GTM Operations Analyst

ACST’s Faith GTM Division is looking for a GTM Operations Analyst to serve as a strategic business partner to our Sales, Customer Success, and Marketing organizations, driving the systems, processes, and insights that support revenue growth and sales effectiveness.

This person will work in close partnership with the leader of GTM Operations, Corporate Systems, Sales, Marketing and Ministry Success Leadership as well as Finance to support a newly formed and growing Operations function. The remit of the team spans GTM strategy, account segmentation, customer journeys, pricing, reporting as well as the foundational analysis that supports building a focused and effective sales team including territory design, quotas, capacity, and forecasting.

This role will operate under the organizational mandate of clean data, clear accountability, and operating rhythms that actually stick. This is a hands-on, high-visibility role for someone who wants to bridge how revenue is sold with how it's measured and explained — comfortable in Salesforce-centric systems as well as the back-of-house details of finance partnership, controls, governance, and reporting.

We have a lot to do in a short amount of time. Much of our existing GTM infrastructure — reporting, processes, and systems — was built at some point and then left unmaintained or has not kept pace with how the business operates today. The long term goal is to achieve the caliber of a true foundation for a world-class revenue organization, not just patching what's there.

The right candidate is comfortable operating without a large playbook, moves quickly against a lot of ground to cover, and knows how to turn data into decisions leadership can act on.

Business Partnership & Process Improvement

• Serve as a business partner to the Sales, Customer Success, and Marketing organizations, driving operational initiatives that support revenue growth and sales effectiveness.
• Support alignment across Sales, Marketing, Customer Success, and Finance around shared revenue goals, definitions, and success metrics.
• Lead cross-functional projects focused on implementing GTM tech stack enhancements and process improvements.
• Design scalable, repeatable revenue processes and identify and help eliminate process friction across the customer lifecycle.

Go-to-Market Operations & Lead Management

• Own lead management and deal handoff processes between Marketing, Sales, and Customer Success, ensuring consistent execution.

Forecast & Pipeline Governance

• Support bi-weekly forecast review and pipeline governance meetings for the Sales and Customer Success teams, partnering with leadership to analyze performance trends, identify risks and opportunities, and improve forecast accuracy.
• Assist Senior Director with analysis and compiling of data to support internal and external executive level meetings.

Reporting & Analytics

• Own and maintain sales performance reporting, dashboards, and KPI tracking across the sales and CS organization, with a focus on clean data and clear accountability, providing actionable insights to leadership.
• Design and optimize Salesforce reports, dashboards, approval workflows, and operational frameworks that improve visibility, efficiency, and decision-making.
• Maintain data quality and reporting integrity across Salesforce and connected systems, and support documentation of processes and SOPs to ensure auditability.

Marketing Performance Partnership

• Partner with Marketing to build reporting and dashboards on funnel conversion rates, lead-to-pipeline conversion, and multi-touch attribution across channels.
• Provide visibility into marketing-sourced and marketing-influenced pipeline and revenue, helping align Marketing and Sales on shared KPIs and definitions.

Compensation & Capacity Support

• Support quota setting and capacity planning in partnership with GTM Operations and Finance Leadership
• Support payout accuracy and sales compensation administration in partnership with Finance.

Customer Lifecycle & Retention Support

• Support Customer Success onboarding, renewal, and expansion operations, and help track health scores and retention KPIs.

Business Reviews & Planning

• Partner closely with sales leadership to prepare Quarterly Business Reviews, leveraging data and performance trends to support strategic planning.