Job Description : GTM Ops Manager.

Location : Lifesight Innovation Hub Bengaluru, KA, India.

Working Model : Work From Office (5 days).

About us:

- Factori.ai is the Real-World Intelligence Cloud for enterprises who use external physical world data and insights to make better decisions.

- We transform signals from the physical world-events, weather, traffic, mobility, economics, property, retail sales indices, and market/brand attention-into easily consumable external data solutions that can be used for a variety of use cases.

- We deliver through APIs, cloud data shares, and marketplaces and support GIS distribution.

- Our privacy- first approach and trusted methodologies make us procurement- ready for the world's most demanding data teams.

Role Overview:

- Factori is entering a phase where execution discipline matters more than ambition.

- We run multiple demand engines-Marketing, SDR/Inside Sales, Partnerships, Agencies, and Customer Success.

While pipeline volume is growing, we face challenges in:.

- Conversion consistency.

- Forecast credibility.

- Pipeline hygiene.

- Decision-quality in leadership forums.

- The GTM Operations Lead owns the operating system of revenue.

- This is a control tower role, not a tooling, reporting, or admin function.

- The mandate is to create clarity, enforce discipline, and ensure leadership can make confident, fact-based decisions every single week.

Why This Role Exists:

Today, Factori needs to move from:.

- Reporting - Decision-making.

- Volume - Quality.

- Optimism - Defensible forecasts.

The GTM Ops Lead ensures that:

- Pipeline is real, measurable, and explainable.

- Forecasts reflect reality, not hope.

Every function knows:

- What is required.

- What is forecasted.

- What gap they own closing.

- Revenue leadership discussions produce owners, actions, and follow-through.

Core Mandate:

Build and run a single, end-to-end GTM operating system across:

- Marketing.

- SDR / Inside Sales.

- Sales.

- Partnerships / Ecosystem.

- Customer Success (renewals & expansion).

Success is defined by:

- Predictable pipeline creation.

- Conversion discipline across the funnel.

- Revenue integrity.

- Forecast credibility.

Key Responsibilities:

Revenue Architecture & Definitions (Foundation) Own and enforce single definitions for:

- Lead, MQL, SAL, SQL, SQO.

- Sourced vs. Influenced pipeline.

- Forecast categories (Pipeline / Best Case / Commit).

Additional expectations:

- Freeze definitions for operating periods ( Q1/Q2) to avoid drift.

- Eliminate metric ambiguity in leadership and board forums.

- Pipeline & Forecast Governance.

Own pipeline hygiene and inspection standards:.

- Mandatory fields: Amount, Close Date, Next Step.

- Stage exit criteria enforced.

- Aging rules (opportunities with >30 days of inactivity flagged).

Accountabilities:

- Run weekly pipeline inspections.

- Ensure forecast reflects execution reality.

- Eliminate $0-amount and "zombie" opportunities from forecast views.

- Weekly Revenue Council (Operating Cadence Owner).

- Design, run, and continuously improve the Weekly Revenue Council.

Ensure the meeting answers:.

- What happened in the last 7-14 days?.

- What is forecasted in the next 7-14 days?.

- What is required to hit a plan?.

- Where is the gap-and who owns closing it?

Operating principles:.

- Required vs. Forecast vs. Gap by demand source.

- Owners and deadlines, not explanations.

- Decisions tracked and followed up week over week.

Demand Planning & Gap Closure Translate FY and quarterly targets into:

- Monthly.

- Bi-weekly.

- Weekly demand requirements.

Responsibilities include:.

- Run-rate-based forecasting using historical conversion.

- Calling out when targets are mathematically unachievable.

- Holding Marketing, SDR, Partner, and CS leaders accountable for explicit gap-closure plans.

- Cross-Functional Handoffs & SLAs.

Own and enforce GTM handoffs:.

- Marketing - SDR.

- SDR - Sales.

- Sales - Customer Success.

Define and monitor SLAs for:.

- Speed-to-lead.

- Meeting acceptance.

- Next-step discipline.

Identify leakage points such as:.

- Ghosting.

- No-shows.

- Stalled or recycled deals Design fixes that stick.

Data Integrity & Tooling (Enablement, Not Ownership) Ensure Salesforce and connected systems are:.

- Accurate.

- Complete.

- Decision-ready.

Partner with Marketing Ops and RevOps on:.

- Attribution integrity.

- Campaign hygiene.

- Dashboard correctness.

Expectations:

- Kill dashboards that don't drive decisions.

- Elevate metrics that enforce accountability.

Executive & Board Readiness Prepare board-grade views on:

- Pipeline health.

- Forecast risk.

- Conversion trends.

- Revenue integrity.

Provide clear, fact-based narratives:.

- What is working.

- What is broken.

- What will not hit plan without intervention.

- What This Role Is Not.

- Not a Salesforce administrator.

- Not a reporting analyst.

- Not a passive dashboard owner.

- Not process-for-process' sake.

- This role requires enforcing discipline across strong personalities and being a neutral arbiter of revenue truth.

Ideal Profile Experience:

- 8-12 years in GTM Ops / RevOps / Sales Ops.

- B2B SaaS experience at $50M-$500M ARR scale.

- Proven ownership of Marketing + SDR + Sales + CS together.

- Experience running weekly revenue cadences with senior leadership Skills & Strengths.

- Exceptional analytical rigor.

- Deep understanding of funnel math, conversion modelling, and revenue leakage.

- Strong executive communication.

Comfortable saying:

- "This forecast is not credible".

- "This pipeline is not real".

- First 90-Day Success Criteria.

By Day 90, this person will have:.

- A single GTM scorecard leadership trusts.

- A Revenue Council that produces clear decisions and accountability.

Eliminated:

- $0 pipeline from forecast views.

- Definition disputes.

Driven a visible reduction in:.

- Stale pipeline Ghosted deals.

- Established clear demand gap ownership across all GTM functions.