Company Description
Shaip, part of Ubiquity, provides comprehensive AI data services, including data collection, licensing, validation, transcription, and annotation across text, audio, image, and video formats. We specialize in delivering high-quality, ethically sourced training data to power Large Language Models (LLMs) and Generative AI systems. With an extensive global reach and scalable delivery capabilities enabled through Ubiquity’s infrastructure, Shaip supports organizations in building, deploying, and scaling AI solutions efficiently and confidently.
Location: Ahmedabad
Role Summary
Shaip is hiring a hands-on Revenue Operations Specialist - GTM Systems specialist to own the administration, configuration, governance, and adoption of our GTM tools stack. This role is primarily focused on HubSpot administration, workflow automation, user management, CRM governance, and cross-functional tool enablement across Sales and Marketing.
The ideal candidate has direct experience as a HubSpot/Admin-level owner of CRM and sales tools, not just as a user or analyst. They should be comfortable configuring workflows, managing permissions, maintaining data hygiene, standardizing processes, training end users, and driving adoption across tools such as HubSpot, Apollo, Gong, Paperflite, Responsive, and Sales Navigator. Reporting is part of the role, but this is not a pure reporting, analyst, or business analysis position.
Key Responsibilities
1) GTM tools administration and workflow configuration (admin-level)
- Own day-to-day administration of HubSpot CRM, including user access, pipelines, lifecycle stages, properties, automation/workflows, sequences (if used), lead routing support, and governance.
- Configure and maintain core objects and processes: Contacts, Companies, Deals, Activities, custom properties, forms/UTMs alignment (as needed), and stage definitions.
- Support Apollo administration and usage: list building standards, enrichment/exports, ICP targeting support, governance, and ensuring clean import practices into HubSpot.
- Administer Gong for call recording and insights: user setup, library structure, basic dashboards/trackers, and ensuring coverage/usage for key meetings.
- Manage Paperflite workspace structure: asset organization, trackable links/templates, engagement analytics, and alignment of content mapping to funnel stages.
- Own Responsive (RFP platform) operations: intake workflows, user access, content/Q&A library hygiene, tagging, and reporting on turnaround time and reuse.
2) CRM governance and process standardization
- Maintain CRM cleanliness through required fields, naming conventions, duplicate management, lifecycle definitions, and stage entry/exit criteria.
- Create and maintain SOPs and documentation for key sales processes including lead handoff/routing, pipeline stages, activity logging, RFP workflows, and content sharing.
- Establish governance standards for data capture, import/export practices, process compliance, and tool usage consistency.
- Ensure systems and workflows are scalable, clearly documented, and consistently followed across teams.
3) Sales enablement and tool adoption
- Conduct structured enablement and onboarding for Sales users on HubSpot, Apollo, Gong, LinkedIn Sales Navigator, Paperflite, and Responsive.
- Run refresher training and best-practice sessions to improve tool usage and process adherence.
- Track adoption and usage across tools, identify gaps, and recommend improvements to increase efficiency and consistency.
- Serve as the go-to internal resource for day-to-day GTM tool usage, troubleshooting, and workflow support.
4) Reporting, dashboards, and funnel visibility
Build and maintain recurring dashboards and reports for Sales and Marketing, including:
- pipeline health
- stage conversion
- win/loss trends
- deal aging
- lead funnel visibility
- source performance
- speed-to-lead / response SLAs
- activity metrics across calls, emails, and meetings
- outreach performance in Apollo
- call insights from Gong
- content engagement from Paperflite
- RFP metrics from Responsive
Maintain consistent KPI definitions and support a single source of truth across Sales and Marketing.
5) Stakeholder management and vendor coordination
- Partner with Sales leadership on pipeline process improvements, adoption, and tool effectiveness.
- Partner with Marketing leadership on reporting requirements and funnel visibility.
- Coordinate with tool vendors for troubleshooting, permissions, support issues, and feature enablement where required.
Experience and Qualifications Required
- 3-5 years of experience in Revenue Operations, Sales Operations, GTM Operations, or CRM Administration with direct ownership of sales and marketing tools.
- Hands-on HubSpot admin experience is mandatory, including workflow automation, lifecycle stages, pipeline configuration, custom properties, user permissions, routing support, and reporting.
- Experience administering or governing GTM tools such as Apollo, Gong, Paperflite, Responsive, and LinkedIn Sales Navigator.
- Demonstrated experience in tool configuration, system governance, user management, process documentation, and enablement/training.
- Strong understanding of CRM data hygiene, duplicate prevention, field governance, stage definitions, and process compliance.
- Working knowledge of dashboards and KPI reporting in HubSpot and spreadsheets.
Important: This role is designed for candidates who have owned/administered GTM systems, not candidates whose primary background is business analysis, data analysis, or reporting without systems administration responsibility.
Preferred / Nice to Have
- Experience in B2B sales environments such as SaaS, services, AI, or data solutions.
- Familiarity with lead lifecycle design, routing concepts, attribution basics, and sales funnel governance.
- Experience working cross-functionally with both Sales and Marketing leadership.
Key Tools
HubSpot, Apollo, Gong, Responsive, LinkedIn Sales Navigator, Paperflite, and related GTM tools as needed.
