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GTM Operations Specialist

GTM operationsrevenue operationsARRpipeline managementdata analysisproject managementstakeholder managementAI ROIexperimentsSaaS metrics

Key details

Salary

Not specified

Employment type

Full-time

Seniority

Mid-level

Years experience

3-5

Location

London, United Kingdom

Full job description

The GTM Operations Specialist role in the EMEA GTM Ops team focuses on analyzing and improving GTM processes to increase ARR. Responsibilities include supporting sales revenue operations, managing deal flow and approvals, reviewing and modeling GTM processes, designing and running controlled experiments, conducting AI ROI analysis, driving projects aligned with GTM Ops Global, analyzing pipeline generation functions, maintaining a Market Insights engine, collaborating with data analysts on models and dashboards, and presenting findings to leadership. Candidates should have 3+ years experience in strategy, business analysis, GTM operations, or consulting with SaaS exposure, be data-driven, possess strong project and stakeholder management skills, and demonstrate intellectual curiosity and action bias.

What you'll do

  • Support Sales teams by handling revenue operations responsibilities to help commercial transactions move smoothly from negotiation to close
  • Manage core deal flow and approvals, resolving tickets within SLA, ensuring data integrity and pipeline hygiene
  • Review EMEA GTM processes end-to-end and model how they connect to ARR outcomes through interviews and data analysis
  • Identify incremental improvement opportunities and design controlled experiments to test them
  • Drive experiments from hypothesis to result: define success metrics, partner with relevant functions, run MVP, analyze outcomes
  • Own AI ROI analysis for the region: build cost-benefit analysis for AI use cases and help build agents that create measurable value
  • Design and drive projects contributing to New Logo attainment in alignment with GTM Ops Global
  • Analyze performance of functions contributing to pipeline generation and identify scalable changes
  • Build and maintain a Market Insights engine to capture market signals and feed into strategy
  • Work with data analysts to develop models and dashboards tracking experiment impact and process health
  • Present findings and recommendations to EMEA GTM leadership with a clear commercial angle

Requirements

  • 3+ years in a strategy, business analysis, GTM operations, or consulting role, ideally with exposure to SaaS revenue models
  • Genuinely data-driven: comfortable building models, working with analysts, and translating numbers into a story
  • Strong project management skills
  • Excellent stakeholder management
  • Intellectual curiosity and a bias toward action

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