GTM Business Operations Manager

The Go-to-Market Business Operations Manager role is a critical contributor to our GTM strategy and how we drive the business. Within this role you will be responsible for managing strategic initiatives, annual planning efforts and other high profile projects. You will have the ability to drive major change and improvement throughout the organization, working closely with Sales, Customer Success, Marketing and Finance leadership to drive revenue growth and operational efficiency.  This role will report to the VP of Sales Strategy & Operations.

• →Analyze market trends, competitive dynamics and customer data to inform strategic decisions.
• →Gather insights from sales, customer and internal stakeholders to guide GTM strategies.
• →Own key workstreams for annual planning and in-year re-forecasting: capacity inputs, coverage strategy, investment tradeoffs, and execution plans.
• →Design and iterate on territory models and account assignment approaches across new business and expansion motions (e.g., geo/industry/segment, named accounts, overlays).
• →Develop quota methodologies and allocation frameworks that are data-driven, transparent, and aligned to growth goals and capacity assumptions.
• →Own strategic initiatives focused on pipeline growth, lead optimization, market segmentation, product rollout or other focus areas critical to revenue growth
• →Help identify and prioritize high propensity verticals, geographies and use cases to drive focus within our Sales and Marketing organizations
• →Build and maintain KPI trees and OKR frameworks for priority initiatives for Revenue Operations to implement and maintain.
• →Develop scalable reporting and dashboards for GTM performance (pipeline health, conversion, productivity, whitespace, attach/penetration, cohort trends) and surface actionable opportunities and risks.
• →Understand sales productivity and coverage, anticipate gaps and assist in developing solutions to drive improvements
• →Create strategies around process optimization, cross functional coordination to drive consistency and alignment across all teams at IDC.
• →Run pilots and experiments on messaging, pricing, segments and design incentives to motivate sellers.

• Bachelor's degree in Business, Economics, Finance, Marketing, Data Science or equivalent. (Master's degree is a plus)
• 6-10 years of relevant work experience.
• Proven attention to detail and excellent problem-solving skills
• Strong verbal/written communication and presentation skills, including an ability to effectively communicate with both business and technical teams
• Broad knowledge of GTM Strategies, Territory/Quota design principles and Annual Planning
• Knowledge of sales and revenue forecasting processes and approaches
• Ability to work independently as well as part of a larger team
• Ability and willingness to interact cross-functionally, with all levels of the organization

• Skills: Analytical & Strategic Thinking, Business and Market Understanding, Salesforce, Advanced Excel and Data Modeling, Strong collaboration and communication skills, Agility & execution with a high degree of accuracy, Curiosity is a must with the ability to dig into the business independently to identify areas of improvement.
• Attributes: Prior exposure to sales strategy, compensation design, performance culture, comfortable working with ambiguity and building a structure from scratch, and experience supporting cross-functional revenue teams.
• Limited Travel Required (less than 10% of your time)

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify.