Revenue Operations Strategy Manager, AI & GTM Systems
Date: 02.2026
Function: Revenue Operations / GTM Strategy
Reports to: Sr. Director, FP&A & Revenue Operations
Position Summary
The Revenue Operations Strategy Manager, AI & GTM Systems designs and documents the end-to-end architecture of the GoToMarket (GTM) and Customer Journey technology stack, with emphasis on embedded AI capabilities. The role maps systems, data flows, and workflows, ensuring accurate, consistent, and actionable data across the revenue lifecycle.
They own the strategy, documentation, and governance of integrations and data contracts (not hands on build), serving as the connective tissue between GTM leaders, RevOps, IT, and Analytics. The ideal candidate blends strong RevOps architecture skills with hands-on understanding of AI/LLMs in GTM contexts (e.g., routing, enrichment, scoring, outreach, customer insights).
Key Responsibilities
Tech Stack Architecture & Documentation
- Maintain a comprehensive blueprint of the GTM and customer journey tech stack, including systems, integrations, workflows, and AI touchpoints.
- Document current and target state architectures across CRM/CPQ/ERP, engagement, enrichment/intent, routing, and customer success platforms.
- Define RACI, data object ownership, ID standards, and integration patterns across GTM systems.
Data Quality, Governance & Source of Truth
- Partner with RevOps, Analytics/BI, and Finance to define core metrics, systems of record, and end-to-end data lineage.
- Identify gaps and inconsistencies; recommend fixes across process, field design, tooling, and SLAs.
- Establish governance standards including naming conventions, lifecycle definitions, enrichment rules, QA tests, and change management protocols.
AI Strategy Across the GTM Stack
- Catalog all current AI use cases across GTM (e.g., 6sense, Clay, ChatGPT/Copilot, Gong, ChurnZero, LeanData).
- Partner with GTM leaders to prioritize and design AI powered workflows that improve conversion, productivity, and customer health (e.g., AI assisted prospecting, next best action, health/risk signals).
- Ensure AI tools integrate into core systems in ways that are auditable, explainable, and tied to measurable KPIs.
Integration Design & Oversight (No/LowCode / VendorLed)
- Translate business requirements into solution designs, data contracts, and integration specs for Salesforce, NetSuite, Outreach, ChurnZero, and other platforms.
- Provide architecture and quality oversight for integration and automation initiatives (lead lifecycle, quote flows, billing, renewals, customer health).
- Evaluate new tools and changes for architectural fit, data integrity, and alignment with the RevOps roadmap.
GTM Analytics Enablement
- Ensure the GTM data model supports ARR waterfall, funnel conversion, pipeline quality, product usage, churn/expansion, and other core dashboards.
- Partner with the GTM Systems Team to guarantee upstream configurations enable trusted, consistent “single source of truth” reporting.
- Support creation of self-service views and documentation so GTM teams can understand and interpret metrics.
Cross-Functional Partnership & Change Management
- Advise Marketing, SDR, Sales, Partnerships, Customer Success, Product, and Finance leaders on optimal use of the GTM and AI stack.
- Lead discovery, requirements, and tradeoff discussions to design scalable, AI aware solutions.
- Drive change-management initiatives, including stakeholder alignment, rollout plans, training, and documentation.
Skills & Experience
- Bachelor’s degree in business, Information Systems, Engineering, Data/Analytics, or related field preferred.
- 8+ years in Revenue Operations, Sales Operations, GTM Strategy, or AI/ML workflow design in B2B SaaS.
- Proven experience designing or overseeing GTM architecture across platforms such as Salesforce CPQ, NetSuite, Gong, ChurnZero, and engagement/data providers (Outreach, ZoomInfo, 6sense, Clay, Qualified, LeanData).
- Hands-on familiarity with AI in GTM (LLMs, copilots, conversational intelligence, predictive scoring, enrichment, intent).
- Strong analytical and problem solving ability; skilled at connecting process, data architecture, and reporting requirements into coherent solutions.
- Excellent communicator with ability to translate complex system and AI concepts for executives and nontechnical audiences.
- Demonstrated success driving alignment and delivering multi-stakeholder projects on time.
- High attention to detail, structured documentation habits, and comfort operating in fast-changing environments.
Competencies:
Accountability
Adaptability
Applied Learning
Business Acumen
Collaboration
Customer Focus
Dealing w/Ambiguity
Driving for Results
Initiating Action
Operational Decision Making
Technical/Professional Knowledge
About the company:
Boards set the standard for what organizations can achieve. At OnBoard, our board management software helps boards function at a higher level so every organization can make a bigger difference in the world.
Launched in 2011, today, OnBoard serves as the board intelligence platform for more than 5,000 organizations and their 12,000 boards and committees in 60 countries worldwide. With customers in higher education, nonprofit, healthcare systems, government, and enterprise business, OnBoard is the leading board management provider.
OnBoard has grown from a class project at Purdue University in West Lafayette, Indiana in 2003 into the world’s leading board management software platform today. Backed by JMI Equity and the acquisitions of eScribe and Govenda, OnBoard is positioned to become the industry leader in Board Management and Meeting Solutions for private and public sector entities.
Benefits and Perks:
- Company provided equipment (laptop, software, etc.)
- Employment with a growing, casual, fun, philanthropic minded company
- US Based Employees
- Comprehensive, high-quality medical/prescription drug plan options, as well as dental and vision plan offerings.
- An employer contribution to your Health Savings Account (HSA) if you participate in a High Deductible Healthcare Plan.
- Medical Flexible Spending Accounts available.
- Dependent Care Flexible Spending Accounts available.
- Basic life insurance in the amount of $50,000 or 1 X’s your salary (whichever is higher).
- Short and long-term disability and Accidental Death and Dismemberment benefits at no cost to you.
- 401K Retirement Savings Plan with automatic enrollment at the first of the month following 60 days of employment at 5% to help you secure your financial freedom. We offer a generous company match that starts on the first of the month following 60 days of employment. The company match is dollar for dollar on the first 3% of your pay that you contribute and $0.50 on the dollar on the next 2%, for a total match of 4%.
- Paid Time Off (PTO)/Holiday
- CAN Based Employees
- Employer paid Life and Accidental Death Insurance
- Contribution to Health Care Spending Account
- Dependent Life Insurance
- Optional Life Insurance
- LTD Insurance
- Drug and Paramedical Coverage
- Dental Insurance
- Vision Insurance
- EAP
- AUS Based employees
- Monthly stipend for insurance purchase
- UK Based Employees
- Employer contribution to pension
- EAP
Diversity Statement - Culture of Togetherness:
At OnBoard, our mission is to encourage and celebrate a culture of togetherness. We acknowledge that uniqueness is powerful, and we welcome, foster, and appreciate all. Diversity, Equity, and Inclusiveness fuel the Pathfinder atmosphere and all our efforts. Our power is in our people and we Pledge 1% to give back to our communities and across the globe.
OnBoard is an equal opportunity employer and committed to a diverse and inclusive working environment. Passageways does not discriminate based on race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation please email [email protected].
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