystem
● Customer Success (renewals & expansion)
Success is defined by:
● Predictable pipeline creation
● Conversion discipline across the funnel
● Revenue integrity
● Forecast credibility
Key Responsibilities
1. Revenue Architecture & Definitions (Foundation) Own and enforce single definitions for:
● Lead, MQL, SAL, SQL, SQO
● Sourced vs. Influenced pipeline
● Forecast categories (Pipeline / Best Case / Commit)
Additional expectations:
● Freeze definitions for operating periods (e.g., Q1/Q2) to avoid drift
● Eliminate metric ambiguity in leadership and board forums
2. Pipeline & Forecast Governance
Own pipeline hygiene and inspection standards:
● Mandatory fields: Amount, Close Date, Next Step
● Stage exit criteria enforced
● Aging rules (e.g., opportunities with >30 days of inactivity flagged)
Accountabilities:
● Run weekly pipeline inspections
● Ensure forecast reflects execution reality
● Eliminate $0-amount and “zombie” opportunities from forecast views
3. Weekly Revenue Council (Operating Cadence Owner)
Design, run, and continuously improve the Weekly Revenue Council.
Ensure the meeting answers:
● What happened in the last 7–14 days?
● What is forecasted in the next 7–14 days?
● What is required to hit a plan?
● Where is the gap—and who owns closing it?
Operating principles:
● Required vs. Forecast vs. Gap by demand source
● Owners and deadlines, not explanations
● Decisions tracked and followed up week over week
4. Demand Planning & Gap Closure Translate FY and quarterly targets into:
● Monthly
● Bi-weekly
● Weekly demand requirements
Responsibilities include:
● Run-rate-based forecasting using historical conversion
● Calling out when targets are mathematically unachievable
● Holding Marketing, SDR, Partner, and CS leaders accountable for explicit gap-closure plans
5. Cross-Functional Handoffs & SLAs
Own and enforce GTM handoffs:
● Marketing → SDR
● SDR → Sales
● Sales → Customer Success
Define and monitor SLAs for:
● Speed-to-lead
● Meeting acceptance
● Next-step discipline
Identify leakage points such as:
● Ghosting
● No-shows
● Stalled or recycled deals Design fixes that stick.
6. Data Integrity & Tooling (Enablement, Not Ownership) Ensure Salesforce and connected systems are:
● Accurate
● Complete
● Decision-ready
Partner with Marketing Ops and RevOps on:
● Attribution integrity
● Campaign hygiene
● Dashboard correctness
Expectations:
● Kill dashboards that don’t drive decisions
● Elevate metrics that enforce accountability
7. Executive & Board Readiness Prepare board-grade views on:
● Pipeline health
● Forecast risk
● Conversion trends
● Revenue integrity
Provide clear, fact-based narratives:
● What is working
● What is broken
● What will not hit plan without intervention
What This Role Is Not
❌ Not a Salesforce administrator
❌ Not a reporting analyst
❌ Not a passive dashboard owner
❌ Not process-for-process’ sake
This role requires enforcing discipline across strong personalities and being a neutral arbiter of revenue truth.
Ideal Profile Experience
● 8–12+ years in GTM Ops / RevOps / Sales Ops
● B2B SaaS experience at $50M–$500M ARR scale
● Proven ownership of Marketing + SDR + Sales + CS together
● Experience running weekly revenue cadences with senior leadership Skills & Strengths
● Exceptional analytical rigor
● Deep understanding of funnel math, conversion modelling, and revenue leakage
● Strong executive communication
● Comfortable saying:
○ “This forecast is not credible”
○ “This pipeline is not real”
First 90-Day Success Criteria
By Day 90, this person will have:
● A single GTM scorecard leadership trusts
● A Revenue Council that produces clear decisions and accountability
● Eliminated:
○ $0 pipeline from forecast views
○ Definition disputes
● Driven a visible reduction in:
○ Stale pipeline Ghosted deals
● Established clear demand gap ownership across all GTM functions
How to apply: If this sounds like you, apply now at https://lifesight.io/careers/
We’d love to hear from you! For more information visit - https://www.factori.ai/
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